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Deal Desk Strategist

illumio.com Logo

Illumio

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Location:
United Kingdom , London

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Category:
Finance

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Contract Type:
Not provided

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Salary:

75000.00 - 90000.00 GBP / Year
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Job Description:

The Deal Desk Strategist is a critical partner to Sales, Finance, Legal, and Customer Success, ensuring that complex deals in the region are structured, priced, and executed with accuracy, speed, and compliance. This role combines analytical rigor, commercial strategy, and operational excellence to support Illumio’s high-growth motion across Enterprise, MSP, and Marketplace channels. You will serve as the regional subject-matter expert for quoting, pricing, discount governance, non-standard deal support, renewal strategy, and operational policy alignment.

Job Responsibility:

  • Partner with EMEA Sales leadership on deal strategy across New, Renewal, and Expansion motions
  • Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning
  • Drive consistency in how Illumio Products & Services, Marketplace transactions are quoted and approved in line with other geos
  • Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools)
  • Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies
  • Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals
  • Enable EMEA Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches
  • Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations
  • Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity
  • Facilitate consistent communications to EMEA Sales regarding policy updates, pricing changes, and approval processes
  • Monitor deal pipeline quality, data hygiene, and forecast accuracy for EMEA
  • Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems
  • Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness

Requirements:

  • 6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment
  • Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps
  • Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking
  • Ability to analyze complex deal structures and provide clear guidance to Sales and leadership
  • Exceptional communication skills and comfort working with distributed, cross-functional global teams
  • Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies
  • Comfortable operating independently with high ownership
  • Ability to thrive in a fast-paced, dynamic environment
  • Organized and a self-starter

Nice to have:

  • Experience with Marketplace transactions (AWS, Azure, GCP)
  • Familiarity with pricing frameworks, SKU simplification projects, and product bundling
  • Background supporting Enterprise customers in EMEA with region-specific commercial nuances
  • Experience with CPQ replacements or building custom quoting workflows (Agentforce, custom UI, etc.)
What we offer:
  • Medical, Dental, Vision Coverage
  • Health and Dependent Savings Accounts
  • Life and Disability Programs
  • Paid Parental Leave
  • Voluntary Benefit Programs
  • Company Sponsored Wellness Program
  • Wellness Reimbursement Program
  • Retirement Savings
  • Equity Opportunities
  • Paid time off and Paid Holidays
  • Employee Incentive Program

Additional Information:

Job Posted:
February 20, 2026

Employment Type:
Fulltime
Work Type:
Hybrid work
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