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Sr. Director Cloud Sales Revenue Management
Internet Industry Company
San Francisco, CA, United States
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Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.
Senior Director of Cloud Sales REVENUE MANAGEMENT
About Company:
Company website is the global leader in customer relationship management (CRM) software. We pioneered the shift to cloud computing, and today we're delivering the next generation of social, mobile and cloud technologies that help companies revolutionize the way they sell, service, market and innovate-and become customer companies. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes and one of Fortune's 100 Best Companies to Work For. Our more human, less corporate culture is built around doing work that matters, winning as a team and celebrating success Aloha-style. Ready to join the #SalesforceOhana?
Description:
The Senior Director of Cloud Sales Revenue Management with be responsible for overseeing the following priorities specific to the Cloud Sales organization:
Review and provide guidance on all deals involving exception requests, SKU overlap, splits, and related items that can often slow and hinder Cloud Sales effectiveness and morale.
Working with relevant stakeholders, develop processes and policies to address SKU selection, deal structure, discounting, compensation, and related items. Once developed and approved, effectively communicate said processes and policies to the Cloud Sales organization.
Provide oversight for Cloud Sales deals involving shared products, including but not limited to Financial Services Cloud, and Communities. This includes tracking credit allocations and helping to establish guidelines for exceptional discounting. This will involve partnering closely with sales, product and pricing & packaging teams.
The successful candidate will be highly collaborative, and will work closely with finance (including compensation and quota), deal desk, employee success, and core and co-prime teams. The successful candidate will also develop strong relationships with the product teams whose solutions the Cloud Sales teams support. He/she will establish himself/herself as a trusted adviser and thought partner on deal operations and will proactively develop recommendations for policy and best practices to streamline processes, including exception processing and deal-specific SKU selection guidance.
In all cases, the individual in this role will work closely with senior executives in Sales, Product, Marketing, and Finance to craft clearly communicated recommendations and best practice guidance. The ideal candidate will have experience in sales, complex deal management, finance, policy, and negotiations. The candidate must be familiar with Company and business operations.
Responsibilities:
• Lead Cloud Sales compensation exception reviews and provide summary recommendations to senior executives and the revenue operations' exception committee; develop a consistent review process for all such cases;
• Provide pre-sale and post-sale reviews of SELA allocations and develop quarterly reporting for unallocated/other and related crediting;
• Track key multi-cloud product deals with an added focus on Community Cloud ACV implications and forecasting;
• Collaborate with Product leadership and Pricing organization on discount management guidance;
• Develop policies and best practices to address SKU selection, deal structure, discounting, and compensation allocation challenges in Cloud Sales deals across AMER
Required Skills/Experience:
• 8-10 years of work experience in sales with significant exposure to sales teams
• BS/BA required; JD or MBA strongly preferred
• Exceptional problem solving skills: demonstrated ability to structure complex problems, develop solutions, and craft high quality communications and recommendations
• Exceptional communication skills and ability to develop clear, concise written communications and recommendations
• Exceptional collaboration and virtual team building skills with proven ability to work cross-functionally
• Strong executive presence - influencing and communication skills, along with assertiveness, directness, and a "company first" mentality
• Flexibility and ability to adjust on the fly to new demands; sense of urgency
• Software-as- a-Service experience (SaaS) / cloud computing experience; Company product knowledge
• Ability to lead a team or work independently on projects in a fast pace, rapid change environment