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Global Services Commercial Director

Manager

TIBCO | 51330 PSG Operations

* This is a home-office based position and can be located anywhere in the Eastern Time Zone *
 
TIBCO is currently seeking a dynamic individual to take on the responsibility as the Global Services Sales Operations & Commercial Director.

This individual will need to be both highly commercially minded and able to implement new processes and procedures by which field Services operate. They will need to have a proven track record in the professional services sector.

The Operations Director will be a trusted business partner to the GEO and Sales leaders worldwide. 

This position will also oversee the initial contract management and the tracking of the life-cycle of a project from quote to revenue. This individual will ensure that all signed contracts are fully on-boarded in the system and revenue is correctly allocated on a monthly / quarterly basis.

This role will report into the Global Operations and FP&A Senior Director, based in the Palo Alto, U.S.

 
Skills & Requirements

  • Work closely with the Regional/GEO Leads to draft and negotiate large complex Services deals, ensuring internal cadence and guidelines are met, and fully approved by Leadership. 
  • Ensure transparency with all relevant stakeholders such as Legal, Revenue, FP&A and HR during the sales cycle process. 
  • Provide continuing innovation, as how to structure and design of new contracts, in line with TIBCO’s GTM strategies and customer negotiations.
  • Provide the field with guidance on internally established revenue recognition polices under ASC 606 revenue recognition guidelines.
  • Provide guidance on pricing and project Margin %, on non-standard contracts, such as Managed Services and Fixed Price engagements
  • Work, hand in hand, with the License Sales Operations team, to ensure Services attached to License Software are correctly priced and contractually worded.
  • Participate in both GEOs and the Global Leadership team meetings. Be a strong contributor as to how the business is currently operating and bring about changes needed from a commercial stance. 
  • M&A activities – Drive the alignment of newly acquired companies into TIBCO’s sales operations structure. 
  • Participate in the Bi-weekly Forecast calls to review and analyze SFDC pipeline and bookings forecast.  Having particular ownership of the accuracy in the Bookings forecast. 
  • Oversee the ‘Deal Pipeline Management’ (Bookings), reporting and hygiene in Salesforce (SDFC)