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Director, Sales

Director

TIBCO | 70882 Sales EMEA South Africa | Johannesburg,

Scope

  • Management of Sales Team
  • Accurate forecasting of prospect pipeline for the country
  • Growth and development of the market across key verticals
  • Selling at highest levels to large accounts and organisations, engaging both the business and IT community
  • Driving lead generation within the territory
  • Contributions as required on all topics which affect TIBCO revenue and TIBCO shareholder value
Skills & Requirements

The job holder will be expected to perform the following: -

  •  Drive the current business: Clients are in all vertical markets
  • Drive up customer satisfaction
  • Run sales as a business: This involves balancing priorities and making judgments between the different opportunities and client situations. It is important that the win ratio is improved and that quarterly success is driven higher
  • Build and develop relationships with the big system integrators and big consultancies, as they represent a large proportion of the opportunities in the pipeline
  • Build the team by acting as a strong leader and motivator and actively managing the performance of the reps
  • Ensure that Sales Team work with Legal and the EMEA Sales Controller to structure deals in accordance with TIBCO policy and manage the ‘virtual team’ engaged in their sales campaigns
  • Mentor the Sales Team and monitor deal information entered into Salesforce.com and Target Account Selling ‘TAS’ plans
  • Supporting the planning and execution of targeted business development activity
  • Provide executive assistance where necessary to help in the closure of deals