Deal Desk Manager
Location: Frankfurt, Germany
Position: 4 days in office
About us:
Fortinet’s mission is to deliver the most innovative, highest-performing network security fabric to secure and simplify IT infrastructures. We are a leading global provider of Network Security Solutions for carriers, datacenters, enterprises, and distributed offices. We have proven to be a truly innovative technology driven network Security Company with over 1200 registered Global Patents.
The role:
At Fortinet, we deliver cybersecurity solutions with speed, innovation, and operational excellence. The Deal Desk function is a critical enabler of this mission empowering Sales to win complex enterprise opportunities while ensuring disciplined execution, compliance, and scalability.
Fortinet’s Deal Desk goes beyond traditional pricing or deal support. It provides structured, cross-functional leadership for non-standard and high-complexity enterprise transactions, enabling Sales teams to remain focused on customer engagement while internal processes are managed efficiently and transparently.
The Deal Desk Manager will demonstrate strong ownership of deal execution across the EMEA region, partnering closely with Sales and internal stakeholders to structure, review, and close Fortinet’s complex enterprise agreements. This role requires a leader who acts with urgency, influences without authority, drives accountability, and consistently delivers results aligned with Fortinet’s business objectives and customer commitments.
Responsibilities:
1. Own the execution of complex enterprise transactions, partnering with Sales within the Sales Finance organization to structure and close multi-country and global deals.
2. Act with urgency and accountability to coordinate deal engagement across pricing, approvals, legal and contractual review, revenue recognition, order management, and other key teams.
3. Collaborate cross-functionally to gather input, align stakeholders, remove obstacles, and drive timely deal outcomes.
4. Enable Sales productivity by designing, implementing, and continuously improving lean Deal Desk processes that scale with the business.
5. Support disciplined decision-making by advising on non-standard deal structures, quote approvals, and commercial exceptions.
6. Serve as a trusted escalation point for Fortinet’s most strategic and complex opportunities, ensuring issues are resolved efficiently and professionally.
7. Drive accountability across the full deal lifecycle, ensuring adherence to policies, financial controls, and execution standards.
8. Influence at a senior level to gain alignment and support for necessary process, pricing, or policy improvements.
9. Hold peers and partners accountable while fostering a culture of respect, transparency, and results.
10. Build and scale a high-performing Deal Desk function, establishing best practices and enabling long-term success.
Required Skills & Experience
11. 5–10 years of experience supporting global organizations, including operating within, or leading a Deal Desk function and managing complex contractual negotiations.
12. Strong understanding of enterprise hardware and software selling models, including subscription, SaaS, term, perpetual, consumption, and on-demand structures.
13. Solid knowledge of revenue recognition principles and their impact on deal design and execution.
14. Demonstrated bias for action and creative problem-solving mindset to address complex commercial challenges while balancing risk and opportunity.
15. Advanced proficiency with Microsoft Office tools, particularly Excel and Word.
16. Experience using Salesforce or similar CRM systems to manage deal workflows and data accuracy.
17. Proven ability to take ownership, proactively identify issues, and drive resolution in a fast-paced environment.
18. Ability to perform effectively under pressure, prioritize competing demands, and adapt to change.
19. Excellent communication and cross-functional collaboration skills, with the ability to influence outcomes without direct authority.
20. Highly detail-oriented, responsive, and committed to operational excellence.
21. Demonstrated composure, professionalism, and sound judgment in high-stakes situations.
22. Self-starter with the ability to work independently while contributing positively within a team environment.
23. Strong customer-centric mindset, focused on delivering value, clarity, and trust to internal and external stakeholders.
Apply now if you want to grow your career with a leading global cybersecurity company with 20successive years of double-digit growth!!!