Digital Workplace Deal Maker

The Deal Maker is a strategic sales leader focused on driving the identification, pursuit, negotiation and successful closure of large-scale Digital Workplace Managed Services and Professional Services deals. As a core member of the Digital Workplace Global Large Deal Team, this individual combines deep commercial expertise, consultative selling acumen and executive client engagement skills to lead complex, high-value pursuits and secure long-term partnerships.

Deal Ownership & Strategy

• Lead and own the full deal lifecycle for major pursuits, from qualification through contract signature, typically targeting high-value, long-term engagements.
• Define and refine winning deal strategies, competitive positioning, commercial models, and value propositions that resonate with complex enterprise clients.
• Develop in-depth understanding of customer business drivers, strategic objectives, procurement criteria and competitive dynamics.

  Client Engagement & Relationships

• Build and maintain deep, trusted relationships with senior executive stakeholders (including C-suite) at target accounts to influence decision-making and strengthen strategic alignment.
• Act as the primary customer advocate from initial engagement through negotiation and close, ensuring seamless engagement with key sponsors internally and externally.
• Navigate long and complex sales cycles involving multiple stakeholders and decision-making units.

  Commercial & Negotiation Leadership

• Lead commercial negotiations, balancing value creation for the customer with sustainable commercial outcomes for the organisation.
• Shape proposals, pricing models, contractual terms and commercial frameworks that address risk, profitability, compliance and delivery feasibility.
• Work closely with legal, finance and pricing teams to ensure robust commercial governance and risk mitigation.

  Cross-Functional Collaboration

• Orchestrate and activate cross-functional pursuit teams, including strategy, solution design, legal, pricing, marketing and delivery to ensure cohesive execution against pursuit goals.
• Provide leadership and sales direction to internal stakeholders and contributors involved in the pursuit.

  Market & Competitive Insight

• Maintain strong market awareness and insight into industry trends, competitor offerings and disruptive forces shaping the Digital Workplace landscape.
• Use insight to inform strategic decisions in pursuit planning and positioning.

  Deal Development

• Take ownership of qualified opportunities handed over by local Sales Directors, ensuring rigorous deal shaping, qualification refinement and progression through the pursuit lifecycle.
• Provide clear and accurate updates on deal status, forecasting and commercial planning to support overall pipeline governance and business growth objectives.

  Required Experience & Skills

  Commercial Expertise

• Significant experience (typically 10+ years) in strategic enterprise sales, solution selling and closing complex, large-value deals.
• Proven success working with complex contractual frameworks, tender processes, RFP/RFI responses, and executive negotiation.

  Strategic Thinking & Communication

• Strong strategic thinker with high emotional intelligence, excellent communication and executive presence.
• Ability to influence senior stakeholders, articulate value in business terms and build long-lasting client trust, leading to upsell and cross sell.

  Collaboration & Leadership

• Demonstrated ability to galvanise and lead multi-disciplinary pursuit teams to achieve strategic outcomes.
• Strong commercial judgement, problem-solving ability and resilience in high-stakes environments.

  Preferred Qualifications

• Bachelor’s or Master’s degree in Business, Technology, Sales or a related field.
• Experience in Digital Workplace, Managed Services, IT Consulting or technology services sales.
• Familiarity with enterprise buying processes across multiple regions.