Channel Deal Desk Specialist - Team Lead

The Channel Deal Desk team is dedicated to optimizing and safeguarding the commercial integrity of partner-sourced deals across the organization. The primary objective is to ensure all deals are efficiently structured, swiftly approved, and fully compliant with internal policies and external regulations through a centralized process. This role provides comprehensive sales administration support to Channel Managers for all partner-sourced and channel-managed opportunities. This role will also cover support for other Global GTM opportunities, in addition to the Channel, within Deal Desk.

Key Responsibilities 

• Responsible for the management of a team of Channel Deal Desk specialists. 

• Assist in preparing and submitting Deal Approval Requests (DARs) for proposals and contracts. 

• Ensure all required documentation (contracts, pricing, provisioning requests) is complete and attached to the Business Opportunity (BO) in the CRM. 

• Monitor deal progress through the Deal Approval System, escalating delays or missing inputs to Regional Channel Leaders. 

• Apply compliance standards such as SOX and ASC 606 in deal documentation. 

• Support the automated approval routing process by validating conditions (e.g., geography, license type, discount thresholds). 

• Collaborate with partner leadership, sales, finance, legal, and product teams to gather inputs for non-standard deal structures. 

• Maintain SLA awareness and ensure deals are processed within expected timelines. 

• Track and report on deal desk metrics such as approval turnaround times and volume of deal types (add-ons, call-offs, proposals, contracts). 

• Share insights and reports with Channel Leadership. 

• The candidate is expected to cover the business hours of the supported region.

Qualifications & Skills 

• Management/team leading experience 

• Strong understanding of channel sales processes and compliance requirements. 

• Familiarity with CRM systems and deal approval workflows. 

• Excellent attention to detail and organizational skills. 

• Ability to collaborate across multiple teams (sales, finance, legal, product). 

• Knowledge of compliance standards (SOX, ASC 606) is a plus.