Director, Global 360 Lead - East Coast

Job description

Reporting to the VP, Strategic Revenue Engagements, the Director, Global 360 Lead will be the primary subject matter expert and global orchestrator for complex, cross-geography 360 deal strategy. You'll anticipate customer needs, design and validate deal structures ahead of escalation, and lead end-to-end strategy for cross-geography 360 opportunities that span multiple business units, regions, and business-enabling functions while balancing OPEX investment, risk considerations, NNACV growth, and long-term profitability. As the Global 360 Lead, you'll serve as the primary SME for complex global deal structuring and construct design, including Buy From strategy and execution. You'll maintain cross-business unit (BU) intelligence, proactively identify emerging deal patterns and natural buying events globally, drive cross-functional alignment on multi-BU deal threads, and evolve the global 360 deal execution playbook to improve GTM efficiency, accelerate deal velocity, prevent value leakage, and drive consistency across all geographies. Priorities & Responsibilities Lead cross-geography deal strategy • Lead end-to-end strategy for complex 360 deals; anticipate customer needs and act ahead of escalation to prevent deal stalls. • Serve as SME for complex global deal structuring and construct design, engaging early on high-complexity transactions. • Shape Buy From strategy for global 360 opportunities, aligning internal business commitments, procurement dynamics, investment trade-offs, and sales objectives. • Proactively build and validate business cases for high-value global transactions; maintain operational rigor on deal economics, financial constructs, OPEX investment, and NNACV impact. • Maintain cross-BU intelligence and proactively identify emerging deal patterns and strategic opportunities globally. • Own the global portfolio view of active and emerging 360 opportunities, including intake, qualification, prioritization, patterns, blockers, whitespace, and unified visibility across geographies, functions, and business units. • Drive cross-functional alignment on multi-BU deal threads; productively resolve blockers before they derail deals. • Prepare executive-ready recommendations on deal strategy, trade-offs, risks, and approval paths for the most complex global opportunities. Own and continuously evolve the global 360 deal execution playbook • Build and push best practices to the field proactively; create alignment on deal execution standards across geographies. • Define the global governance and intake model for identifying, qualifying, prioritizing, and routing 360 opportunities consistently across regions • Enable Geo Leads with repeatable guidance, templates, decision frameworks, and coaching to drive consistent execution while adapting to local market needs. • Continuously surface and operationalize natural buying events, renewal cycles, and expansion opportunities to drive incremental global pipeline and avoid value leakage from unplanned or misaligned deal activity. • Establish an operating cadence with Geo Leads and key stakeholders to inspect pipeline, deal quality, execution risks, and required interventions. • Lead strategic partner (SI/Spend/SPC) engagement on Large Global Programs; proactively engage on complex partnership constructs. Build deep cross-functional relationships and maintain executive alignment • Cultivate trusted relationships with business owners and executive sponsors across the enterprise to support proactive deal engagement and GTM alignment. • Serve as the global liaison across business-enabling functions such as Product Engineering, Global Cloud Services, Finance, Legal, Global Sourcing, Revenue Accounting, and executive sponsors when 360 activity requires enterprise-wide alignment. • Act as a strategic advisor across functions, translating business goals into actionable deal strategy and construct recommendations. • Partner closely with Finance, Revenue Accounting, Global Sourcing, Legal, and other stakeholders to streamline deal approval and execution pathways. • Own escalation management for complex cross-functional blockers that span Finance, Legal, Product, Sourcing, Revenue Accounting, and executive sponsors. Drive continuous improvement and insights generation • Lead post-mortems and insights generation for closed global 360 deals, translating outcomes into scalable process improvements, approval pathway refinements, and strategy updates that reduce repeat friction. • Identify commercial innovations, partnership models, and deal constructs that can be scaled globally based on what is working in-market. • Own and continuously evolve the global 360 deal execution playbook; push best practices to the field proactively. • Evolve frameworks such as decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution. • 12+ years in Strategic Sales, GTM Strategy, Deal Strategy, or GTM Finance, ideally in SaaS or enterprise technology. • Proven experience managing complex, cross-functional transactions with executive-level stakeholders across multiple business units and geographies. • Deep understanding of internal business functions (Finance, Legal, Product, Engineering) and their decision-making processes. • Experience designing deal structures, validating business cases, and managing deal economics at scale. • Demonstrated ability to build and maintain trust across matrixed organizations; experience influencing without direct authority. • Exceptional program management skills with the ability to manage multiple stakeholders, timelines, and priorities simultaneously. Skills and Attributes • Strategic thinker with a bias for execution and measurable outcomes. • Skilled at building trust and influence across matrixed, global organizations. • Analytical and structured, with a process-oriented mindset. • Strong communicator—able to synthesize and present complex issues clearly to C-level and operational stakeholders. •