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April

Senior Manager, Business Development

Tableau Software - Sydney, NSW

Sales
Source: uWorkin

JOB DESCRIPTION

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category Products and Technology

Job Details

Job Category: Sales

Job Title: Senior Manager, Business Development- Tableau Data & Server Management

Please note: This role is a regional leadership role and can be located in Australia, Singapore or Japan

Department Description:

Our Strategic and Emerging Business Unit is focused on accelerating the growth of DM/SM products by championing the voice of our customers internally and improving existing processes, tools, and pricing to help our sellers. Additionally, our team provides a feedback loop directly from our customers and partners to the Product Team and vice versa.

What you’ll be doing…

The Senior Manager, Business Development, Server Add-on Product Sales acts as the Sales leader responsible at a Theater (APAC) level for the sales performance of Tableau’s Data Management and Server Management products. Reporting to the WW Director for Data and Server Management. This person will partner closely with Product Management (Dev), Product Marketing, Partners, Customer Consulting, Theater Readiness, and Senior Sales Leadership. The role is pivotal in ensuring Tableau achieves its ambitious growth targets and fuel the growth of these emerging businesses at Tableau.

The ideal candidate understands how to establish and run a predictable weekly/monthly/quarterly Rhythm of the Business to assess performance against defined goals and KPIs (e.g., pipeline coverage, ACV bookings, close rates, attach rates.). This is a fast-paced environment with complex business issues that are not always clearly defined, and the path to a solution often involves additional challenges and competing priorities. The right candidate will need to be able to ruthlessly prioritize in order to ensure that their work is focused on the highest impact outcomes for this business. He/ she possesses solid business acumen, is a self-starter, and is comfortable navigating ambiguity. He/ she will be working directly with executive level profiles and will need to be equally inclusive as they are outcome focused in order to support decision making and momentum.

This role will be closely connected with APAC Sales Ops, field Sales leaders, managers, and sellers to evangelize the value proposition of our add-on products to customers, communicate the “What’s in it for me?” for sellers, and teach others how to sell these products.

Some of the things you’ll be doing include:

Own the pipeline health (coverage, velocity, close rates) and Theater forecast for Data Management (DM) and Server Management (SM) products. Work with Sales BI team to create and distribute dashboards and standard reports as needed to track overall business performance.

Regularly conduct win/loss analyses of key deals (in partnership with field sales) and report back findings and insights to DM/SM executive sponsors and steering committees

Provide recommendations on sales blockers and necessary improvements to sales strategy, sales/coverage model, incentives, and sales process.

Ensure top ~50 strategic deals integrated into corresponding account plans, and partner with Theater Sales Operations to ensure DM/SM discovery integrated into account review process, and DM/SM attach integrated into weekly pipeline/forecast review process for key deals.

Work closely with Customer Consulting “Champions” in the field to identify key readiness requirements, ensure proper focus/attention on Theater sales teams (Direct and Partner) on pipeline of high-potential sales opportunities, and escalate as needed to Theater and WW Sales leaders if momentum stalls.

Share field seller capability-building requirements with Theater Readiness team, and deliver training as required (e.g., recording podcasts, delivering webcasts, leading in-person workshops in local sales offices)

Who you are…

A True Team Player. You're a leader and you know that to get the best results, you also have to be a great team player.

Domain. Superior analytical skills. Advanced MS Excel skills. Experience using Salesforce.com. Explorer-level knowledge of Tableau. Familiarity with Data Management and Server Management product functionality, customer value propositions and competitive positioning.

Experienced. 6+ years of experience in Sales or Sales Management. Bachelor’s Degree in Business Administration or related field.

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!

Tableau will operate independently under the Tableau brand, driving forward a continued focus on our mission, our customers and our Tableau Community. The acquisition closed on August 1, 2019, and Tableau is a wholly-owned subsidiary of salesforce.com, inc.

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Tableau Software