Sr Deal Desk Analyst




Multiple Locations


Position summary

Senior Deal Desk Analyst


Hungry, Humble, Honest, with heart!

The Opportunity

As a Deal Desk Analyst, you will be an intricate member of the WW Deal Desk team, which rolls up into the sales Operations department of Nutanix and is focused largely on supporting the Field Sales Team in deal pricing and helping the execution of our pricing strategy. The ideal candidate will be able to help manage between the Organization goals and enabling the Field to execute pricing strategies with Customers. This includes working with the Field to maximize Nutanix revenues in deal structuring, recommending varying selling models, engaging with Finance to evaluate acceptable price points and investment accounts, collaborating with Product Management to understand varying product options to meet customer needs and understanding the entire customer ecosystem to ensure Nutanix can maximize its value and increase share in the market.

Deal Desk at Nutanix

You will collaborate very closely with the Field Sales Team, Sales Operations, Legal, Finance, Accounting, Cloud Economist team and Product Management as well as other internal stakeholders to ensure that the Field Sales Teams have the support needed to execute Organizational goals.

Your role

The Deal Desk Analyst will have responsibility for:

  • Support our WW Sales Organization on pricing related initiatives and strategic programs
  • Recommend pricing structures based on Customer’s business drivers and ability to sell value
  • Influence discount improvements through competitive intelligence and developing a subject matter expertise in the Region
  • Provide detailed reporting to Regional Directors and VP’s and collaborate closely with Sales Management to drive regionally focused pricing strategies
  • Engage closely with Legal to support nonstandard commercial terms and conditions
  • Build business cases for investment accounts to gain Executive support and remain an active player throughout the sales cycle
  • Daily review of deal financials, pricing and business risk required
  • Ensure compliance with published sales and business approval policies and serve as an escalation point to business leaders
  • Proven ability to effectively communicate with Customers, sales teams, internal teams, and external partners & distributors
  • Ability to execute quickly and adapt to a fast-paced, constantly changing environment

What you’ll bring

  • Bachelor's degree in Business or a related area of study
  • 5+ years of deal desk, strategic pricing, finance, software-selling and/or sales operations experience
  • Expertise supporting Enterprise deal strategy and deal formation preferred
  • Financial Acumen: ability to produce and present Nutanix’s value proposition for the client through quantitative financial analysis.
  • Business Acumen: through effective discovery extract a customer’s unique financial and operational pain points and business outcomes and align Nutanix solutions accordingly.
  • Ability to handle multiple, complex engagements at the same time.
  • Ability to explain complex problems and solutions in a concise and easy to understand (and remember) way.


  • Familiarity with working with Sales teams in a deal desk or commercial-selling function
  • Expertise with varying software selling models (https://i.e. term licenses, perpetual, SaaS, subscription, utility consumption)
  • Strong and active listening skills and overall communication skills, both written and verbal
  • Strong proficiency with Excel and in PowerPoint with experience building executive level business case presentations.
  • Experience in summarizing and presenting their workings to senior leadership. 

About the team

**Meet the hiring manager Jenn Lucas- [

](** I joined Nutanix in April 2019.  I was drawn to Nutanix of the company's values: Hungry, Humble, Honest with Heart. These values are what we live by here at Nutanix and I see them practiced every day.**Highlights

  • Taking on more of a leadership role within the team. I have helped train all the new hires making sure they get acclimated with the role quickly.
  • Adapting to changes within the organization. Deal Desk has been an evolving role within Nutanix. There are always changes in how we can improve our processes. I have been a part of creating and implementing these changes.
  • Being a key contributor within the regions I support. I know the sales leadership depends on my expertise when making decisions on pricing and coming up with unique solutions for complex deals.

My biggest professional win is being with the Deal Desk Team since it was created here at Nutanix (3 years ago). I have helped with the creation of a team that has evolved and that I am very proud of. Every day when I log on, I know it going to be both exciting and challenging.

Who are we hoping to find?

We are hoping to find someone who is a team player. They work well in groups and want to contribute and learn from the team. Someone who can work in a fast past work environment that is constantly changing. They also should be effective in working with key contributors within the organization (the sales team, finance, accounting, and legal). Lastly, someone who is ready to take on a new challenge with a positive attitude.

**What the team says?

  • "Jenn demonstrates everyday her dedication to the team. I personally appreciate her effort and enthusiasm to help whenever is needed, by taking the time with each one of us for escalations or questions. I appreciate the way she takes the time to be present and explain things, she also makes sure we are all in the same page. For example, she has imparted different trainings to the team on different topics and also she is very patient."

  • "Jenn's knowledge base is nothing short of remarkable; she is a virtual " Deal Desk Wikipedia" of knowledge, always able to provide answers and solutions to even the most complex problems. Her resourcefulness is equally impressive, as she always finds a way to get things done, often going above and beyond what is expected. I cannot overstate how much Jenn's positive attitude and tireless work ethic have contributed to our team's success."

**How we work?

**Our team's work style is supportive. The team is always quick to lend a helping hand. We are very strong communicators who make are frequently in contact with one another to generate new ideas. We normally have different ways of how to approach a situation and when we come together, we can always find the best solution. We work hard but also have fun together by having team calls to celebrate wins.


Why you should apply for a job to Nutanix:

  • 5/5 in overall job satisfaction

  • 4.3/5 in supportive management

  • 93% say women are treated fairly and equally to men

  • 89% would recommend this company to other women

  • 85% say the CEO supports gender diversity

  • Ratings are based on anonymous reviews by Fairygodboss members.
  • Fertility, family-planning benefits and parental leave to support a wide range of paths to parenthood (in the US)

  • Transgender health benefits for our employees’ safe and effective care (in the US)

  • Mental health resources, quarterly wellbeing days, no meeting Fridays & flexible time off (in the US)