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Senior Manager, Sales Excellence


TIBCO | 70000 Sales Global HQ | Palo Alto, CA

Leadership role responsible for coordinating all aspects/details required to ensure effective execution of corporate/field strategy.  Able to understand and help develop business goals, and build execution plans and programs for the sales team. Able to review sales performance and operations to identify inefficiencies and areas for improvement.

Skills & Requirements

  • Ensure excellence in field force processes (e.g. pipeline management, forecasting, pipeline development) and execution
  • Establish global sales metrics, processes, and productivity plan in accordance with corporate strategy and Vista best practices
  • Act as a key resource to communicate business changes across all levels of the sales organization, and to work across other organizations (e.g. marketing) as needed.  
  • Working with Finance to manage/monitor field productivity and assist with annual budget and planning
  • Work closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assist sales management in understanding process bottlenecks and inconsistencies
  • Promote and reinforce user adoption of Salesforce.com and all related sales tools and applications
  • Develop and execute sales plays that drive pipeline growth and bookings