Sr Director, Field Sales Strategy

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About the Team

The Sales Strategy and Operations team is responsible for improving the effectiveness ($/HC) and efficiency (% attainment) of the field sales team.

About the Role

About the Role

In this role, you will be acting as COO for the South Europe region and responsible for Sales Planning, Go-To-Market design, Demand Management, Opportunity Management process, Sales Forecast process and supervising business performance. Your primary purpose is to support the sales team to achieve sustainable growth and capture market share across the region.

Working closely with the GVP Sales for South Europe, the key responsibilities will be for delivering insights, early warning and solutions based on best practices and business acumen. Sales Operations supports strategic and operational decision-making at this fast-growing technology company.

Success in the role requires a team player approach, ability to work across organisations with disparate needs, creativity and original thinking to proactively identify new and different approaches to analysing data, to synthesise multiple information sources to generate fresh strategic insights.

Insights into market dynamics, buying behaviours, sales execution, pipeline management and competitive trends are key to create and execute action plans to impact the key growth initiatives in the region.

Key Areas of Responsibility: 

• Go to market planning / Operational Plans – Market potential assessment, design and implementation of sales coverage model, productivity targets, quota credit and compensation rules, territory definition and account assignments

• Drive and support transformation and change activities in programs/ projects across the regions

• Active monitoring of the relevant KPIs and preparation of relevant analysis to support senior management decision making

• Pipeline development and monitoring, identification of gaps & assessment of pipeline building programs

• Coordination of Demand generation activities across the regions. Working with different stakeholders (Marketing, Value Management, CSD, Sales, Alliances) drive the Regional Demand Generation plans to optimise pipeline impact and coverage. Integration of those plans and coordination through the Demand Generation boards

• Preparation of presentations and management documents for the Senior Leadership team, including preparing and presenting at quarterly business reviews

• Support the yearly Budgeting and Planning process

• Creating strategic plans to expand the presence in the region and supporting key business development opportunities

• Mentoring and developing of team members as well as bringing the team together to offer a consistent approach to key stakeholders

• Ensure consistency of performance:  ensure focus on hiring, planning, pipeline generation, opportunity management best practices, management best practices, etc to drive consistent performance against targets

• Leveraging of Internal Resources:  having a view across all supporting teams, identify areas to improve performance via utilisation of internal teams, programs, platforms, or initiatives

• Communication:  be the conduit from corporate / global functional teams into the sales organisation, as well as be able to communicate the Sales POV back into these global / corporate teams, offering the critical priorities and areas of focus

• Surrogate:  Act as surrogate when Sales Leaders are unavailable to attend calls, provide forecasts, deliver QBRs, etc.

• Execute:  define and execute the sales cadence to deliver the insights, forecasts, and outcomes of the business.  Drive execution of launched sales plays, programs and initiatives, focusin