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Senior Director, Sales Operations

Palo Alto, CA, USA | VMware

  • Industry:
    Computer Software / Computer Games
  • Position Type:
  • Functions:
    General Management
  • Experience:
    10-12 years
Job Description:
94 people have viewed this job

The Sr. Director, Americas Sales Operations will be responsible for driving and optimizing the performance of the Americas Sales organization.This high impact operational leadership role will be responsible for analyzing and reporting on sales productivity as well as driving key strategic and operational initiatives to improve sales effectiveness and efficiency across multiple sales channels.

Successful candidates will apply advanced analytical and problem solving skills to drive the desired behaviors in our sales leaders and individual sales contributors to leverage best practices and improve performance. The Sr. Director will build a high performing team, with a continuous improvement mindset, agile and collaborative execution.

This position will partner with sales leaders, worldwide sales operations, product management and other support functions to provide and receive feedback on what is working and what needs to be changed. Successful candidates will be able to take the feedback and turn it into actionable projects and programs to increase sales effectiveness and results.

Primary Responsibilities

Analyze the performance of the sales organization throughout the sales process to identify areas of concern and best practices. Use this analysis to provide feedback and areas of focus to improve performance

Develop key metrics to be communicated across the sales organization and to leadership that provide insights into the sales planning, process and effectiveness of the sales organization

Create, maintain, drive adoption of a sales KPI dashboard that quickly and easily shows the performance of the sales organization.

Manage sales analytics and providing detailed and accurate sales metrics to measure effectiveness of the sales team and ROI of new sales initiatives

Coach and mentor sales leaders through the rollout of new programs and initiatives to ensure successful rollout and adherence to programs

Manage the quota and territory assignment processes to maximize sales productivity

Drive planning activities to align with the Sales Leader strategic priorities

Support and execute on company GTM evolution and new solutions/services introduction

Drive Talent development inside his/her team and in the Sales Ops community.

Required Skills:

10+ years of work experience in sales operations, strategy/consulting and/or operations roles

5 years' experience directly leading a team (Manager of Managers)

Excellent analytical skills to compile large amounts of data into an understandable format for decision-making

Significant data analytics, reporting and interpretation experience to support sales operations across product lines

Superior analytic and problem solving skills with demonstrated experience in driving decision making

Effective interpersonal and communication skills (written and verbal)

Strong record of leadership and ability to work effectively cross-functionally

Recognized leadership skills to build and develop a highly performant team

Effective organizational, multi-tasking and time management skills

Demonstrated ability to develop analytical frameworks to solve complex business issues


Creativity, self-confidence, and flexibility

Strong business and financial acumen

Advanced MS Excel skills

Experience using CRM applications; or Oracle a plus

Enterprise software sales experience a plus

Bachelor’s Degree in Business Administration or related field; MBA a plus

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