Brighton, England, United Kingdom
Results-driven Deal Desk, Licensing and Pricing Strategy Specialist with over a decade of experience in the IT sector, supporting Sales, EMEA operations in cloud, SaaS and licensing of IT environments. Proven expertise in cross-functional collaboration, strategic pricing, compliance, and process improvement. Masters in Management-International Business, MA in International Economics and Management. Fluent in English, Spanish, and French, and certified in Agile Project Management and ITIL. Recognised for exceeding expectations and enabling sales success through innovative problem-solving, decision-making with exceptional attention to detail.
● Partner with Sales, Finance, Legal, and Operations teams across EMEA to structure and approve complex SaaS deals that align with commercial objectives, profitability targets, and risk management requirements. ● Provide strategic guidance on pricing, discounting, contract terms, and non-standard deal structures, acting as a subject matter expert for sales escalations and commercial negotiations. ● Conduct financial analysis to assess revenue, margin, and cash flow impacts, supporting revenue optimization and informed decision-making. ● Manage end-to-end deal approval processes, ensuring compliance with internal policies, revenue recognition requirements, and contractual standards. ● Review and support the creation of complex quotes, proposals, and commercial agreements within Salesforce CPQ. ● Develop deal desk playbooks, templates, and process documentation while delivering training and support to sales teams on pricing and contracting best practices. ● Drive continuous improvement of deal desk processes, systems, and workflows to enhance operational efficiency, scalability, and governance. ● Contribute to the success of EMEA go-to-market operations by balancing customer requirements, competitive positioning, and business objectives in a fast-paced, high-growth SaaS environment.
● Provided strategic support to sales for cloud software solutions across EMEA (SaaS, Hosting Management, BYOL, Marketplace) as well as pricing for complex deal configurations and pricing negotiations for deal of different sizes, from small to large multimillion deals. ● Partnered with Sales and Partners & Alliances teams to guide complex deals from structuring through approval and execution. ● Managed end-to-end deal desk operations including pricing strategy, Profit and Loss analysis (P&L), risk mitigation, margin estimation and margin control. ● Led and coordinated with cross-functional internal teams (Sales, Pre-Sales, Cloud architects, Solution Consulting, Legal, Product Management, Finance, Contracts, Professional Services, Managed Services, Customer Success, Billing and Renewals) to ensure commercial feasibility and policy compliance. ● Reviewed and approved pricing proposals, supported Special Bid Offer (SBO) processes and contract negotiations for cloud, balancing customer needs with corporate objectives. ● Tracked key metrics such as pipeline activity, quote-to-close ratios, and win/loss performance to provide strategic insights, services scope, and deal optimisation recommendations. ● Provided advice and enablement on commercial policies and deal structuring to support sales growth. ● Provided ad hoc support for pricing and structuring complex renewals. ● Participated in continuous improvement initiatives to optimise processes, tools and enhance value delivery across the region.
• Working with sales and other internal departments to drive deals forward and deliver a solution that satisfies customer needs and meets commercial requirements through discount diligence, price modelling and creative deal structuring. • Cultivating internal relationships to be a trusted advisor to all the necessary teams (revenue, finance, renewals, sales ops, legal, pricing, licensing, national or international senior management) on pricing, products, licensing, deal tailoring and competitor analysis. • Collaborating and sharing best practices across regions and teams; identifying and making recommendations for process improvements and driving their implementation.
• Strategic pricing and licensing expert for all EMEA, reporting directly to Worldwide Pricing Director. • Provided regional performance and competitive analysis for regional Vice-presidents for general improvement and increase of revenue. • Delivered enablement for internal staff (across all teams) and partners in different pricing topics onsite or via webcast. • Campaign leader at EMEA level for go to market, product launch, pricing and licensing queries from EMEA (internal and external). • Enabled greater understanding of business models for better customer communication, enhancing company performance. • Drove continuous pricing and licensing improvement.
• Analysed client software usage, contracts and license agreements to ensure compliance, cost optimisation with all vendor rules and regulations. Special focus on major vendors. • Produced extensive, detailed analysis delivered in presentations to clients.
• Delivered process improvement, implementing and managing changes; introduced document creation to increase efficiency and meet ISO regulation requirements. • Auditor of quality systems (ISO 9001) and environmental management systems (ISO14001), liaising with internal and external stakeholders.