Commercial Portfolio Director

at  Cloud Software Group

ABOUT THIS TEAM:

Cloud Software Group includes market leading companies: Citrix - the recognised leader in VDI, Desktop-as-a-Service and application delivery solutions, TIBCO - best in-field business integration software to connect, manage, and analyse data from different sources and applications, and many other market-leading software brands. By joining our team, you’ll have the opportunity to build and structure cutting-edge enterprise propositions for our largest, and most strategic customers.

BASIC QUALIFICATIONS

• Demonstrated long-term success working with customers on substantial, strategic, and complex software or cloud services/infrastructure deals (relative to industry and market size) from opportunity through closure
• Senior experience working with, presenting to, and negotiating with C-level executives, IT, lines of business, procurement, finance, legal and internal stakeholders for sizeable commercial/enterprise deals

PREFERRED QUALIFICATIONS

• Bachelor degree in Business, Economics, Technology or Finance
• Understanding of the technology ecosystem
• Fluency in English required, multilingual a plus (German, French, Italian preferred)
  Excellent package and benefits. Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges.

ABOUT US:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap - a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, colour, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
If you need a reasonable accommodation due to a disability during any part of the application process, please email us at AskHR@cloud.com for assistance.

ABOUT US:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap - a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us at (800) 424-8749 or email us at AskHR@cloud.com for assistance

ABOUT THIS ROLE:

As a member of the Commercial Portfolio team, your responsibilities will include collaborating with Sales Leaders and Teams to create and fulfil engagement plans to support and drive Enterprise Agreements across are most important customers. Depending on the opportunity needs, your role may be client facing, where you will be expected to manage the end to end Deal Cycle for strategic, large, complex or highly competitive deals. For this, you will focus on earning trust with customers by creating actionable strategies, developing and shaping opportunities, and leading deal engagements through negotiations and closure.
This highly visible role will align with C-level executives, IT teams, and multiple lines of business to achieve business outcomes, increase the adoption of Cloud SG services, and reduce revenue churn in all its forms.
You will work collaboratively to drive results by partnering with Cloud SG customers, Cloud SG field sales teams, and other internal stakeholders to empower our customers to evolve, address challenges, and to create innovative solutions that drive value awareness to open revenue growth situations.

PRIMARY DUTIES/RESPONSIBILITIES

• Create Strategic Engagement Plans that include 360° view of the account across the Cloud SG portfolio, alignment of opportunities to the contractual beachhead, and contract analysis to identify leverage opportunities for negotiation
• Play both supportive and leadership roles in negotiations and customer closure for strategic, large, complex or highly competitive deals.
• Develop and shape the overall deal strategy and structure to meet customer business outcome and goals
• Drive revenue growth and stickiness of services, i.e. move to subscription
• Closely collaborate with key stakeholders across the organisation for International regional Sales Teams (outside North America/Brazil), and related regional and global stakeholders (Service Teams, Engineering, Finance, Legal, etc.)
• Act as a trusted advisor in the development of the commercial strategy of deals with Cloud SG Field Sales Teams: partner in the execution of the sales cycle for strategic, complex, or highly competitive commercial opportunities
• Inspire, influence, and facilitate alignment with internal stakeholders, experts, and other resources not under direct control, to remove obstacles and achieve desired business outcomes
• Develop strategies for ‘Customer Value Realisation’ and be able to present ‘Customer business return Vs Investment’ directly to C-Level stakeholders; effectively communicate and identify deal blockers
• Lead or support presentation of deal proposals to Customers