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For Companies At a Glance
- Tasks: Drive sales success by structuring and executing complex deals with speed and accuracy.
- Company: Join Illumio, a leader in cybersecurity and ransomware containment.
- Benefits: Enjoy a competitive salary, flexible work options, and opportunities for professional growth.
- Why this job: Be a key player in a fast-growing team that shapes the future of cyber resilience.
- Qualifications: 6+ years in Deal Desk or Sales Operations, with strong SaaS knowledge.
- Other info: Collaborate with diverse teams in a dynamic environment focused on innovation.
The predicted salary is between 36000 - 60000 ÂŁ per year.
Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multiâcloud environmentsâstopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester WaveTM for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.
Our Team's Vision
At Illumio we believe that Deal Desk Strategist is critical to Sales successâthe growth driver of every company. Our team and microâsegmentation cybersecurity business are growing quickly and weâre looking for highâenergy driven people who are passionate about helping sales teams succeed.
The Deal Desk Strategist is a critical partner to Sales, Finance, Legal, and Customer Success, ensuring that complex deals in the region are structured, priced, and executed with accuracy, speed, and compliance. This role combines analytical rigor, commercial strategy, and operational excellence to support Illumio's highâgrowth motion across Enterprise, MSP, and Marketplace channels. You will serve as the regional subjectâmatter expert for quoting, pricing, discount governance, nonâstandard deal support, renewal strategy, and operational policy alignment.
The EMEA business is a major growth pillar for Illumio, and deal complexity continues to expand across segments, marketplaces, and product portfolios. The Deal Desk Strategist ensures we transact efficiently, compliantly, and strategicallyâwhile enabling Sales to win bigger, faster, and more profitably.
Your Impact
- Deal Strategy & Structuring
- Partner with EMEA Sales leadership on deal strategy across New, Renewal, and Expansion motions.
- Provide guidance on pricing, packaging, multiâyear structures, ramps, coâterms, payment terms, and competitive positioning.
- Drive consistency in how Illumio Products & Services, Marketplace transactions are quoted and approved in line with other geos.
- Quoting & Governance
- Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools).
- Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies.
- Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals.
- Regional Enablement
- Enable EMEA Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches.
- Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations.
- CrossâFunctional Alignment
- Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity.
- Facilitate consistent communications to EMEA Sales regarding policy updates, pricing changes, and approval processes.
- Operational Excellence
- Monitor deal pipeline quality, data hygiene, and forecast accuracy for EMEA.
- Identify recurring friction points and collaborate with BizApps enhance quoteâtoâcash systems.
- Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness.
Your Toolkit
- 6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment
- Strong understanding of SaaS commercial models: subscription renewals, expansions, usageâbased licensing, multiâyear deals, ramps.
- Deep handsâon experience with Salesforce, CPQ, Order Form generation, and order booking
- Ability to analyze complex deal structures and provide clear guidance to Sales and leadership.
- Exceptional communication skills and comfort working with distributed, crossâfunctional global teams.
- Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies
- Comfortable operating independently with high ownership, as expected in Illumio style distributed team
- Ability to thrive in a fastâpaced, dynamic environment
- Organized and a selfâstarter
Plus Factors
- Experience with Marketplace transactions (AWS, Azure, GCP)
- Familiarity with pricing frameworks, SKU simplification projects, and product bundling
- Background supporting Enterprise customers in EMEA with regionâspecific commercial nuances
- Experience with CPQ replacements or building custom quoting workflows (Agentforce, custom UI, etc.)
Our Commitment
Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging.
All official job offers from our company are extended directly by our recruitment team and will be sent through an official EâSignature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized thirdâparty vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience.
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.
Seniority level: MidâSenior level
Employment type: Fullâtime
Job function: Business Development and Sales
Industries: Software Development and Computer and Network Security
Deal Desk Strategist in London employer: Illumio
Contact Detail:
Illumio Recruiting Team
StudySmarter Expert Advice đ¤Ť
We think this is how you could land Deal Desk Strategist in London
â¨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. You never know who might have the inside scoop on job openings or can put in a good word for you.
â¨Tip Number 2
Prepare for interviews by researching Illumio and its products. Understand their approach to cybersecurity and be ready to discuss how your skills align with their mission. Show them youâre not just another candidate, but someone who genuinely cares about their success.
â¨Tip Number 3
Practice your pitch! Be clear about what you bring to the table as a Deal Desk Strategist. Highlight your experience with SaaS models and your analytical skills. Make it easy for them to see why youâre the perfect fit for their team.
â¨Tip Number 4
Donât forget to apply through our website! Itâs the best way to ensure your application gets seen by the right people. Plus, it shows youâre serious about joining the Illumio team and contributing to their growth.
We think you need these skills to ace Deal Desk Strategist in London
Some tips for your application đŤĄ
Tailor Your Application: Make sure to customise your CV and cover letter for the Deal Desk Strategist role. Highlight your experience in deal structuring, pricing strategies, and any relevant SaaS knowledge. We want to see how your skills align with our needs!
Showcase Your Analytical Skills: Since this role involves a lot of analytical work, donât shy away from sharing examples of how you've tackled complex deal structures in the past. We love seeing how youâve used data to drive decisions and improve processes.
Communicate Clearly: Your application should reflect your exceptional communication skills. Use clear and concise language, and make sure to explain your thought process when discussing past experiences. We appreciate straightforwardness!
Apply Through Our Website: We encourage you to apply directly through our website. Itâs the best way to ensure your application gets into the right hands. Plus, it shows us youâre genuinely interested in joining our team at Illumio!
How to prepare for a job interview at Illumio
â¨Know Your Numbers
As a Deal Desk Strategist, you'll need to be comfortable with numbers and analytics. Brush up on your understanding of SaaS commercial models, pricing frameworks, and discount governance. Be ready to discuss how you've used data to drive deal strategy in the past.
â¨Master Salesforce CPQ
Familiarity with Salesforce CPQ is crucial for this role. Make sure you can talk about your hands-on experience with it, including quote generation and order booking. If youâve worked with any custom quoting workflows, be prepared to share those insights too!
â¨Communicate Clearly
Exceptional communication skills are a must. Practice articulating complex deal structures and strategies clearly and concisely. Think about examples where youâve successfully collaborated with cross-functional teams to remove friction and accelerate deal velocity.
â¨Show Your Strategic Side
This role requires a strong business judgment and operational excellence. Prepare to discuss how you've partnered with sales leadership on deal strategy and how youâve navigated complex deals in the past. Highlight your ability to think strategically while also being detail-oriented.
