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The Director of Sales Operations & Planning, Industry Solutions is responsible for driving the overall go to market strategy for Company. This includes building plans and programs that will drive business in new markets and new customer segments that leverage our channels and existing and emerging strategic partnerships. The role is integrally involved in all aspects of building the strategies, defining the supporting sales and compensation models as well as identifying any other programs that will be critical to realizing success. This individual must be very strong at working cross functionally at all levels of the organization.
Partners with sales leadership to set sales and partner strategies, focus investment and growth for the business. Includes internal and external research and analytics for data driven decision making.
Oversees, implements, and manages sales planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning and budgeting approaches used by the sales organization. Ensures planning and budgeting efforts are appropriately integrated with other planning processes employed within the business.
Supports and evaluates high-impact strategic projects.
Thought leadership, business analysis and real-time execution on mission-critical initiatives as part of the sales leadership team.
Proactively drives the Sales Business Plan framework and its individual key components - coverage model, compensation strategy, go-to-market framework – through the various early and quarterly planning cycles.
Aligns the go to market strategy with the company’s Strategic Imperatives.
Ensures market analysis, capacity analysis, customer segmentation and predictive analytics reports and other internal intelligence is provided to the sales organization.
Oversees compensation design, quota setting and execution.
Constant, clear communication of objectives, status and results to all stakeholders.
Drive alignment across departments and shared functions to implement the sales and partner go to market strategy nationally.
Partner with European sales leadership to align reporting and compensation strategies.
Balances strategy with operations to insure that models can be effectively implemented.
Manage all planning related operations, including the development of scorecards to monitor key processes.
Drive the GTM Planning process, working in close co-operation with Marketing, Product Management, Services, Finance and Sales leadership.
10+ years of experience at senior management level, driving sales, partner, and/or marketing strategies for SAAS technology organizations (SMB preferred)
Management and sales strategy expertise working with senior executives
Solid analytical skills
Strong expertise in Excel (Pivot Tables, VLookup)
Must be able to multi-task and prioritize workload
Bachelor’s Degree in Business or Finance preferred, MBA a plus
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