Farès El Hourani
Senior Manager, Deal Desk Western Emea @Adobe
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WORK HISTORY
Senior Manager, Deal Desk Western Emea @Adobe
Paris, FR
Scope: Lead a team of 8 analysts supporting enterprise sales across Western EMEA, structuring and negotiating a ~$1B annual portfolio of complex software transactions.Partner with regional sales leadership to structure and negotiate high-value agreements, contributing to the successful closure of some of the region’s most strategic deals, including $100M+ transactions.Key contributions:• Built and scaled a high-performing Deal Desk team, developing analysts into top performers,• Lead strategic structuring and negotiations for complex enterprise agreements with senior customer stakeholders,• Designed and implemented an innovative contracting model simplifying large enterprise transactions,• Advise regional leadership on pricing strategy, deal risk, and non-standard commercial frameworks.
EDUCATION
Paris School of Business
Master's Degree, Business Administration and Management, General
Eseo
Bachelor's Degree, Engineering Technology, General
National Chengchi University
International Business
Lycée Carnot
Baccalauréat, Scientific
ABOUT FARÈS EL HOURANI
With over 10 years of deal desk experience in the software industry, I lead a high-performing organization responsible for the strategy, structuring and execution of the enterprise deals of the Western EMEA region at Adobe. I have built my expertise at the intersection of sales strategy, pricing, and contract negotiations across Europe.My focus is on building scalable deal management capabilities that enable sales organizations to operate faster, negotiate smarter, and consistently close high-impact enterprise agreements.Key highlights include:• Leading high-stake negotiation strategy and deal structuring for some of the largest contracts in EMEA, including $100M+ transactions,• Scaling and developing high-performing deal strategy teams, hiring and mentoring analysts into senior contributors and next generation of managers within the company,• Designing and operationalizing innovative contracting frameworks that simplify complexity and accelerate enterprise deal cycles,• Acting as a strategic advisor to sales and regional leadership, aligning pricing, risk management, and negotiation strategy across diverse international markets.
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