Consulting Practice Manager at TIBCO Software Inc

Job description

Consulting Practice Manager

Location: Sandton, South Africa

The PSG Practice Manager acts as liaison between clients and management for business executions.

You will perform the following:-

• Build positive and productive relationships with clients
• Identify, qualify, develop, and close consulting service engagements
• Explain the TIBCO Consulting Service offering, with a focus on account expansion
• Understand client needs and identify new business opportunities
• Provide client consultations about TIBCO's Professional Service Offering, and make respective presentations for clients
• Quality opportunities and negotiate business contracts and costs with customers
• Develop customized programs to meet client needs and close business
• Build commercial and technical proposals
• Build opportunity revenue models
• Ensure strict adherence to TIBCO’s target margins for consulting services
• Manage the contract signature process
• 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
• Work in compliance with company standards and business guidelines
• Pipeline management & Booking forecast
• Address customer concerns and queries in a timely and accurate manner

Professional Experience

• Your experience will include: 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
• Familiarity with TIBCO products/applications, or TIBCO-like products, their supporting technologies, and their product direction
• Several years of professional B2B software-related sales and/or marketing experience
• May require experience in selling to executive-level (CEO, CTO, CIO, CFO, COO or VP Marketing)
• Experience with Solution Selling
• Ability and willingness to travel about 85% of the time

Sales Skills

• Extensive, relevant experience of selling professional services to executive level in any of the following verticals: energy, financial services, healthcare, government, manufacturing, retail, telecommunications and transportation and logistics
• Demonstrable experience of consulting business development and account management experience
• Active network of C-level contacts among Fortune 500 companies or equivalent
• Ability to manage a complex sales cycle and proven ability to identify, qualify, develop and close opportunities
• Proven ability to manage net new business as well as develop existing business opportunities
• Demonstrable track record of sales over achievement
• Credibility at all levels and evidence of building strong relationships internally and with the customer
• Experience and preference for working in a US sales culture/environment with the associated cyclical pressures
• Structured and rigorous yet able to take risks where necessary – solutions minded
• Fluency in English, both written and spoken.

Educational Background

BA/BSc – Computer Science, Software Engineering or related field

Please note you must have full working rights for the country you are applying for. If on a work permit or visa please make sure the details along with expiry date are included on your application. Applications and CVs MUST be in English.

TIBCO is an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.