Deal Desk Strategist

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.

Recognized as a Leader in the Forrester Wave for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

At Illumio we believe that Deal Desk Strategist is critical to Sales success – the growth driver of every company. Our team and micro-segmentation cybersecurity business are growing quickly and we're looking for high-energy driven people who are passionate about helping sales teams succeed.

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.

The EMEA business is a major growth pillar for Illumio, and deal complexity continues to expand across segments, marketplaces, and product portfolios. The Deal Desk Strategist ensures we transact efficiently, compliantly, and strategically — while enabling Sales to win bigger, faster, and more profitably.

• Deal Strategy & Structuring:

• 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

• Quoting & Governance:

• 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.

• Regional Enablement:

• 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.

• Cross-Functional Alignment:

• 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.

• Operational Excellence

• 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.

• 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, as expected in Illumio style distributed team

• Ability to thrive in a fast-paced, dynamic environment

• Organized and a self-starter

• 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.).

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.

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All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.