Deals Desk Director

Azul is the only company 100% focused on Java.  Our strategy is to make Azul the heart of every modern cloud enterprise by prioritizing our customers’ success, maintaining our unwavering commitment to innovation and excellence, and advancing Java through community leadership.

Azul is a fast-growing, remote-first organization that provides plenty of opportunities to broaden your skills, try new things and advance your career.

Azul is well-suited to thrive in challenging market conditions due to our long history of innovation, happy customer base and strong financial position. We are looking to hire impact-makers with growth mindsets who are passionate about solving customer challenges around cloud cost optimization, performance-driven applications and anything related to Java. We invite you to explore career opportunities with the world’s largest commercial provider of OpenJDK and be part of an exciting moment in our journey.

The Role

We are looking for a Deal Desk Director to be a part of our World Wide Revenue Operations team at Azul.  Reporting into the SVP of Revenue Operations, the Deal Desk Director will partner with our Global Sales Organization to provide direct support and guidance in all commercial aspects of deals including; enforcing contracting standards, navigate non-standard terms, facilitate complex deal structures, and work cross-functionally with Finance, Legal, and Leadership.

About You (key responsibilities)

These may include but are not limited to:

• Serve as the point of contact and subject matter expert on reviews of Azul Order Forms including requests to add specific terms to customer order forms and commercial quotes (direct and channel sales)
• Define, manage, and enforce Azul’s deal approval matrix and policies, troubleshoot deal issues and escalate them to management as appropriate.
• Coordinate and partner with cross-functional teams including Finance and Legal to identify, review and address revenue recognition matters for non-standard deal structures.
• Coordinate and partner with cross-functional teams on review and, as appropriate, negotiation of Azul’s subscription agreements.
• Train, advise, and assist Azul’s sales team to ensure adherence to Azul’s deal processes and policies, pricing, quoting, on-boarding best practices.
• Craft, coordinate, and escalate approval requests for non-standard commercial terms or requests that fall outside of Azul’s standard approval matrix protocols.
• Develop an in-depth understanding of Azul’s subscription business model, services and product offerings and recommended appropriate contract structures.
• Define business processes and own system processes related to Deal configuration, pricing, and quoting.

What you bring (aka the Requirements):

• Strong written and verbal communication skills and be able to clearly and effectively articulate Azul’s value and business practices
• Organized, detail and process oriented
• Flexible and supportive in a fast moving and changing environment
• Self-starter, willing to take a leadership role in driving initiatives in support of building out a complete and comprehensive Deal Desk function.
• Manage multiple tasks and use good judgment in resolving difficult issues
• Ability to coordinate Azul cross department resources to execute a complex sales strategy and deals structure.

Education and Experience

• BA/BS or equivalent preferred
• 10 years in Accounting, Sales Operations, or order management
• Specific experience leading a Deal Desk function
• Demonstrated expertise in providing sales support to multiple levels and working with Sales, Executives (C-Level), and customers.
• Demonstrated experience driving non-standard contracts to closure.
• Must have experience in SalesForce.com
• Must have experience with quoting tools

What we Offer

• Comprehensive compensation and healthcare packages
• Equity Program – be part of our success
• Referral Program
• Work-life balance, remote-first, paid time off, company shutdown, holidays
• Work with top experts worldwide whom contribute to the Java ecosystem

We offer a comprehensive compensation and benefits package where you’ll be rewarded based on your performance and recognized for the value you bring to the business. The base salary range for this job $136,193 to $189,746.  This job is also eligible for annual bonus pay.  Individual base salaries are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography. In addition, our benefit package includes medical and dental coverage, equity participation plan, 401(k) plan, and a wide range of paid time off options.

Salary : $136,193 - $189,746