Director

• You will be the right hand of the General Manager
• Ensure the business runs with discipline and every forecast is defended with evidence
• Support forecasting end-to-end and partner deeply with Marketing and Sales leadership
• Ensure clarity, data, and process for the GM to make well-grounded decisions
• Act as the operational backbone of the commercial team supporting processes for deals
• Partner with the VP of Sales to embed commercial discipline across the Sales organization
• Serve as an active partner to the new VP of Sales during their onboarding and ramp
• Design and maintain the commercial reporting framework for the GM

Commercial Director, Adaptive ERP

Risk

• Own and run the pricing approval process for all changes to existing pricing and new pricing requests.
• Lead the pricing committee, including agenda management, meeting facilitation, tracking of open items, decisions and future actions.
• Serve as the process authority ensuring all pricing requests move through a consistent, documented approval workflow.
• Evaluate the financial merit of pricing proposals, including margin analysis, discount depth, deal structure, and revenue impact.
• Develop and maintain standardized economic models to assess pricing requests consistently across deal types (new logo, renewal, expansion, co-term, multi-year).
• Provide a formal approval or rejection recommendation to the pricing committee with supporting financial rationale.
• Upon pricing approval, execute all necessary system updates in the master price list and CPQ platform with accuracy and timeliness.
• Maintain and update pricing documentation, rate cards, and policy guides for use by the Sales organization.
• Partner with Sales Enablement and Product Management to ensure pricing materials reflect current approved structures and are readily accessible.

Principal Analyst, Pricing Governance – Operations

Manager

• Build and execute a multi-region GTM plan with TCS & other Global System Integrators (GSIs)
• Proactively "hunt" for new logo opportunities within the GSI ecosystem
• Own the commercial engagement and deal progression for partner-led opportunities
• Develop Tiered account plans for key GSI-led accounts, including whitespace analysis and joint action plans
• Coordinate internal resources to support complex partner-led deals
• Maintain and foster executive relationships at GSI, deliver accurate pipeline forecasting and execute Quarterly Business Reviews (QBRs) with partners and executives

Senior Channel Manager, Global Sales

Sales

• Own end-to-end sales cycle from prospecting to closure for QAD’s ERP software solutions and other offerings.
• This includes recruiting, developing, planning, co-selling with Partners to scale in the region.
• Drive initial client engagement independently, leading first prospect meetings, uncovering pain points, and establishing business cases.
• Target and pursue net new customers and new leads within existing active customers to expand market share.
• Qualify opportunities based on commercial fit upfront (e.g., ICP).
• Request resources after commercial qualifications, following standardized processes (e.g., fill out templated SE request form to be approved by SSEM / deal team).
• Develop and maintain account plan for Tiered accounts, including strategic objectives, pipeline / whitespace analysis, persona mapping, action plan, etc.
• Collaborate with CSM on account strategy through a regular cadence of touchpoints (e.g., monthly joint account planning for Tier 1 accounts).
• Own commercial engagement for complex renewals (e.g., multi-year, multi-region, strategic at-risk accounts).
• Manage and foster relationships with executive sponsors and key stakeholders.
• Maintain pipeline health, forecasting accuracy, and deal hygiene in CRM.
• Actively capture sales success stories (e.g., wins, competitive takeouts, migration deals) and provide input into pitches and business value narratives to marketing/enablement.
• Own internal cadence and governance of "pod" structure (e.g., with CSM, SSEM, Services PM), ensuring timely and consistent handoffs across the customer journey.

Channel Sales Manager

Support Engineer

• Serve as the primary Tier 2 escalation point and operational leader for FTZ software support division
• Intercept, triage, and resolve complex compliance tickets, drastically reducing unnecessary escalations to Core Engineering
• Translate U.S. Customs and Border Protection (CBP) response codes into actionable data fixes for customers
• Manage, mentor, and train a globally distributed team of frontline FTZ Support Agents
• Act as the operational safeguard for ITAR, EAR, and "U.S. Persons Only" contract riders
• Enforce strict routing protocols for sensitive U.S. Customs data
• Partner closely with FTZ Product and Engineering leadership as the internal SME
• Serve as the senior technical and operational point of contact for high-ARR enterprise accounts

Commercial Director, Adaptive ERP

Principal Analyst, Pricing Governance – Operations

Senior Channel Manager, Global Sales

Channel Sales Manager

FTZ Support Engineer – Team Lead