TIBCO Software Regional Manager, Education in Palo Alto, California

Regional Manager, EducationUS-CA-Palo Alto

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About Tibco

Headquartered in Palo Alto, Calif., TIBCO Software empowers businesses to their digital destinations by interconnecting everything in real time and providing augmented intelligence for everyone, from business users to data scientists.

With more than 10,000 customers, 3500 employees located in over 30 countries, TIBCO has retained the speed and agility of a start-up. We value and encourage new ideas, direct communication, out-of-the-box thinking, risk-taking and creative problem solving.

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.

Overview

Job Summary: TIBCO Education is a global business that focusses on developing, selling and delivering world class education and certifications to TIBCO customers and partners about TIBCO products and solutions.

Regional Manager, Education – Americas manages the education P&L for Americas region of Global TIBCO Education. Performance is measured by bookings, revenue and margin goals. This person works closely and positions and sells education internally to Product sales teams as well as Services sales teams. Also, this person will have to position and sell education directly to customers and partners. In addition to the primary sales responsibilities, the person would be responsible for providing input into content development strategy for sales trends and develop pricing and marketing strategy for education products.

Responsibilities

Focus: Business Development:Understand client needs and identify new business opportunities. Negotiate business contracts and costs with customers. Provide client consultations about education products and solutions. Develop business proposals and make product presentations for clients. Build positive and productive relationships with clients. Work in compliance with company standards and business guidelines. Develop account strategies to meet monthly revenue target. Develop account budgets and timelines. Assess potential business risks and develop mitigation plans. Develop new business opportunities with potential and existing clients to achieve revenue goals. Provide outstanding services and ensure customer satisfaction. Address customer concerns and queries in a timely and accurate manner.

  • Accountable for Education P&L for TIBCO Education business in Americas

  • Sell Education course, programs and solutions to customers and partners

  • Promote and market training to maximize revenue

  • Help optimize utilization for the team of instructors across the region, which includes work allocation, staff training, problem resolution, evaluates performance and motivates employees to achieve peak productivity and performance

  • Provide input to education content development about new courses and solutions as well as updates to existing courses based on customer and market requirements

  • Participate in managerial meetings to provide updates

  • Enforces training policies that enhance the efficiency and effectiveness of training staff

  • Prepare schedules, reports, forecast and other reporting activities

  • Develop local policies and practices for training in consideration with company direction and policies

  • Work with in-house subject matter experts (SMEs) to deploy training programs

  • Work with other leadership and corporate leadership to develop new courses to meet market demand, to ensure that content and delivery mechanisms are aligned with the needs of the region, plan and implement new innovative ideas to improve the training business

  • Review monthly/quarterly financial reports and invoices to ensure revenue is recognized

Qualifications

  • BA/BS in Computer Science or Software Engineering or equivalent

  • Minimum 8 years of requirement should include: Selling technical education courses and solutions, Instructor for technical courses, front line technical consulting, either as an individual contributor or project manager; consulting management, with experience in engagement delivery in software or hardware industry; and consulting experience in business development and account management

  • Good understanding of training methods and systematic and effective tracking of revenue and sales effectiveness

  • Ability to make appropriate education scoping and prioritization decisions based on customer requirements

  • Analysis skills of moderate complexity

  • Familiarity with application(s) of TIBCO Technology, or TIBCO-like products

  • May require experience in selling to Senior management level

  • Strong leadership

  • Able to multi-task, adapt and work independently in a fast-paced and dynamic environment

  • Experience with Solution Selling is a plus

  • Exceptional communication skills both verbal and written

  • Effective presentation skills

  • Familiarity with IT/virtual/computer-based training is an advantage

  • Direct sales or telesales experience is an advantage

  • Can be located anywhere in US – can be a remote worker

  • Travel requirements are very minimal