VP Global Sales Enablement & Strategy

Job Description

PRIMARY RESPONSIBILITY: Provides strategic and operational direction to the organization’s sales operations functions to maximize sales revenues and meet corporate objectives. Expected to manage and define the overall strategy and operations for a best-in-class sales team and support superior execution. This is a regional leader with select global responsibility to drive global alignment and scale (collaborative model across regions). Assists in the optimization of sales structure – enabling continued scale and success as a market leader. Responsible for building market and competitive intelligence capabilities along with enablement strategies for evolving go-to-market skills. Serves as a key collaboration source between sales and: finance, marketing, account management, legal, Product, HR, & IT. Ensures that sales goals and forecasts are consistent with the long-range company strategic objectives.

• KNOWLEDGE/SKILLS/ABILITY: Excellent management skills with thorough knowledge of all areas of business operations. Thorough knowledge of strategic and operational planning. Excellent time management, communication both oral and written, decision-making, presentation, human relations, and organizational skills. Proven ability to develop, lead, and motivate high performing teams and inspire team confidence and respect: mentoring, coaching, collaborating, providing clear expectations, training, guidance, career growth opportunities, and conflict resolution. Unquestionable ethics and integrity and the ability to set the tone from the top and demonstrate the highest level of integrity, authenticity and transparency. Proven ability in providing leadership and strategy for channel management and alliance relationships. Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and tes t alternative approaches to strategy that yield superior performance. Highly entrepreneurial and able to operate independently with minimum supervision. Ability to introduce innovative performance metrics and improvement programs. Ability to implement structured processes in a way that enables the company to continue to scale in a disciplined and effective manner. Proven record of dynamic team leadership, motivational skills and people development; the ability to attract, develop and retain top talent and to inspire people to deliver their best. Track record of building high performance teams and aggressively managing talent density.
• JOB COMPLEXITY: Develops strategic plans to ensure successful implementation of action plans and objectives where analysis of situations or data requires an in-depth knowledge of the company, competitive environment, technology and economic or social implications of organization activities. Participates in development of corporate methods, techniques and evaluation criteria for projects, programs, and people. Approves budgets and schedules to meet corporate requirements. Serves as a member of the senior management team to set strategic direction of the organization. Contributes to strategic initiatives at the highest level specific to area of responsibility. Works within broad Corporate objectives to define functional goals. Manages and mentors a direct team across Channels, Sales Alliances, Business Operations, and Sales Enablement (Training & Tools, Sales Programs, Sales Compensation, Sales Analytics). Drives sales transformation programs and architects modernized go-to-market models, leveraging field, inside, channel, alliance and online. Develop and manage sales compensation plans as well as an expertise in contract review and negotiations. Commits to customer success; demonstrated strong customer - facing skills and a high level of interest in customer engagement; focused not only on making a sale, but also on post-sale success.
• CAPABILITIES:
• Strategy and Planning
• Planning process
• Market/Competitive Intelligence
• Regional GTM strategies
• Market segmentation
• Customer segmentation, organizational coverage models
• Budget planning
• Operations interlock with Business Groups and product porftolioCreate and maintain the sales planning process
• Business Visibility/Analytics Excellence: Point of View
• Forecasting/pipeline cadence and discipline – weekly/monthly/quarterly
• Forward looking business visibility (P&L business metrics)
• Global alignment of reporting, high level KPIs, bookings definitions
• Creating predictive and prescriptive business analytics
• Regional KPI dashboard
• Regional forecasts and financial metrics
• Business rigor and insights
• Regional points of view published and shared
• Sales Operations
• Bookings management
• Channel operations
• Product rollouts, pricing
• Cost of sales
• Opportunity Management
• Sales force discipline – CRM
• Pipeline process rigor
• Account planning/Customer disciplines tools
• Customer Engagement and sales process
• Customer engagement methodology (consultative engagement model) global alignment**
• Sales process stages (global alignment)
• Dynamic resourcing model
• Executive sponsor program
• Role productivity, definition and evolution
• Compensation and Rewards
• Sales compensation structure (global alignment)
• Additional rewards structure
• Rackstar incentive trip
• Quota distributions/management
• Enablement
• Training content, global programs (global alignment)
• Regional training strategy and execution
• Training tools
• Role competencies/behaviors
• Competency training
• Internal Communications
• Regional internal communications strategies
• Annual sales meeting
• Customer Operations
• RFP process/management
• SUPERVISION: Directs and controls the activities of the sales operations functional area through multiple levels of management within the company. Has overall control of planning, staffing, budgeting, managing expense priorities, and approving changes to methods and practices.Manages a team of directors and/or high-level individual contributors. Manages primarily through a team of second-level managers. Influences sales strategy as a member of the Sales leadership team.
• EXPERIENCE/EDUCATION: High school diploma or equivalent required. Bachelor’s degree in Sales, Marketing, or a related field required. Masters degree in Business Administration, Sales, Marketing, or a related field strongly preferred. Technology industry experience, a plus, especially with a high growth publicly traded company. Should have 20+ years of professional experience, coupled with a successful track record of leading and managing sales teams within a well-regarded and branded technology company(s), and a natural orientation to focus on the challenges and problem solving. Additionally, should have a proven track record of success in providing strategic guidance and operational oversight in Sales Strategy and Operations within a technology sales environment. Proven experience managing a best-in-class, globally complex sales strategy and operations function supporting global expansion, standardization, and aggressive revenue growth.
• PHYSICAL DEMANDS: General office environment. Moderate levels of stress may occur at times. May require long periods sitting and viewing a computer monitor. No special physical demands required. Schedule flexibility to include working a weekend day regularly and holidays as required by the business for 24/7 operations. Occasional domestic travel, less than 25%.
• POLICY COMPLIANCE: Responsible for adhering to company security policies and procedures and any other relevant policies and standards as directed.