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Director of Commercial Portfolio Management

2 months ago

Los Angeles, California, United States Cloud Software Group, Inc. Full time

About the Team:

Cloud Software Group, Inc. stands as a leader in virtual desktop infrastructure (VDI), Desktop-as-a-Service, and application delivery solutions. We empower organizations across various sectors to facilitate secure hybrid and remote work environments, accessible from any location and device. Our platform ensures an exceptional user experience, robust security measures, and operational efficiency, whether clients opt for cloud, on-premises, or hybrid solutions.

About the Role:

As a key member of the Commercial Portfolio team, you will be tasked with formulating strategic engagement frameworks tailored for sales account teams. Your role may involve direct client interaction, managing the comprehensive Deal Cycle for significant, intricate, or highly competitive opportunities. Building trust with clients will be essential as you devise actionable strategies, cultivate opportunities, and guide negotiations to successful closure.

This prominent position will require collaboration with C-level executives, IT departments, and various business units to drive business objectives, enhance the adoption of Cloud SG services, and mitigate revenue loss in all its forms.

You will work in partnership with Cloud SG customers, field sales executives, and other internal stakeholders to empower clients in overcoming challenges and developing innovative solutions that highlight value and stimulate revenue growth.

Key Responsibilities:

  • Develop comprehensive Strategic Engagement Plans that encompass a holistic view of the account across the Cloud SG portfolio, aligning opportunities with contractual commitments and analyzing contracts for negotiation leverage.
  • Assume both supportive and leadership roles in negotiations and customer closures for significant, complex, or competitive deals.
  • Shape the overall deal strategy and structure to align with customer business objectives.
  • Drive revenue growth and enhance service retention, particularly through subscription models.
  • Collaborate closely with key stakeholders across North American regional sales teams and related regional and global entities (Service Teams, Engineering, Finance, Legal, etc.).
  • Act as a trusted advisor in developing the commercial strategy for deals with Cloud SG Field Sales Executives, partnering in the execution of the sales cycle for strategic and complex commercial opportunities.
  • Inspire and influence alignment with internal stakeholders and experts to remove barriers and achieve desired business outcomes.
  • Formulate pricing and discount strategies; effectively communicate and identify potential deal impediments.
  • Lead or assist in presenting deal proposals to clients.

Basic Qualifications:

  • 15+ years of proven success in managing substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity identification to closure.
  • 15+ years of experience in engaging with, presenting to, and negotiating with C-level executives, IT departments, procurement, finance, and legal teams for significant commercial/enterprise deals.
  • Bachelor's degree in Business, Economics, Technology, or Finance (or equivalent professional experience).

Preferred Qualifications:

  • Advanced degree.
  • Familiarity with the technology ecosystem.
  • Fluency in English is required; multilingual skills are a plus.

Compensation may vary based on location, qualifications, and experience. Certain roles may be eligible for additional rewards, including annual bonuses and sales incentives based on individual performance. Benefits may differ depending on employment nature and location.

About Us:

Cloud Software Group, Inc. was formed through the merger of Citrix and TIBCO, establishing one of the world's largest cloud solution providers, serving over 100 million users globally. Our team values diverse experiences, a passion for technology, and the courage to innovate. We empower every member to learn, dream, and shape the future of work. We are at the forefront of significant evolution and growth, and your expertise is vital to our mission.

Cloud Software Group is committed to Equal Employment Opportunity (EEO) and complies with all applicable laws prohibiting employment discrimination. All qualified applicants will receive consideration for employment without regard to any protected characteristics.