Americas Deals Desk Leader

About NCR

NCR Corporation (NYSE: NCR) is a leading software- and services-led enterprise provider in the financial, retail and hospitality industries. NCR is headquartered in Atlanta, Georgia, with 36,000 employees globally. NCR is a trademark of NCR Corporation in the United States and other countries.

Title: Americas Deals Desk Leader

Grade: FIN-13-002

Req: xxxxx

Location: Atlanta

Role Purpose:

The NCR Americas Deals Desk Leader provides leadership and direction to the regional Deals Desk Consultants. The position reports to the Global Deals Desk Leader and is a trusted advisor to the regional sales and finance leadership teams. This individual leads a regional team of Deals Desk Consultants.

Core responsibilities are as follows:

• Define, refine and govern consistent policy and processes to ensure all NCR regional deals are appropriately assessed by the team of regional Deals Desk Consultants.
• Lead and directly manage the regional team of Deals Desk Consultants who are responsible for the following support functions:
  • Key business partner in terms of providing pricing recommendations and consultative support to area and regional Sales Leaders, including NCR value proposition, bid pricing strategy, TCO analysis, competitive tactics, pricing, deal structuring and terms, revenue recognition, cash flow impacts, standard and non-standard terms and conditions, negotiating strategy, and leasing / financing options.
  • Minimize NCR's commercial and financial exposure and risk in major sales opportunities and engagements by assessing:
    • Price requested, Gross Margin return
    • Non-standard product or service, unusual risk, commercial terms
    • Channel program integrity (where applicable)
  • Lead bid opportunity through the bid review process, including ensuring that proper Bid Qualification (appropriate financial, commercial and management approvals prior to deal submission) takes place.
  • Educate field sales organization and other teams relevant to Deals Desk processes (including deal structuring best practice, bid review process, systems and tools), Bookable Order Criteria, and basic Revenue Recognition.
  • Coordinate with dedicated centralized Corporate functions in Finance, Legal, Product Management, Professional Services, etc, to enable more effective competitive wins.
  • Track historical bid trends, competitive price positioning, margin results, price erosion, and other KPIs to measure bids against corporate strategic goals.
  • Ensure applicable corporate policy and Sarbanes Oxley requirements are implemented, where applicable.
• Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
• Educate field sales organization and other teams relevant to Deals Desk processes (including deal structuring best practice, bid review process, systems and tools), Bookable Order Criteria, and basic Revenue Recognition.
• Coordinate with dedicated centralized functions in Finance, Legal, Product Management, Professional Services, etc., to enable more effective competitive wins.
• Track and report KPIs that measure results of the team against strategic and operational goals. Initiates improvement programs when actual results perform outside of expected boundaries.
• Remain up to date in terms of NCR's business model, market and product knowledge.
• Participate in regional pricing and strategic initiatives.
• Ensure applicable Sarbanes Oxley requirements are implemented where applicable.
• Ad hoc projects (including Continuous Improvement projects) as required.

Education & Professional Qualifications:

• Degree level in a discipline related to the position (such as statistics, finance, business, accounting, economics, or other quantitative subject)
• Demonstrated analytical skills gained through formal education or work experience
• 10+ year experience in related field, with 3+ years' experience managing and developing virtual teams
• General knowledge of US GAAP and International Accounting Standards regarding revenue recognition.
• Proficient in MS Office (Excel, Word, and PowerPoint). Experience with CPQ systems and Tableau or Business Objects a plus.
• Experience with a multi-national company; technology, SaaS sales, and channel operation experience preferred
• Ability and confidence to work comfortably with senior management, to interact with colleagues at all levels, across multiple countries and cultures in a complex matrix organization

Personal Qualifications:

• Proficient in Business English, with superb written and verbal communication skills; bi-lingual in Spanish preferred
• Sound analytical and problem-solving skills with ability to quickly process complex information and present it clearly and simply
• High level of curiosity, motivation, and initiative
• Team oriented and collaborative approach in working across teams
• Flexible and adaptive to manage multiple projects simultaneously

Offers of employment are conditional upon passage of screening criteria applicable to the job.

Full time employee benefits include:

• Medical Insurance
• Dental Insurance
• Life Insurance
• Vision Insurance
• Short/Long Term Disability
• Paid Vacation
• 401k

EEO Statement
Integrated into our shared values is NCR's commitment to diversity and equal employment opportunity. All qualified applicants will receive consideration for employment without regard to sex, age, race, color, creed, religion, national origin, disability, sexual orientation, gender identity, veteran status, military service, genetic information, or any other characteristic or conduct protected by law. NCR is committed to being a globally inclusive company where all people are treated fairly, recognized for their individuality, promoted based on performance and encouraged to strive to reach their full potential. We believe in understanding and respecting differences among all people. Every individual at NCR has an ongoing responsibility to respect and support a globally diverse environment.

Statement to Third Party Agencies
To ALL recruitment agencies: NCR only accepts resumes from agencies on the NCR preferred supplier list. Please do not forward resumes to our applicant tracking system, NCR employees, or any NCR facility. NCR is not responsible for any fees or charges associated with unsolicited resumes.