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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, fortified security, and cost efficiency, regardless of whether clients opt for cloud, on-premises, or hybrid solutions.

About the Role:

As a vital member of the Commercial Portfolio team, you will be tasked with formulating strategic engagement plans tailored for the relevant sales account teams. Your role may involve direct client interaction, where you will oversee the comprehensive Deal Cycle for strategic, large-scale, complex, or highly competitive transactions. This position emphasizes building trust with clients through actionable strategies, opportunity development, and leading negotiations to successful closure.

This prominent role will engage with C-level executives, IT departments, and various business lines to achieve desired business outcomes, enhance the adoption of Cloud SG services, and mitigate revenue churn.

You will collaborate effectively to drive results by partnering with Cloud SG clients, field sales executives, and other internal stakeholders, enabling our customers to evolve, tackle challenges, and devise innovative solutions that foster value awareness 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 strategic, large-scale, complex, or highly competitive deals.
  • Craft and refine the overall deal strategy and structure to align with customer business objectives and goals.
  • Drive revenue growth and enhance service retention, particularly through subscription models.
  • Collaborate closely with key stakeholders across the organization, including North American regional sales teams and related regional and global stakeholders (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, complex, or highly competitive commercial opportunities.
  • Inspire, influence, and facilitate alignment with internal stakeholders, experts, and resources outside of direct control to eliminate obstacles and achieve desired business outcomes.
  • Formulate pricing and discount strategies; effectively communicate and identify deal impediments.
  • Lead or assist in presenting deal proposals to clients.

Basic Qualifications:

  • 15+ years of proven success in engaging with clients on substantial, strategic, and complex software or cloud services/infrastructure deals from opportunity identification through closure.
  • 15+ years of experience working with, presenting to, and negotiating with C-level executives, IT departments, business lines, procurement, finance, and legal teams for significant commercial/enterprise deals.
  • Bachelor's degree in Business, Economics, Technology, or Finance (or equivalent work 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 performance. Benefits may vary depending on employment nature and country of work. Cloud Software Group is committed to Equal Employment Opportunity (EEO) and adheres to all applicable laws prohibiting employment discrimination.