Senior Director, Global Sales Operations

Careel Level Summary

• Establishes overall direction and strategic initiatives for the Sales Operations function. Influences sales strategy as a member of the Sales leadership team. Leads through direct and indirect reporting lines

Critical Competencies

• Has primary accountability for the financial performance of a support function, non-core business unit or region
• Develops and executes function, business or region strategy
• Influences the allocation of resources across multiple divisions, regions or sub-functions/functions
• Applies in-depth knowledge of how own area of responsibility integrates with other businesses across the company and how the company differentiates itself from competitors to create competitive advantage.

Key Responsibilities

• Provides strategic and operational direction to maximize sales bookings and meet business unit objectives. Ensures the proper use and level of financial and human resources to meet the goals and objectives. Responsible for attracting, developing, retaining, & engaging a team of world class operations leaders’ necessary to enable the strategy and plan of the sales & marketing teams.
• Business Management: (finance & marketing dependency & collaboration)
• Reporting, analytics and analysis for bookings management including: a. forecasting, b. demand/lead generation, c. pipeline & d. post sales process effectiveness
• Process creation & facilitation for driving weekly/monthly/quarterly business management rhythm for bookings management including: a. forecasting, b. demand generation, c. pipeline & d. post sales process effectiveness
• Design and co-lead quarterly sales business reviews with inside and outside sales teams and cross functional leadership
• Scorecard design and facilitate management including activity tracking
• Insight development leading to action – This is a key element of the business management aspect of the role – What are the “so what’s?” of the data that lead to changes that optimize sales results?
• Develop and maintain key sales metrics – KPIs, activity, productivity vs. benchmarks
• Co-develop and maintain key sales activity, productivity metrics vs. key benchmarks
• Analyze root cause for missing key metrics and KPIs and offer suggestions to improve
• Sales Effectiveness: (finance & legal dependency & collaboration)
• Comprehensive sales productivity development via methodology adoption management including selection, training, mentorship, community management, etc.
• Deal coaching & large deal management process – lead the sales manager, vs. being led
• Commercial terms & proposal support
• Pricing support
• Sales Strategy: (finance & marketing dependency & collaboration)
• Assist the Business Unit in Customer segmentation & buying propensity scoring design
• Assist the Business Unit in sales model, territory design & optimization
• Assist the Business Unit in Resource distribution
• Assist the Business Unit in Sales program design & management
• Manage Rules of Engagement (ROE) development & dispute resolution across Operating Units

Knowledge

• Excellent management skills with the ability to effectively direct sales and field operations in order to maximize revenues and profits.
• Deep knowledge of sales principles and practices.
• Superb time management, communication, decision-making, interpersonal, presentation, 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.

Education

• Bachelor’s degree required, preferably in Finance, Business or a related field.
• High school diploma or equivalent required

Experience

• 15 - 20 years of progressively responsible experience in Business Operations, Sales Operations and/or sales, including a minimum of 5 years of experience setting strategy and direction for sales organizations.