Deal Manager

3 months ago

Vienna, United States Merlin International Full time

COMPANY OVERVIEW:

Merlin provides and invests in best-in-class and next-generation cybersecurity solutions, offering a broad portfolio of solutions that secure government and commercial enterprises from endpoints to networks, governance to risk management, and infrastructure to information. We encourage team members to be creative, collaborative, and nimble as we pursue innovative paths to delivering the cutting-edge cybersecurity solutions our customers need.

SUMMARY:

Merlin Deal Managers (DM) own and manage the end-to-end sales renewal process and support Sales Team development activities from capture through proposal submission. A critical role within our Enterprise Deal Desk, our DMs apply strong time management, attention to detail, and effective communications to provide the internal structure needed to seamlessly coordinate complex movements responding to our customers' proposal requests. Collaborating with every team from Account Executives to Finance and Legal to our Leadership team, DMs deliver high-quality, timely, compelling, and compliant offerings to our customers.

MAJOR DUTIES AND RESPONSIBILITIES:

  • Manage activities across a portfolio of deals : Collaborating with the Account Executive, the DM develops a schedule of milestones and required tasks for each opportunity in the portfolio. The DM is accountable for tracking updates in real time and providing status of all components of a deal in periodic reviews and ad-hoc reports. Portfolios include unsolicited proposals, responses to official requests for quotes, information, market research, or other formal and informal artifacts to advance a deal.

  • Organize inputs and key stakeholders : DMs synthesize inputs from the Solution Architects, partners, OEMs, pricing, and other stakeholders who contribute critical insight to advance each opportunity and keep the team proactively informed and prepared to make well-reasoned responses. DMs use deep understanding of contract vehicles, market norms, and industry regulations to ensure the team gathers appropriate data well ahead of delivery deadlines.

  • Execute internal approval processes : To ensure quality and compliant offerings in accordance with our corporate governance structure, the DM facilitates internal processes so that all components of offerings have timely approvals from contracts, legal, finance, and executive leadership in collaboration with the Account Executive.

  • Communicate seamlessly : From engineering team to business development, from pre-award team to post-award team, the DM ensures that communication is complete and seamless. DMs leverage templates, document repositories and business information tools to communicate key details and lead our internal kickoff activities to set our delivery teams up for success upon award.

  • Work transparently and efficiently : The Enterprise Deal Desk leverages common sales tools and custom templates to drive consistency, quality, and transparency across the business. DMs use these tools and templates while proactively contributing to their evolution and improvement. DMs support Account Executives in keeping opportunity details updated, leveraging our internal tools for quoting, and use our standard templates, sales opportunity management tool, document management and collaboration platform.

  • Move fast, be flexible : Our customers often have requirements we must meet with very limited time. DMs must thrive in fast-moving environments where new information causes regular changes and a need to adapt in near-real time. Precision and accuracy can never be sacrificed.

  • Other duties as assigned: Projects come up. The DM may be assigned tasks by Leadership, Sales, or other stakeholders.  Responsiveness and accuracy are expected, no matter the task.

QUALIFICATIONS:

  • Able to juggle concurrent activities and stakeholders : The DM role is not for those who prefer to work in a serial environment. Supporting multiple Account Executives and a continually evolving partner ecosystem, the DM must thrive in a dynamic setting and adapt to the creative approaches we infuse in our offerings.

  • Excellent written and verbal communication skills : The DM's understanding of the components and deadlines for any given opportunity is necessary but not sufficient for success. The DM represents Merlin in written and verbal communications with customers, partners, and internal stakeholders, and must provide a high energy and crisp representation of Merlin in all communications. Timely updates on activities in required systems is critical.

  • High level of Excel proficiency : The DM spends well over 50% of their day in Excel. Experience and proficiency including, but not limited to, the ability to understand and use formulas and pivot tables is required for this role. Analytics is a key piece of our process.

  • Proactive thinking : The DM anticipates what each stakeholder will need next and has it ready as possible to accelerate our business.

  • Inside sales and/or account management experience a plus : Merlin welcomes a broad array of experiences to improve business execution. While account management or inside sales background and experience with Federal Government contracts is preferred.

SUCCESS ATTRIBUTES:

  • Commitment to personal and professional integrity and respect for others

  • Roll-up your sleeves attitude and low-ego approach

  • Commitment to teamwork and professional relationship development

  • Passion for lifelong learning, growth, and development

  • Flexible and nimble; comfortable with ambiguity and rapid change

  • Strong communication and functional project management skills

  • Ability and desire to innovate, try new things, and creatively explore novel solutions to business challenges

  • Professional and respectful approach to the diversity of thought, action, identity, and attributes

BENEFITS AND PERKS:

At Merlin, we want to empower and inspire employees to be and do their best. Workdays are dynamic, collegial, and fun. Our office features multiple places to work unconstrained by typical office barriers. Our wellness package provides access to an on-site gym and includes medical, dental, and vision insurance along with options for FSA and EAP. We offer 401(k) with employer match, unlimited PTO, and a culture respectful of the reality that not everything in one's personal life is guaranteed to happen only after hours.

Merlin International, Inc. does not discriminate based on race, color, religion, national origin, sex, sexual orientation, gender identity, age, genetic information, disability, veteran status, or any other status protected by applicable law or regulation.  It is our intention that all qualified applicants be given equal opportunity and that selection decisions be based on job-related factors.

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