Job Description:
Key Responsibilities
Deal Process & Runbook Implementation
- Develop and maintain the Deal Excellence Runbook, including conceptual integration with existing deal artifacts
- Align Strategic Selling methodology with stakeholder requirements
- Drive operationalization and enablement across deal teams
- Continuously update and innovate deal frameworks and best practices
Deal Coaching & Consulting
- Conduct deal coaching sessions at key milestones (Opportunity Walkthrough, Competition Workshop, Pursuit-to-Win (P2W) Workshop, Closing Plan reviews)
- Run structured clinics for sales strategy, competitive positioning, and deal shaping
- Provide expert consultation on deal structure, pricing strategy, and differentiation
- Coach deal teams on Strategic Selling methodology and best practices
Deal Review & Quality Management
- Perform comprehensive deal reviews to identify weaknesses and recommend course corrections
- Ensure deal quality through structured assessment frameworks
- Support deal qualification for €50M+ opportunities with Go/No-Go recommendations
- Assist with A-Team staffing and resource allocation decisions
Governance Design & Support
- Design and facilitate governance frameworks for large strategic deals
- Support weekly Stand-Ups, Steering Committees (SteerCos), and Hypercare sessions
- Ensure fast, effective decision-making throughout the deal lifecycle
Required Qualifications
Essential Experience
- 10+ years in enterprise B2B sales, deal management, or strategic consulting
- Proven track record managing or supporting deals €50M+ in value
- Deep expertise in Strategic Selling methodologies (e.g., Miller Heiman, Challenger, Solution Selling)
- Extensive Pursuit-to-Win (P2W) experience with documented win rate improvements
- Strong governance design and facilitation skills
Technical Skills
- Expert knowledge of deal structuring, pricing strategies, and margin protection
- Proficiency in competitive analysis and differentiation frameworks
- Experience with solution architecture and MVP solutioning approaches
- Strong understanding of enterprise IT services or technology solutions
Leadership & Interpersonal Skills
- Management-level credibility with ability to influence C-suite stakeholders
- Trusted advisor status with Strategic Deal Executives
- Exceptional coaching and facilitation abilities
- Strong consulting mindset—enabler, not administrator
Business Acumen
- Understanding of complex commercial models, risk management, and contract structures
- Ability to balance win probability, margin protection, and cycle time optimization
- Strategic thinking with tactical execution capabilities
Success Criteria
- Demonstrable improvement in win rates (target: 15% improvement)
- Margin protection and prevention of cost creep/over-engineering
- Reduced deal cycle times through effective governance
- Positive feedback from deal teams and executives on coaching quality
- Successful qualification decisions (accurate Go/No-Go recommendations)
Location & Travel
- Location: Europe (time zone relevance for EU/ UKI deals)
- Travel: Up to 30% for deal clinics, governance sessions, deal support and cponsulting, and stakeholder meetings
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