Senior Deal Consultant / Deal Coach

Job Description

Job Description:
Key Responsibilities
Deal Process & Runbook Implementation
Develop and maintain the Deal Excellence Runbook, including conceptual integration with existing deal artifacts
Align Strategic Selling methodology with stakeholder requirements
Drive operationalization and enablement across deal teams
Continuously update and innovate deal frameworks and best practices
Deal Coaching & Consulting
Conduct deal coaching sessions at key milestones (Opportunity Walkthrough, Competition Workshop, Pursuit-to-Win (P2W) Workshop, Closing Plan reviews)
Run structured clinics for sales strategy, competitive positioning, and deal shaping
Provide expert consultation on deal structure, pricing strategy, and differentiation
Coach deal teams on Strategic Selling methodology and best practices
Deal Review & Quality Management
Perform comprehensive deal reviews to identify weaknesses and recommend course corrections
Ensure deal quality through structured assessment frameworks
Support deal qualification for €50M+ opportunities with Go/No-Go recommendations
Assist with A-Team staffing and resource allocation decisions
Governance Design & Support
Design and facilitate governance frameworks for large strategic deals
Support weekly Stand-Ups, Steering Committees (SteerCos), and Hypercare sessions
Ensure fast, effective decision-making throughout the deal lifecycle
Required Qualifications
Essential Experience
10+ years in enterprise B2B sales, deal management, or strategic consulting
Proven track record managing or supporting deals €50M+ in value
Deep expertise in Strategic Selling methodologies (e.g., Miller Heiman, Challenger, Solution Selling)
Extensive Pursuit-to-Win (P2W) experience with documented win rate improvements
Strong governance design and facilitation skills
Technical Skills
Expert knowledge of deal structuring, pricing strategies, and margin protection
Proficiency in competitive analysis and differentiation frameworks
Experience with solution architecture and MVP solutioning approaches
Strong understanding of enterprise IT services or technology solutions
Leadership & Interpersonal Skills
Management-level credibility with ability to influence C-suite stakeholders
Trusted advisor status with Strategic Deal Executives
Exceptional coaching and facilitation abilities
Strong consulting mindset-enabler, not administrator
Business Acumen
Understanding of complex commercial models, risk management, and contract structures
Ability to balance win probability, margin protection, and cycle time optimization
Strategic thinking with tactical execution capabilities
Success Criteria
Demonstrable improvement in win rates (target: 15% improvement)
Margin protection and prevention of cost creep/over-engineering
Reduced deal cycle times through effective governance
Positive feedback from deal teams and executives on coaching quality
Successful qualification decisions (accurate Go/No-Go recommendations)
Location & Travel
Location: Europe (time zone relevance for EU/ UKI deals)
Travel: Up to 30% for deal clinics, governance sessions, deal support and cponsulting, and stakeholder meetings
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