Vice President of Federal Sales

TIBCO Software Inc
Falls Church, VA
Mar 14, 2018
Mar 15, 2018
Full Time
About Tibco Headquartered in Palo Alto, Calif., TIBCO Software empowers businesses to their digital destinations by interconnecting everything in real time and providing augmented intelligence for everyone, from business users to data scientists. With more than 10,000 customers, 3500 employees located in over 30 countries, TIBCO has retained the speed and agility of a start-up. We value and encourage new ideas, direct communication, out-of-the-box thinking, risk-taking and creative problem solving. We're looking for people who want to make a difference doing a job they love - dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, new-idea-driven environment. We value hard work and provide new opportunities to grow, learn, and excel.Reporting to the Vice President of the East Region, the Vice President (VP) of Federal Sales will be responsible for managing the team and growing the overall bookings in the US Federal business. The VP will manage and grow the resources and processes necessary to achieve the bookings goals. The VP is expected to be entrepreneurial, being able to understand Federal business opportunities in the target market segments. While s/he will have full support of the TIBCO Head Office, the ideal candidate is creative enough to identify and assess unique business opportunities within the local markets, offering commercial terms consistent with corporate policy and negotiate the contracts from a business perspective. S/he has a firm understanding of Federal business, enterprise level, mission critical software and solutions sales cycles. This is a lead from the front position. The VP is expected to be hands-on and lead by example, challenging the employees to go beyond normal expectations of the customers and partners. S/he will become a leadership role model for not only his direct reports but all individual performers, such as Sales Executives and Professional Services Consulting Managers, * Identify and qualify appropriate sales opportunities, drive key customer relationships and lead negotiations where applicable, applying TIBCO's standard sales methodology. * Aggressively maintain/develop customer relationships by presenting appropriate solutions, and functioning as a key contact with senior executives in client organizations. * Drive strategic relationships with partners and channel sales. Expand relationships with existing partners and develop new ones as needed. * Ensure partners deliver high-quality services and other programs to meet annual goals Keep abreast of current trends, economic conditions and growth opportunities as well as monitor and advise company management of competitive activities in the region. * Train and develop a highly skilled and motivated local team, improve their bandwidth, and to imbue the workforce with a strong and spirited healthy culture in order to increase effectiveness and drive for desired performance. * Evaluate TIBCO solutions in the Federal market, and be the champion to make strategic recommendations for improvements like acquisitions, product development, or partnerships. * Meet and exceed target bookings,, profit, and cash goals by leveraging resources from functional organizations.* Successful track record in US Federal Government enterprise software sales, ideally with emphasis on infrastructure, middleware, or analytics. Consistent and proven track record of over achievement. * Strategic thinker capable of leading sales efforts across all functional areas of the enterprise. * Able to establish and maintain Executive relationships with customer key decision makers and thought leaders. * Management skills that include strategy and tactical planning/execution, territory decisions, pricing/proposing, negotiating, and more. * You function as a member of the executive team, making valuable contributions to the overall go to market and sales strategy of the company. * Minimum 10 years plus experience in a similar role.