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Vice President, Global Sales Operations
Akamai
Cambridge, MA, United States
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The Vice President of Global Sales Operations will play a critical role in advising and providing execution support of Akamai’s global go-to-market plan. This leader will drive and execute on sales strategy initiatives, provide customer insight, and focus on improving the daily efficiency and effectiveness of the sales organization.
This person will report to the Head of Business Finance and lead a team of professionals whose responsibilities include Global Sales Compensation, Reporting & Analytics, Tools & Enablement, and Strategy & Program Management.
The successful candidate will bring strong knowledge of the selling process in order to bridge requirements across reporting, sales compensation strategy and tools and enablement. S/he will create best practices and processes across reporting, quota setting and management, sales process optimization as well as thought leadership on data science and advanced analytics.
As the VP of Global Sales Operations, you will be responsible for:
• Applying thought leadership and strategic thinking to identify and conceptualize, prioritize and lead cross functional processes focused on improving efficiency and effectiveness of the sales organization.
• Managing the full territory & quota management process, including governance of accounts and territories, sales coverage design and deployment of individual quotas.
• Driving the roadmap for sales enablement technologies, partnering with vendors and corporate IT, and ensuring full adoption of processes and systems. Make the systems, tools and processes easy for sales people to meet our customers’ needs.
• Producing actionable reports and analytics for the sales team – from front line through executive leadership.
• Managing and ensuring the efficacy of our Global Compensation programs.
• Leading a team of globally distributed and diverse process and technical professionals, as well as matrix business partnering organization, to ensure successful results of programs and initiatives.
• Representing sales process in corporate-wide initiatives.
About the Team
The Sales Operations team manages all operational aspects of Akamai's Global Sales organization. These include such activities as revenue and productivity planning, reporting and analyzing key performance metrics, to developing processes within the organization to drive efficiency gains. The Sales Operations team is responsible for both general business management and the business intelligence environment for sales.
Qualifications
Required Education and Experience
Applicants must meet one of the following education and experience requirements:
• 15 years of relevant experience and a Bachelor’s degree or its equivalent or
• 12 years of relevant experience and a Master’s degree or
• 10 years of relevant experience and a PhD
Additional Skills Required
• 10+ years of experience in a Sales Operations leadership role for a fast-growing technology company, preferably in the enterprise software or Internet markets
• 5+ years of experience managing a Salesforce.com CRM system
• 5+ years of experience managing a global sales incentive program
• Demonstrable problem solving and analytic skills; expert level skills in Excel and BI tools.
• A strong business orientation with the ability to “go beyond the numbers” in helping the business units identify and exploit business opportunities for increasing revenue, improving productivity and strengthening operational excellence
• Ability to work across a geographically dispersed organization
• Experience with predictive analytics and data science is preferred. Familiar with systems and tools such as Anaplan, Xactly, Hyperion, Marketo, Wave, OBIEE / Data Warehouse
Required Leadership Skills
• Extensive business acumen and global experience with a sustained record of business aligned strategies and solutions that drive improved business performance.
• Strong planning, operational and analytical skills; proven ability to apply these skills with deft business acumen to complex situations with competing priorities.
• Experience attracting, hiring, retaining, and developing high-performing teams and individuals. A leader that is known for building organizational capability through diverse and deep talent pipelines. A motivating executive capable of instilling excitement and inspiring others.
• Prior experience in change management and success leading transformation and scaling a global organization.
• Highly collaborative team player with the ability to work effectively and drive cross-functional initiatives in a matrixed environment and build successful relationships with various stakeholders.
• Experience successfully interacting, presenting to, and influencing senior leadership.
Akamai Technologies is an Affirmative Action, Equal Opportunity Employer that values the strength that diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, protected veteran status, disability, or other protected group status.