Head of Deal Strategy, EMEA
Leads the EMEA Deal Strategy function while personally structuring and advancing complex commercial opportunities, including proposals, negotiations, ROI analyses, and business cases. Requires 8+ years of experience, strong financial and storytelling skills, and cross-functional influence across sales and business teams.
About the job
Responsibilities
- Partner with EMEA account teams on complex, high-value, and strategic opportunities from deal strategy through proposal, negotiation, and closure.
- Develop deal strategies incorporating customer priorities, commercial considerations, competitive positioning, and business objectives.
- Create executive- and CFO-ready proposals, ROI analyses, value narratives, and business cases.
- Support customer and executive discussions by presenting recommendations, business cases, and commercial rationale.
- Build ROI frameworks, calculators, proposal templates, and reusable value narratives.
- Develop scalable deal-support mechanisms such as negotiation playbooks, deal clinics, office hours, and structured intake processes.
- Collaborate with Pricing, Deal Desk, Finance, Product, Legal, Revenue Operations, Enablement, and Strategy.
- Convert lessons from strategic deals into reusable resources that improve execution speed, consistency, and seller productivity.
- Apply AI to deal workflows, including automated deal briefs, knowledge retrieval, guided proposal development, and self-service resources.
- Identify recurring themes across strategic deals and share insights that inform commercial approaches, field motions, products, and policies.
- Establish and scale the EMEA Deal Strategy operating model, with potential to build and lead a regional team.
Requirements
- 8+ years of progressively responsible experience in deal strategy, strategic sales, strategic pricing, commercial strategy, or a related function.
- Experience with regional or multi-market scope.
- Experience partnering with sales teams on complex, high-value, or first-of-kind commercial opportunities.
- Track record of developing deal strategies, customer proposals, ROI models, or business cases that advance commercial outcomes.
- Strong communication, storytelling, financial, and analytical skills.
- Experience influencing Sales, Finance, Product, Legal, Pricing, and Operations stakeholders.
- Strong judgment and ability to bring structure to ambiguous or bespoke commercial situations.
- Hands-on leadership approach and comfort operating as an individual contributor in fast-moving deal cycles.
- Demonstrated leadership potential through setting direction, mentoring, building programs or operating rhythms, and mobilizing cross-functional teams.
- Familiarity with using AI to improve workflows, scale expertise, and increase productivity.
Skills
Deal Strategy, Strategic Pricing, Commercial Strategy, Strategic Sales, ROI Analysis, Financial Modeling, Business Cases, Negotiation, Value Narratives, Proposal Development, Revenue Operations, Artificial Intelligence
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