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Director, Services Sales

Company: Tableau Software
Location: Palo Alto
Posted on: September 15, 2019

Job Description:

What you'll be doing...

As Director, Services Sales West you'll be accountable for the management and growth of Tableau's services business by working closely with the license sales team, technical sales team and clients to scope and sign services engagements in the Western region. You'll be the primary point-of-contact representing Tableau's Professional Services organization and will be measured against attainment of personal services quota and a team services quota. In addition, the Director will have responsibility for leading a regional team of services sellers (including formal HR responsibilities) - and providing executive oversight in achievement of team goals, employee development, issue escalation, negotiations, contracting, etc.

The Director will have an emphasis placed on supporting more strategic accounts, larger software deals / larger services opportunities, larger quotas, and will have a significant role in planning & strategy supporting their peer on the license sales team. Candidate should demonstrate the use of consultative sales techniques to develop and broaden sales opportunities throughout the territory. Tableau Services is rapidly growing; thus, it is critical that candidates are self-motivated and highly organized to be successful.

Some of the things you'll be doing include---


  • Ownership of services opportunities through all stages of the sales cycle - with an emphasis on more strategic opportunities with enterprise clients
  • Ensure achievement of signings targets of the practice - including the quota of the team
  • Interlock with Enterprise license sales teams to support opportunities and drive "attachment" of consultancy and/or education to deals
  • Development & maintenance of the services pipeline
  • Coaching / mentoring team on best practices in development of a practice
  • Providing accurate weekly services signings forecasts and develop 'accelerate & close' plans
  • Drive the services pre-sales process with license sales leadership to understand customer business and technical objectives and product requirements to build client relationships, scope opportunities, and deliver effective solutions
  • Create & deliver client-facing services presentations / Statements of Work including scope, level of effort estimates, and schedules
  • Contribute to RFI's / RFP's which require services-related content
  • Develop relationships with Business Partners to "co-sell" a blended delivery model where appropriate
  • Ensure smooth transition from the sales phase to the delivery phase
  • Maintain and project a solid understanding of all Tableau product lines and corporate messaging

    Who you are---

    • Salesperson. 10+ years of relevant Sales experience, preferably in a Software company.
    • Leader. Exceptional leadership skills: a strong recruiter and motivator of people. Experience in formal HR management processes and formal team management.
    • Experienced. 10 or more years in customer-facing positions as a professional services sales professional, with a software company's consulting organization. BS/MS/MBA degree, with a technical or business focus preferred.
    • Strong presentation skills. You love the idea of sharing the Tableau story and how clients can drive 'outcomes' with Tableau.
    • Excellent communicator. You know what to say and more importantly, how to say it.
    • Entrepreneurial. You understand how to build and grow a successful business. You understand the subtle distinction between accountability and responsibility.
    • You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

      #LI-EB1

      Tableau Software is an Equal Opportunity Employer.

      Tableau Software is a company on a mission. We help people see and understand their data. After a highly successful IPO in 2013, Tableau has become a market-defining company in the business intelligence industry. Our culture is casual and high-energy. We are passionate about our product and our mission and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world!

Keywords: Tableau Software, San Francisco , Director, Services Sales, Sales , Palo Alto, California

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