For this role, we are looking for a Senior Sales Excellence manager to drive the Transformation in partnership with the Business as follows
STU organization : Transformation of Specialist and Technical Sales teams towards a core sales engine for the CEE Enterprise group:
- Increase quality and effectiveness of business management resulting in higher predictability and overall productivity of the CEE Enterprise specialist and technical sales force
- Accelerate the transition of managing the business purely from a billed revenue perspective to a more balanced approach taking into account consumption, MAL penetration, usage, etc.
- Work in partnership with the CEE Business Leadership Team to develop a holistic business management rhythm covering all Enterprise accountabilities inclusive of scorecard metrics, Cloud aspirations, TLIs.
- Support the STU in their FastStart, general ROB, and Priority Planning processes.
ATS Organisation : make consumption and usage the new currency :
- Support on fast start when it comes to ATS components and on an ongoing basis the connection with marketing/ market intelligence to drive insights and outcomes
- Driving quality review of Customer Success plans both on quarterly basis and in the case of discount request as well.
- Leverage One Enterprise synergy on consumption in partnership with Services
- Driving ATS ROB and support on insights, outlook and estimates
- Support the ATS in their FastStart, general ROB, and Priority Planning processes
The Sales Excellence Manager is a change agent, operationalizing company strategy, leading behavior and culture change and landing seller role accountabilities as defined in Sales Leader Transformation and One Enterprise.
Success is depending on running a rigorous and disciplined business, constantly extrapolating business insights that accelerate segment priorities, optimize operational processes, increases seller productivity and capability, coaching to drive impact growth, revenue and share.
This strategic role will be reporting into the CEE EPG Area Sales Excellence & Licensing team and work primarily with the STU and ATS Leaders in Area and across all CEE countries.
Responsibilities
While ensuring operational excellence driving business enablement, strategy and transformation:
Operational Excellence
- Manages Budget Cascade (Consumption/Products)
- Manages Quota Process and Cascade (Products/Consumption)
- Orchestrates and Manages the STU-ATS ROB
- Drives pipeline standards and hygiene a set in Sales Leader Transformation
- Manages the forecast process for STU/Consumption to the CEE Area SLT/EMEA/MSI/Corp EPG
Business Enablement
- Maximizes Budget investments and resource allocations, lands blueprint
- Advisor to sales leaders in understanding compensation and quota allocations for STU-ATS
- Leads, drives and monitors STU growth and recovery planning
- Operationalizes strategy by mainstreaming Consumption in to the ROB, driving quality
- Coaches and reviews on account/partner/Customer Success Plans
- Leverages TLI’s, and other business insights to identify COE and growth opportunities
- Coaches on cross-sell/upsell opportunities, growth & recovery
- Engages with Sales teams, Customers and/or partners to accelerate deals, share operational practices and improve overall pipeline health
- Leverage Sales and Services alignment as strategic lever as set in One Enterprise
Strategy and Transformation
- Strategize and support design, requirements and landing of WW processes and tools supporting STU/ATS business in partnership with M&O
- Derive Business Insights from corporate assets to give Segment Leadership insight of trends, challenges, opportunities in the business beyond line of sight to set future direction
- Strategize and execute the Sales Leader Transformation change program
Competencies required
Core Competencies: Organizational Leadership, Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership
Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity, Value Selling, Analytical Problem Solving
Experience: 10+ years of relevant experience in: Change management, Business Transformation – Business Management/ Planning, Operations and reporting
Education: Bachelor, MBA/Masters a plus with focus on economics, finance, organizational management, business management
Professional Training: Six Sigma training/certification, Project Management, Coaching