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Director Services Sales West

Palo Alto, CA, USA | Tableau Software

  • Industry:
    Computer Software / Computer Games
  • Position Type:
    Full-Time
  • Functions:
    General Management
    Sales
  • Experience:
    10-12 years
Job Description:
62 people have viewed this job

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+ 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 in customer-facing positions as a professional services sales professional, with a software company’s consulting organization.BS// , 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!


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