Deal Desk and Proposal Manager

Cambridge, England, United Kingdom

12/20/2024

Redgate Software

Redgate creates ingeniously simple software to help data professionals get the most value out of any database, anywhere.

Our portfolio of solutions helps organizations reliably solve the complex challenges of database management across the DevOps lifecycle on any database, any platform, anywhere. We make life easier for IT leaders, development and operations teams, increasing efficiency, reducing errors and protecting business-critical data.

The data community knows it can trust Redgate to balance speed to market, collaboration across teams and the protection of business-critical data.

For 25 years, our teams have been helping over 800,000 people in every kind of industry across the world, from small and medium-sized businesses to 92% of companies in the Fortune 100 – including Walt Disney, Intel, Amazon, and Yorkshire Water.

Skills/Qualifications

The Role:

Redgate is seeking a dynamic and experienced Deal Desk & Proposal Manager to support our global deal and RFP activity.

Reporting to the VP Revenue Operations & Sales Strategy, this role works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the commercial organisation supported.

Key Responsibilities

• Provide support to the Sales organization with the analysis, structuring, review, and approval of key sales opportunities.
• Coordinate the preparation and production of tenders and related documents for major bids and RFPs, including Security responses and strategic management of large complex proposals.
• Play a critical role in driving the success of our sales teams and ensuring they have the support to win, grow our company, and delight our customers with their Redgate engagement.
  
  

What you will do as the Deal Desk and Proposal Manager:

• Be accountable for planning and controlling activities involved in each bid or proposal and monitoring performance to ensure commitments are identified and attained by all parties.
• Maintain knowledge of the Company’s technologies, clients, and competitors to assist in the bid proposal process.
• Form proposal teams by involving various members across different departments, including Marketing, Finance, Sales, Operations, Services, Legal, and Product.
• Ensure all needed executive approvals for non-standard commitments are met and interface directly with sales leaders if required to resolve issues that may arise during a proposal response.
• Manage discounting within delegated authority and escalate non-standard pricing where decisions require senior sign-off.
• Manage the governance process for pricing approvals, working with key stakeholders to ensure that compelling and accurate business cases are submitted for approval.
• Manage the approval process in compliance with the escalation matrix, including approval workflows in Salesforce. Maintain a clear audit trail and action log of deal approvals.
• Guide the Sales team through multiple cross-functional stakeholders during the sales cycle, acting as the central conduit to remove any commercial blockers that prevent a deal from moving forward.
• Provide input to the Pricing Manager and Product teams for any pricing issues that need addressing, such as uncompetitive pricing that is creating a need to discount, or lack of market/segment-specific pricing that is damaging our ability to be successful.
• Support preparation of (monthly or) quarterly reporting & metrics on Deals Desk & Proposal activities.
  
  

What You Bring To The Table

• 2+ years in proposal & deal management, preferably within the Tech industry.
• Superior project management skills; able to prioritize tasks, track projects, and meet urgent deadlines.
• Demonstrated strength in analyzing and interpreting bid requirements.
• Proficiency in technical writing with excellent grammar, including proofing and editing.
• Understanding of the sales cycle, customer purchase drivers, pricing and value analysis, and the challenges and best practices of a high-performing sales organization.
• Excellent knowledge of revenue recognition, contract management, and deal structures.
• Desirable: A solid understanding of Redgate’s solutions, offers, pricing, costs, and policies on a global level OR a demonstrated aptitude to quickly acquire and deploy complex, technical, and commercial expertise.
• Ability to quickly distill large numbers of variables and data into simple decision frameworks.
• Versatile communication skills, including the ability to take an independent stance on issues while maintaining a collaborative style.
• Ability to summarize complex opportunities at the Executive level.
  
  

Salary

£85,000 - £95,000

Package

Our Cultural + Commitment:

Welcome to a place where people are not just part of the team – they are the driving force behind our achievements.

At the heart of Redgate, beats a commitment to being a values-led company. Acting as our North Star, our values help us focus on what really matters: our people and their experience .

Get to know us more at: https://bit.ly/43uZIqb

Glassdoor: 4.7 rating with a 98% CEO approval rate

Built In : 8 Best Places to Work lists

RepVue : Top 10% companies with an 86+ rating

Total Rewards

Taking care of our employees is the heart of our success story! We take efforts to create an environment where you not only thrive in your career but also enjoy every moment of your journey with us. Here's a glimpse into the array of benefits and perks we offer to make your experience with us truly exceptional.

Competitive Compensation, Comprehensive Health Coverage, Monthly Wellbeing Allowance, Flexible Work Arrangements, Professional Development Opportunities, Generous Paid Time Off, EAP, ERG, Wellness Initiatives, Employee Recognition Programs, Community Involvement, and much more.

Redgate Software is an Equal Opportunity Employer

It doesn’t hurt to take a chance and apply! While we list out what we generally look for, we are likely missing other attributes and skills that you have that could make you a great fit. Research has shown this especially applies to women and other marginalized groups, who tend to apply if they check 100% of every box, versus men who apply if they hit roughly 60%.

If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants section in the application process or email careers@red-gate.com.

Redgate Software is proud to be an equal opportunity workplace and is an affirmative action employer; p rotected classes in every market in which we do business worldwide: race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.