AMER Deal Structuring Manager

About the Team & Role:

Rubrik is looking for a curious and self-motivated Deal Structuring Manager to join our AMER Deal Structuring Team. Our team operates at the critical junction of Sales, Finance, and Legal, ensuring that we structure innovative, "win-win" commercial models that drive value for both our customers and Rubrik’s long-term growth.

As a key team-member, you will act as a strategic partner to support our sales organization, navigating complex commercial landscapes by identifying commercial solutions that balance customer requirements and company objectives. We are looking for a high-energy professional who upholds the Rubrik RIVET values and proactively engages to secure revenue and maintain corporate profitability in a fast-paced environment. This role will be an individual contributor role, with potential to eventually grow into people management. 

Nature of the Specialized Duties

➢ Strategic Deal Architecture and Creative Structuring (25% of time)

• Designing and implementing creative commercial structures for high-level strategic deals to ensure mutually beneficial outcomes for Rubrik and its customers.
• Architecting complex deal models that balance customer requirements with Rubrik’s revenue recognition and profitability standards.
• Leading strategic conversations with sales leadership to align commercial offerings with broad company objectives and market positioning.
• Utilizing a deep understanding of business interests to move past objections and engineer workable, high-value solutions.

➢ Commercial Contract Governance and Financial Negotiation (25% of time)

• Drafting specialized commercial language in contracts to capture unique deal terms while mitigating organizational risk.
• Applying strong financial acumen to evaluate and qualify a variety of commercial outcomes, ensuring alignment with FP&A and Accounting standards.
• Navigating complex negotiation cycles by identifying the interests behind positions and resolving commercial friction points.
• Ensuring all deals adhere to internal compliance, revenue integrity, and company-wide sales policies and ensuring detailed oversight of quoting related Governance+ Operational details

➢ Deal Velocity Management and Process Optimization (20% of time)

• Identifying, troubleshooting and resolving deal cycle bottlenecks to ensure timely closures and scale commercial exception-making.
• Driving continuous improvements for the global function by identifying process gaps and proposing tooling, automation, or intake solutions.s, or 
• Leveraging CRM and CPQ systems to streamline the quote-to-cash process and improve the efficiency of deal approvals.
• Establishing and maintaining consistent intake workflows that help organization and x-functional support scale effectively within the AMER region.

➢ Analytical Synthesis and Executive Reporting (15% of time)

• Quickly digesting key deal characteristics and synthesizing them into flexible, high-impact deliverables for senior and executive management.
• Performing sharp analytical evaluations of deal margins, discounting trends, and commercial trade-offs.
• Preparing data-driven insights to help leadership make informed decisions on high-stakes, "non-standard" deal approvals.
• Monitoring regional performance metrics to identify trends in deal structure and commercial success.

➢ Cross-Functional Collaboration and Relationship Governance (15% of time)

• Establishing trusting relationships with team members, Legal, Finance, and Sales Operations to influence policy and drive alignment.
• Collaborating with international and multicultural teams across multiple time zones to ensure global consistency in deal execution.
• Leading change management initiatives, recognizing how transformational shifts in the business affect organizational reaction and deal flow.
• Enablement: Mentoring individual sales representatives on commercial best practices and corporate sales policies. Onboarding new deal desk talent.
• Assisting with Deal Desk global projects & process improvements as needed.

Minimum Requirements for the Position

• Education: A Bachelor’s degree in Finance, Economics, Business, Law, or a closely related field is required. A Master’s degree (MBA or JD) is considered a significant plus. The complexity of deal architecture requires a deep theoretical understanding of financial modeling, contract law, and business strategy.
• Specialized Professional Knowledge: * 5+ years of experience in Deal Desk.
• Advanced proficiency in Microsoft Excel and Google Sheets for complex financial modeling.
• Demonstrated experience using Salesforce and CPQ systems and a working knowledge of revenue recognition and contract accounting.
• Proven ability to interface directly with senior-level and executive management to drive strategic business outcomes.

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