北京招聘

Position Overview

National Instruments is seeking a Contracts and Deal Desk (CaDD) Manager to originate and operate the APAC CaDD organization. The CaDD organization will provide direct support to the Sales and Operations teams in the analysis, development, costing, structuring, and contract negotiations of large, complex deals, to ensure APAC Sales can meet its growth and profitability targets while mitigating the legal and operational risks associated with those deals.

Key Responsibilities

· Manages CaDD operations in APAC which includes:

o Supervising the operational efficiency of Deal Desk Analysts and Contracts Managers.

o Managing the relationships with leadership, stakeholders, and internal customers.

o Functioning as a Deal Desk Analyst on larger, more complex deals.

o Provide leadership and consultation on larger, more complex contract negotiations.

o Coordinating with CaDD’s in other regions on cross region and worldwide deals and contracts.

o Ensuring cooperation and partnership with the legal and finance groups.

o Maintaining and enforcing sales policy and a commercial terms matrix that is aligned globally yet customized for APAC

· Serve as advisor on

o Deal structuring services, including advanced pricing best practices, margin calculations, and channel recommendations that will result in more profitable opportunity wins.

o NI sales policy, business model, and channel strategy to sales & operations teams

· Collaborates with

o Sales opportunity teams with active participation in opportunity reviews.

o Senior sales management to understand proper business judgements to lead to self-sufficiency in CaDD processing including margin retention.

o NI Finance teams to align on revenue recognition, payment terms, and other risk mitigation considerations.

· Maintains relationships with functional NI teams to stay informed on potential capabilities and offerings.

· Reports to stakeholders on discounts, margins, and CaDD activity on a regular basis.

Knowledge and Skills:

· Sales and Contract Operations Business Fundamentals

· General Business Acumen and Financial Principles

· APAC Pricing Models and Sales Policy

· Strong negotiation, drafting, analytical and problem solving skills

· Exceptional attention to detail, initiative, and ability to use independent judgement

· Time management and the ability to manage multiple projects and clients

· Excellent business judgement and ability to think strategically

Position Requirements:

· Bachelor’s Degree preferred in Engineering or Business

· A minimum of 10 years experience in outside sales preferred

· In-depth knowledge of National Instruments’ business, including products, services, how we market, sell, and support our products, and the channels we operate

· A minimum of 5 years of experience managing people in a sales or marketing organization preferred

· Excellent English language communication skills

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