The Channel Deal Desk team is dedicated to optimizing and safeguarding the commercial integrity of partner-sourced deals across the organization. The primary objective is to ensure all deals are efficiently structured, swiftly approved, and fully compliant with internal policies and external regulations through a centralized process. This role provides comprehensive sales administration support to Channel Managers for all partner-sourced and channel-managed opportunities. This role will also cover support for other Global GTM opportunities, in addition to the Channel, within Deal Desk.
Key Responsibilities
Responsible for the management of a team of Channel Deal Desk specialists.
Assist in preparing and submitting Deal Approval Requests (DARs) for proposals and contracts.
Ensure all required documentation (contracts, pricing, provisioning requests) is complete and attached to the Business Opportunity (BO) in the CRM.
Monitor deal progress through the Deal Approval System, escalating delays or missing inputs to Regional Channel Leaders.
Apply compliance standards such as SOX and ASC 606 in deal documentation.
Support the automated approval routing process by validating conditions (e.g., geography, license type, discount thresholds).
Collaborate with partner leadership, sales, finance, legal, and product teams to gather inputs for non-standard deal structures.
Maintain SLA awareness and ensure deals are processed within expected timelines.
Track and report on deal desk metrics such as approval turnaround times and volume of deal types (add-ons, call-offs, proposals, contracts).
Share insights and reports with Channel Leadership.
The candidate is expected to cover the business hours of the supported region.
Qualifications & Skills
Management/team leading experience
Strong understanding of channel sales processes and compliance requirements.
Familiarity with CRM systems and deal approval workflows.
Excellent attention to detail and organizational skills.
Ability to collaborate across multiple teams (sales, finance, legal, product).
Knowledge of compliance standards (SOX, ASC 606) is a plus.