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TIBCO Software Senior Deal Desk Manager in Arizona

Senior Deal Desk Manager US-AZ-Home Office

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About Tibco Headquartered in Palo Alto, CA, TIBCO Software enables businesses to reach new heights on their path to digital distinction and innovation. From systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of organizations through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation. Our teams flourish on new ideas and welcome individuals who thrive in transforming challenges into opportunities. From designing and building amazing products to providing excellent service; we encourage and are shaped by bold thinkers, problem-solvers, and self-starters. We are always adapting and providing exciting opportunities for our employees to grow, learn and excel.We value the customers and employees that define who we are; dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, optimistic environment. TIBCO – we are just scratching the surface. Wage Notice Overview

In this critical highly visible role, you will work collaboratively across Sales, Legal, Revenue, Finance, Product, Security, etc. to price, structure, draft and negotiate software deals that adhere to corporate financial objectives, policies and processes. You must be a highly motivated self-starter who thrives in a fast-paced environment as your decisions, and actions, will make an impact on the business.

What You'll Do

  • Own the deal and contract process, including strategic and historical pricing analysis, financial governance, policies and procedures adherence, and revenue recognition

  • Proactively partner with Sales to shape the commercials and license structure to overcome customer objections while ensuring corporate goals are met and desired revenue recognition

  • Understand and apply the technical accounting guidance for revenue recognition (ASC606) to software, subscription and SaaS license arrangements

  • Draft transaction documents and ensure contractual language to ensure transactions comply with legal policies, licensing policies and revenue. Collaborate with, and escalate to, Legal for non-standard terms.

  • Provide guidance throughout the entire quote to contract process in order to ensure proper processing, contract reviews, redlines and feedback

  • Develop and maintain playbooks, policies, best practices repositories, and training materials to drive consistent and efficient best practices

  • Lead and/or support projects and initiatives that improve productivity and simplify doing business internally

  • Assist with sales territory planning, forecasting, pipeline analysis and Salesforce hygiene

  • Travel is a minor component of this role (5%) for occasional travel to sales meetings and participation in team projects and initiatives may be required

    Who You Are

  • 10+ yrs of experience in Sales Operations, Finance, Sales, or a related field

  • You have an analytical mind that can also focus on the big picture to drive change

  • Pride yourself on your negotiation skills Strong aptitude for learning new systems

  • Proficiency in MS Excel

  • Excellent written and verbal communication skills

  • Self-starter with the ability to work independently in fast-paced, dynamic work environment

  • Comfortable reading and working with contracts

  • Working knowledge of revenue accounting concepts, CPQ experience preferred

  • Bachelor’s Degree in Accounting, Finance or Business preferred

Location of Position:US Remote-Home Office

Compensation Information:$120k-$140k base salary dependent on candidate experience and location

Benefits Information:

TIBCO is an equal opportunity employer. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact TIBCO Software at for assistance. “Applicant Accommodation” should be included in the subject line of the email.