The Director of Finance, Americas Field Controller is a senior level position reporting into the Vice President of Finance, Americas and will operate as a business partner to the Vice President, Americas Enterprise Select Sales (“Segment Leader”). This role will be responsible for all financial planning and support of the business and will actively participate in deal structuring and sales forecasting. This role requires the ability to think outside of the box and to explore new business and financial models.
Principal Responsibilities
Decision Support
• Primary business partner to the Segment Leader, helping to define the segment’s financial operating priorities and providing the business analytics and insight to drive license growth.
• Participate as a member of the Segment’s management team in defining the financial framework for operational strategy and priorities; participating in business reviews.
• Own the financial planning effort for the Segment, which will involve the integration of many of the operating and performance metrics of the Field areas into financial targets and measurement of progress against Segment objectives.
• Develop innovative analyses that point to trends that shape the future changes in go-to-market and/or field model.
• Review of the commission expense and forward looking financial impact analysis of comp plan or GTM changes.
• Lead the effort to develop business case and ROI analysis to support investment in new initiatives: capital, business model shifts.
• Work closely with the Sales Operations team to assess sales performance.
• Communicate key financial information to the senior field leadership team.
• Responsible for license and multi-year maintenance models; services model (consulting; education; training).
• Provide visibility to the P&L performance for the Segment; analyze trends and key metrics to identify risks and mitigate surprises.
Deal Support
• Proactively engage with Sales, Legal, Revenue and Deal Desk to structure deals that drive license growth and adoption of emerging products while ensuring compliance with Legal, Pricing and Revenue guidelines.
• Assess the economic value, commercial terms, and business justification that supports all components of the deal structure
• Approve quotes based on the approval matrix.
Financial Planning & Analysis
• In partnership with Sales leadership, accountable for the segment’s quarterly sales forecasts, ensuring that they accurately reflect up-to-date business conditions.
• Drive the coordination and distribution of financial planning and financial results with appropriate references to the underlying operating drivers.
• Drive business controls (e.g. support SOX compliance).
• Drive economic business models.
Qualifications
• The ideal candidate will have strong leadership and finance/business partnering skills with an ideal profile of having supported large and medium sized field sales, channel and partner organizations as a senior finance partner
• Ideally, the candidate will have a combination of large (multi-billion) and small to medium sized company experience with a broad perspective of best practices and cultural comfort. Industry Preferences: Software, Systems and/or Cloud Services.
• Significant experience with financial and business planning processes including forecasts, budgets and flash processes.
• Experience as the leader of, or business partner to, the accounting function with knowledge in the area of financial reporting, software revenue recognition and accounting information tools.
• Excellent business acumen, solid understanding of key sales/field productivity metrics and strong analytical skills.
• Strong written and verbal communication skills, as well as the ability to provide and communicate executive level presentations.
Personal Characteristics
• Strategic and analytical thinker while being hands on for the financial work
• Earns respect through existing domain knowledge, passion and decisive action
• Customer centric; excellent interpersonal skills and ability to interact with field organization
• Ability to work cooperatively with all levels of management
• Ethical beyond question – inspires trust
• Recognizes and develops talent – enjoys mentoring
• Strong and confident presence – solid presenter
• Continuous learner, conceptual and creative catalyst for change
• Outstanding verbal communication skills – influential and motivational
• Strong hands on ability to use Excel and other reporting tools
• Ability and desire to optimize business processes and use of information systems
• Goal/results oriented team player
Education
Bachelor’s degree required. MBA and/or CPA degree strongly preferred
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