Adnan Ghadiali
- Role
- Global Head of Deal Desk - Revenue Operations at Ivanti
- Location
- San Diego County, CA, US
- LinkedIn followers
- 500 followers
About Adnan Ghadiali
Proven technology leader with expertise in building and expanding Deal Desk teams from…
Experience
Global Head of Deal Desk - Revenue Operations
Jan 2020 — Present
Reporting into the COO. Global Leader for Monetization Deal Desk Operations - supporting Sales with Quoting, Discounting, Deal Desk, Order Management, Revenue and Sales Operations. Daily interaction with Leaders in Sales, Legal, Finance, Product Management, Renewals, Marketing, Engineering, and IT to drive Ivanti Deal Strategy and Operations. • Consolidated Deal Desk, Quoting, Order Management, and Global Proposal Services – Request for Proposals (RFP) functions across different organizations into a central team – Monetization Operations. Established Global centers across US, EMEA, and APAC to provide 24x7 Quote to Cash support. Lead team of +25 FTEs. • Championing Sales on pricing related calls with strategic customers/accounts. Direct price flexibility in terms of Payment terms, Discounts, Legal terms and conditions, and Incentives to close out renewals/new business to win deals and grow ARR. • Sales advocate to drive pricing and discounting strategies across each region, identified pricing opportunities, and created a culture of continuous improvement in the Deal Desk space. Single point of contact for Sales enablement and Field training. • Kaizen mindset to continuously drive CPQ enhancements to increase margins, deal velocity, process efficiency, streamline approvals, eliminate bottlenecks, and improve user experience in Salesforce. • Operational Leader to support integration of Mobile Iron, Pulse Secure, Cherwell, and RiskSense acquisitions and the launch of Ivanti Channel Partner program - Reclassification of Partners aligned with industry standards, consistent Registration and Partner Discounts, impacting $70M in revenue YoY. • Completely revamped existing Enterprise License Agreement (ELA) structure and launched a Custom License Agreement model where Customers can buy products they actually use across Ivanti\'s broader portfolio rather than pre-set product bundles - Impacting $20M+ YoY.
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