Claroty-Deal Desk Analyst

  • Claroty
  • United States
  • Full-time
About The Position

Claroty empowers the world’s largest enterprises to secure their cyber-physical systems across industrial (OT), healthcare (IoMT), and enterprise (IoT) environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, risk and vulnerability management, threat detection, and secure remote access. Our platform is deployed by hundreds of organizations at thousands of sites across all seven continents. 

Launched by the famed Team8 foundry in 2015, Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. Claroty has raised $635 million in funding from the world’s largest investment firms and industrial automation vendors – including SoftBank, Bessemer Venture Partners, Rockwell Automation, Schneider Electric, and Siemens – making it the most well-funded industrial cybersecurity company. 

At Claroty, we are looking to hire individuals who embody our core values: People First, Customer Obsession, Strive for Excellence, and Integrity. 

Claroty is an equal opportunity employer and is committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all phases of the hiring process.

We are looking for a highly motivated Commercial/Deal Desk Analyst to support the creation / construction, review and approval of commercial proposals and overall deal management. As part of your day-to-day responsibilities, you will demonstrate significant experience in preparing high value financial proposals/bids, developing financial models for deals and influence client and internal stakeholders, gained within an international business environment.

The role demands advanced Excel modeling skills, an eye for detail and the gravitas to support senior decision makers during the bid process, mobilization and contract roll outs.

RESPONSIBILITIES

  • Acting as Commercial Lead on a bid & tendering proposal
  • Preparation of Excel financial models to support various proposal scenarios:

-Enterprise Licensing Frameworks / Agreements

-Pricing (product & services)

-Qualifying / Quantifying / Assessing Risk

-Understanding Commercial / Legal Terms & Conditions 

  • Delivering a draft Pricing schedule for the proposed contract
  • Advising key stakeholders on commercial strategy leading to proposal
  • Working as part of the Client Commercial negotiation team
  • Owning, producing and tracking commercial models under the leadership of the Finance and supporting the respective contract pricing governance process to facilitate commercial based decision making
  • Understanding the client business drivers for a given pursuit, supporting the Pursuit Lead in developing an appropriate commercial solution and model and contributing to the win strategy
  • Owning the costing (internal) & pricing (client) model for all contract deals across region
  • If appropriate, produce a P&L and cash flow statement for each contract deal based on client requirements and risk profile
  • Meeting financial and reporting requirements for budgeting purposes, with regards to contract pursuits and wins 
  • Collaborating with other functional / commercial teams, internally & externally, on global pursuits
  • Being an active participant in the sales / solutions teams during solution development
  • Liaising with the client management (sales) where necessary during contract and price negotiations
  • Ensuring appropriate costing / estimating standards are applied to qualified customer opportunities
  • Providing suggestions and guidance for content, functional requirements, or technical methods
  • Developing and articulating pricing and risk assumptions to the business / pursuit team
  • Working within a matrix organization, building relationships with key stakeholders and enlisting assistance and support from relevant people when compiling a price / commercial solution
  • Applying benchmarking standards and competitor analysis into commercial proposals
  • Driving standardization of approach, modeling tools, and methods across Divisional, Regional and Global Dimensions
  • Executing on booking process at fiscal and year end close cycles liaising w/ Finance and Order Administration. 
Requirements:
  • Prior experience within a commercial role in a sales organization
  • Experience of pricing large outsourcing/multi product / service lines and contracts (c. 5 years)
  • Flexible, client-focused attitude, with the ability to focus on the client’s business
  • An ability to influence the business and the pursuit team as required
  • An accomplished navigator of large, complex, and matrixed organizations. Organizational perspective a must
  • Ability to influence at all levels of the organization and work to short deadlines often requiring long periods of continuous work
  • Strong commercial acumen with excellent numerical and Microsoft Excel and PowerPoint skills
  • Self-motivated with ability to work without direct supervision
  • Team player with a ‘can-do’ attitude
  • Exceptional written, oral, commercial and presentation skills
  • Strong consulting, communication, facilitation and interpersonal skills
  • Capable project manager and organizer able to meet tight deadlines under pressure
  • Able to look beyond the data so as to summarize and present to different levels of management in a constructive way
  • Able to communicate risks and opportunities
  • Ability to build relationships across the business

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