Sr Mgr, Psg Business Development

Headquartered in Palo Alto, CA, TIBCO Software enables businesses to reach new heights on their path to digital distinction and innovation. From systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of organizations through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation.
Our teams flourish on new ideas and welcome individuals who thrive in transforming challenges into opportunities. From designing and building amazing products to providing excellent service; we encourage and are shaped by bold thinkers, problem-solvers, and self-starters. We are always adapting and providing exciting opportunities for our employees to grow, learn and excel.
We value the customers and employees that define who we are; dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, optimistic environment. TIBCO - we are just scratching the surface.
We're looking for people who want to make a difference doing a job they love - dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, new-idea-driven environment. We value hard work and provide new opportunities to grow, learn, and excel.
- Identify, qualify, develop, and close education and consulting service engagements with a focus on account expansion and transformative customer outcomes.
- Understand client needs, develop new business opportunities and articulate business value of those opportunities, and achieve revenue and profit through quarterly and annual contract bookings goals.
- Work in partnership with the Sales organization to drive field sales and business development efforts by conducting presentations and proposals.
- Provides oversight on the engagement implementation to ensure deliverables are achieved on-time and within budget while maintaining customer satisfaction e.g. transactional and relational Net Promoter Score (NPS) metrics.
- Work in partnership with Global Partner organization to identify, evaluate, and build a world-class network of service delivery partnerships to scale and expand TIBCO’s service delivery capabilities in the marketplace.
- Negotiate contracts with customer and/or service delivery partners in support of engagement success. Prepare and deliver formal presentations to customer prospects at various levels (i.e. CEO/CTO, Senior Vice-President and Vice-President) in support of articulating service delivery value proposition and partnership model.
- Provide client consultations about company products, services, or educational offers and make relevant professional services presentations for clients and prospects at various levels (e.g., CEO, CTO, CIO, SVP, VP, Director).
- Work in compliance with company standards and business guidelines.
- Address customer concerns and queries in a timely and accurate manner.
- Travel primarily within assigned region between 25-50% or as needed.
- Bachelor’s Degree in Computer Science, Engineering (or closely related technical field). Master’s degree desirable.
- Minimum 5 years of practical managerial experience in a technology services organization and experience working in a similar role for a systems integration firm or consulting organization selling projects and technology solutions
- Experience leading service delivery organizations in both on premise and SaaS solution deployment models.
- Experience with business intelligence reporting, data integration, data warehousing, data analytics, data visualization, and public cloud offerings desired.
- Experience should include: front line technical consulting, either as an individual contributor or project manager; consulting management
- Extensive, relevant experience of selling professional services to executive level prospects
- Credibility at all levels and evidence of building strong relationships internally and with the customer
- Solutions minded, structured and rigorous yet able to take risks where necessary
- Possess a strong service orientation and finds challenge in problem solving complex situations
- Demonstrable track record of sales over achievement

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