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Sales Controller

Experienced

TIBCO | 70040 Sales Operations High Velocity | New York, NY

The Sales Operations team is the link between corporate and the field that assists Sales Management and Sales Account Executives in achieving both short and long term corporate revenue and commercial goals through the practical application of revenue principles and policies. The Sales Operations Manager position will report directly to the Director - Sales Operations for TIBCO.
Skills & Requirements

Proactively partnering with Sales Account Executives to assist with the commercial structuring and negotiation, while ensuring that corporate goals are met and principles adhered to 
Understanding of the technical accounting guidance for revenue recognition and the practical application to software, subscription and SaaS license arrangements 
Working with the legal team to ensure that sales contracts accurately represent the commercial agreement while adhering to revenue recognition principles 
Review and approve sales orders and contracts to ensure compliance with company standards for deal desk, booking and revenue recognition.
Offering recommendations to sales team to overcome objections 
Constant monitoring and follow-up and reporting with various levels of management within the organization regarding the deals and the sales forecasts 
Working across departments within the organization to facilitate the closing of deals 
Sales forecasting and training 
Understand product offerings and related value-propositions 
Creating and driving different price models that are in-line with the commercial aspirations of TIBCO. 
Review monthly revenue and bookings reports from compensation team and reconcile with Salesforce.com to ensure proper crediting to Sales Reps and regions. 
Assist with preparation of management reports on key metrics such as sales attainment vs. quota, pipeline/forecasting, sales activity measurement, subscription renewal rates, upsell, attrition, etc. 
Other special projects as required.
Travel is a minor component of this role (5%). Occasional travel to sales meetings and participation in team projects and initiatives may be required.