Manager - Americas Training (Sales & Delivery)
Novell - Provo, UT

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The Manager - Americas Training is responsible for driving the Americas Training business and managing all business aspects, including forecasting of bookings and recognized revenue. Full, detailed knowledge of all deals must be understood by the incumbent. He/she will maintain close working relationships with the Sales Directors for NetIQ, Novell & SUSE in Americas and will also maintain strong working relationships the Partner teams.

Key Responsibilities:
Drive new training business in Americas. Identify new training opportunities by working with Sales, Pre-Sales and the Partner organization across all 3 business units. Qualify and win project opportunities by preparing proposals, negotiating pricing and scheduling resources, using internal and Partner resources. Market and sell key training events around corporate or partner functions. Achieve training revenue & targets.

Strategy. Gain clear understanding of Global Services business goals and strategy and the break down into services and business units within Americas. Also clear understanding of NetIQ, Novell & SUSE business strategy. Provide input to the Services' strategy in Americas to assist with the development of a business model that is in line with customer and partner needs.

Representing Training Services. Establish strong working relationships with Sales teams, Partner teams, Services' Management and the rest of Global Services. Coordinate all training activities with Americas Services Leadership. Ensure that training is an integrated part of the Americas Services Strategy. Participation in Americas PS Management Meetings. Act as escalation manager for all Training items in Americas where required. Provide input to Services' management on continuous improvement ideas and proposals.

Customer Satisfaction. Listen and act on customer, sales and partner feedback to achieve maximum customer satisfaction.

Performance Expectations:
Responsible for driving the Americas Training Quota - work within the region and globally to stabilize and grow the Americas training bookings and recognized numbers

Work directly with Sales, Sales Directors, Managers, and Tele Teams to generate demand for customer training

Work directly with Corporate Training organization to ensure training content addresses customer and market requirements.

Drive training services booking and within the Americas region and ensure that training is considered for all large renewals and new license sales

Submission of bi-weekly forecasting information on time and ensure that training sales information is included in Americas forecast conversations

Ensure that Services leadership has visibility into the training deals in the region and that training sales opportunities and information is coordinated with the SSEs

Interface with Services Sales Execs - drive training as part of their quota responsibilities

Interface with Technical Support Leads - drive training as part of the Technical support process

Interface with the Service Account Managers - Drive training recommendations as part of the Service Account Management process

Identify promotional needs, training marketing needs for each BU (i.e. internal/external collateral, websites, etc.) to drive training as an integral part of the Americas sales efforts

Visit customers on a quarterly basis to stay informed of customer issues and challenges

Required Education/Experience:
Bachelor's Degree in Business and/or equivalent business experience.

3+ years management experience

8+ years experience in a professional services & sales environment

Able to influence both internal and external stakeholders

Sound business acumen; ability to embrace and champion change

Excellent communication skills, both written and oral

Strong track record in driving projects to a successful conclusion (customer satisfaction, scope, budget, financial)

Ability to inspire, energize and motivate team members; strong leadership skills required

Sound business acumen with the ability to drive and lead team to next level; ability to embrace and lead change; track record in driving transformational change

Ability to quickly learn new technical concepts, markets, and customer needs

Comfortable with operating in a matrixed and team environment

Is capable of making and keeping commitments to a variety of requesters - from clients to internal groups within the company; ; the ability to accept tasks and balance the needs to multiple constituents

Can lead matrix and remote resources effectively, addressing the communication and collaboration challenges of resources working across multiple time zones and/or working virtually from a home office

Previous experience of working for a Software vendor

Experience of training business, services sales and services management

The area of responsibility covers whole Americas

Be willing to maintain a strong network within the Americas business across all 3 business units

Must be an advocate of the overall training business and be willing to take tough business decisions when required

Start date for this role expected to be April 1, 2013

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