As a Senior Deal Desk Lead within the Solutions & Services Group (SSG), you will play a pivotal role in shaping and governing the end-to-end deal qualification and approval lifecycle. This role is central to ensuring disciplined deal execution, driving best-in-class qualification practices, and improving win quality across AP and EMEA markets.
You will act as a trusted advisor to Sales, Pre-Sales, and Delivery leadership, driving consistency in deal qualification standards, strengthening governance, and embedding data-driven decision-making. Beyond operational execution, you will own and evolve deal qualification frameworks, tools, and best practices, ensuring alignment with strategic priorities and enabling scalable growth.
Success in this role requires strong commercial acumen, experience in complex deal environments, and the ability to influence senior stakeholders across a global, matrixed organization. Exposure to commercial bid and proposal management will be a strong advantage.
Responsibilities
Deal Qualification
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Lead the end-to-end deal qualification process for AP and EMEA markets, ensuring quality, completeness, and alignment to defined segmentation and risk frameworks.
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Establish and drive consistent deal qualification standards and best practices across AP and EMEA, improving deal health, win probability, and margin quality.
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Act as a control point for entry into the Deal Qualification Review (DQR) gate, ensuring only well-qualified, strategically aligned opportunities progress.
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Build and nurture strong relationships with sellers within your assigned markets in order to encourage early engagement and visibility.
Deal Governance
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Serve as a senior governance authority and advisor across the deal lifecycle, ensuring adherence to policies, Delegation of Authority (DoA), and approval frameworks.
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Proactively challenge deal constructs, assumptions, and risks, partnering with stakeholders to strengthen commercial positioning and execution readiness.
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Lead and continuously improve deal governance frameworks, tools, and templates, driving simplification, speed, and consistency across markets.
Pipeline Performance & Insights
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Drive advanced pipeline analytics and insight generation, providing leadership with visibility into deal quality, risk concentration, conversion, and performance trends.
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Monitor key metrics including qualification quality, win/loss ratios, pipeline progression, and revenue mix, identifying systemic gaps and improvement opportunities.
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Translate insights into actionable recommendations, partnering with Sales, Pre-Sales, and Delivery leaders to drive measurable improvements.
Compliance, Audit & Continuous Improvement
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Establish and lead a robust audit and compliance programme across the deal lifecycle, ensuring adherence to governance and identifying remediation actions.
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Drive continuous improvement initiatives to enhance deal discipline, governance adoption, and operational efficiency.
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Champion a winning culture of rigour, accountability, and qualification excellence across the organisation.
Resource Alignment & Commercial Performance Support
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Oversee deal setup and readiness within Microsoft Dynamics 365, ensuring seamless transition from qualification to execution with smooth handover to the Deal Engagement Manager.
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Enable structured forums to align pipeline demand with presales and delivery capacity, ensuring optimal resourcing and execution readiness.
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Provide visibility into bid investment, utilisation, and commercial performance, supporting engagement teams in managing complex pursuits and improving ROI.
Qualifications
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Bachelors Degree in business, finance or a related field. MBA or equivalent is a plus.
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Extensive experience in Deal Desk, Bid Management, Sales Operations, or Commercial Governance, within a services-led or solutions organisation.
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Demonstrated expertise in deal qualification frameworks, governance models, and complex deal execution across global markets (AP/EMEA exposure strongly preferred).
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Strong commercial acumen with the ability to assess deal viability, risk, and financial constructs.
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Proven ability to influence senior stakeholders and operate as a trusted advisor in high-pressure, fast-paced environments.
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Advanced analytical skills, with the ability to translate complex data into strategic insights and actions.
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Experience with Microsoft Dynamics 365, Power BI, and deal analytics platforms.
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Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
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Excellent communication, stakeholder management, and cross-functional leadership capabilities.
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Ability to thrive in a global, matrixed environment, working across regions, cultures, and time zones.
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Experience in commercial bid and proposal management (e.g. bid leadership, pricing, structuring complex proposals) will be a strong advantage.
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APMP certification or equivalent is a plus.
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Typically 8+ years of progressive experience in sales operations, deal desk, commercial operations, or related fields.
