Enterprise Development Director

**Role: Enterprise Development Director**

Reporting to: Head of Enterprise Partners & Alliances (Europe)

More than 100 million users around the globe rely on Cloud Software Group (CSG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed, and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight, and collaboration.

**Key responsibilities**:

- Operate as a member of the CE / WE leadership team under Oliver & Mark
- Developing approach and team support for early enhanced discovery and 360 focus on longer term outcomes for strategic customers
- Strategic Customer Reviews - Cadence and coordinating stakeholders and sponsors for in depth account planning and review
- Leveraging ATS framework for richer insights, use case development and customer road map journeys
- Coaching - Techniques for discovery, value creation, goal definition and stakeholder engagement
- Facilitation of Workshops - outcome based workshops driving progression of value and behavioural approach
- Training and Education - Establishing new techniques and ways of learning within the account teams. Aligned with WW Enablement for expansion and scale including the development of Tools, Collateral and Facilitation for replicable workshops and driving outcomes
- Management and Co-ordination of external resources / facilitation and budget
- Sales - Super sub for AE’s. Potential coverage for attrition/large deal management, aligned with other supporting resource teams
- Experience of leading, negotiating and closing large complex software and services deals in the large enterprise accounts, this includes but is not limited to:

- Defining sales strategy and value proposition
- Orchestrating broad virtual teams
- Experience of building joint business/customer success account plans, that deliver mutual value to both vendor and customer
- Experience in delivering sales through a 2-tier channel/distribution model with partners, managing and developing relationships with VARs, System Integrators and ISVs including the development of ecosystems for complex propositions
- High degree of motivation and professionalism with organisational, project management, problem solving skills, leadership, coaching, mentoring, and team building skills.

**Key Competencies and Requirements**:

- 15+ years of demonstrated success in Enterprise Account selling, or Manager/Director roles directly supporting large deal selling, in the technology industry.
- Demonstrated ability to build and maintain strong relationships across all levels of the organization internally and externally, understands how and when to leverage the network.
- Able to provide guidance, coaching and training to employees across Europe Sales.
- Ability to understand customer business drivers with the ability to demonstrate and articulate the value of Cloud Software Group aligned to their priorities.
- Strong communication skills with the ability to actively listen and articulate value.
- Ability to facilitate and lead workshops with diverse teams, including the management of external resources.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination on the basis of age, race, color, gender, sexual orientation, gender identity, ethnicity, national origin, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions, marital status, protected veteran status, and other protected classifications.