Director of Commercial Portfolio Management

1 week ago

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

About the Team:

Cloud Software Group, Inc. is a leading provider 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, enabling access from any location and device. Our platform is designed to deliver an exceptional user experience, robust security measures, and cost-effective operations, whether deployed in the cloud, on-premises, or in a hybrid model.

About the Role:

As a key member of the Commercial Portfolio team, you will be responsible for developing strategic engagement frameworks tailored for sales account teams. Your role may involve direct client interaction, where you will oversee the complete Deal Cycle for significant, intricate, or highly competitive opportunities. Your focus will be on establishing trust with clients by formulating actionable strategies, identifying and shaping opportunities, and leading negotiations to successful closures.

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

You will work in partnership with Cloud SG customers, field sales teams, and other internal stakeholders to help our clients evolve, tackle challenges, and develop innovative solutions that create value and stimulate revenue growth.

Key Responsibilities:

  • Develop comprehensive Strategic Engagement Plans that provide a holistic view of the account across the Cloud SG portfolio, aligning opportunities with contractual agreements and analyzing contracts to identify 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 objectives and outcomes.
  • Drive revenue growth and enhance service retention, including transitioning to subscription models.
  • Collaborate closely with essential stakeholders across North American regional sales teams and related regional and global partners (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 eliminate obstacles and achieve desired business outcomes.
  • Formulate pricing and discount strategies; effectively communicate and identify potential deal blockers.
  • 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 engaging with, presenting to, and negotiating with C-level executives, IT departments, business lines, procurement, finance, and legal teams for large commercial/enterprise deals.
  • Bachelor's degree in Business, Economics, Technology, or Finance (or equivalent professional experience).

Preferred Qualifications:

  • Advanced degree.
  • Understanding of the technology ecosystem.
  • Fluency in English is required; multilingual capabilities 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 based on employment nature and location, typically including access to healthcare, life insurance, disability benefits, and retirement plans.

About Us:

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

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