VP Global Sales Enablement & Strategy

San Antonio, TX, USA | Rackspace

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    General Management
    Sales
  • Experience:
    20+ years
Job Description:
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Provides strategic and operational direction to the organization’s sales operations functions to maximize sales revenues and meet corporate objectives.Expected to manage and define the overall strategy and operations for a best-in-class sales team and support superior execution. This is a regional leader with select global responsibility to drive global alignment and scale (collaborative model across regions). Assists in the optimization of sales structure – enabling continued scale and success as a market leader. Responsible for building market and competitive intelligence capabilities along with enablement strategies for evolving go-to-market skills. Serves as a key collaboration source between sales and: finance, marketing, account management, legal, Product, HR, & IT.Ensures that sales goals and forecasts are consistent with the long-range company strategic objectives.

KNOWLEDGE/SKILLS/ABILITY: Excellent management skills with thorough knowledge of all areas of business operations.Thorough knowledge of strategic and operational planning.Excellent time management, communication both oral and written, decision-making, presentation, human relations, and organizational skills. Proven ability to develop, lead, and motivate high performing teams and inspire team confidence and respect:mentoring, coaching, collaborating, providing clear expectations, training, guidance, career growth opportunities, and conflict resolution. Unquestionable ethics and integrity and the ability to set the tone from the top and demonstrate the highest level of integrity, authenticity and transparency. Proven ability in providing leadership and strategy for channel management and alliance relationships. Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and tes t alternative approaches to strategy that yield superior performance. Highly entrepreneurial and able to operate independently with minimum supervision. Ability to introduce innovative performance metrics and improvement programs. Ability to implement structured processes in a way that enables the company to continue to scale in a disciplined and effective manner. Proven record of dynamic team leadership, motivational skills and people development; the ability to attract, develop and retain top talent and to inspire people to deliver their best. Track record of building high performance teams and aggressively managing talent density.

JOB COMPLEXITY: Develops strategic plans to ensure successful implementation of action plans and objectives where analysis of situations or data requires an in-depth knowledge of the company, competitive environment, technology and economic or social implications of organization activities. Participates in development of corporate methods, techniques and evaluation criteria for projects, programs, and people. Approves budgets and schedules to meet corporate requirements. Serves as a member of the senior management team to set strategic direction of the organization. Contributes to strategic initiatives at the highest level specific to area of responsibility. Works within broad Corporate objectives to define functional goals. Manages and mentors a direct team across Channels, Sales Alliances, Business Operations, and Sales Enablement (Training & Tools, Sales Programs, Sales Compensation, Sales Analytics). Drives sales transformation programs and architects modernized go-to-market models, leveraging field, inside, channel, alliance and online. Develop and manage sales compensation plans as well as an expertise in contract review and negotiations. Commits to customer success; demonstrated strong customer - facing skills and a high level of interest in customer engagement; focused not only on making a sale, but also on post-sale success.

CAPABILITIES:

Strategy and Planning

Planning process

Market/Competitive Intelligence

Regional GTM strategies

Market segmentation

Customer segmentation, organizational coverage models

Budget planning

Operations interlock with Business Groups and product porftolioCreate and maintain the sales planning process

Business Visibility/Analytics Excellence: Point of View

Forecasting/pipeline cadence and discipline – weekly/monthly/quarterly

Forward looking business visibility (P&L business metrics)

Global alignment of reporting, high level KPIs, bookings definitions

Creating predictive and prescriptive business analytics

Regional KPI dashboard

Regional forecasts and financial metrics

Business rigor and insights

Regional points of view published and shared

Sales Operations

Bookings management

Channel operations

Product rollouts, pricing

Cost of sales

Opportunity Management

Sales force discipline – CRM

Pipeline process rigor

Account planning/Customer disciplines tools

Customer Engagement and sales process

Customer engagement methodology (consultative engagement model) global alignment**

Sales process stages (global alignment)

Dynamic resourcing model

Executive sponsor program

Role productivity, definition and evolution

Compensation and Rewards

Sales compensation structure (global alignment)

Additional rewards structure

Rackstar incentive trip

Quota distributions/management

Enablement

Training content, global programs (global alignment)

Regional training strategy and execution

Training tools

Role competencies/behaviors

Competency training

Internal Communications

Regional internal communications strategies

Annual sales meeting

Customer Operations

RFP process/management

SUPERVISION:Directs and controls the activities of the sales operations functional area through multiple levels of management within the company. Has overall control of planning, staffing, budgeting, managing expense priorities, and approving changes to methods and practices.Manages a team of directors and/or high-level individual contributors. Manages primarily through a team of second-level managers. Influences sales strategy as a member of the Sales leadership team. 

EXPERIENCE/EDUCATION: High school diploma or equivalent required. Bachelor’s degree in Sales, Marketing, or a related field required. Masters degree in Business Administration, Sales, Marketing, or a related field strongly preferred. Technology industry experience, a plus, especially with a high growth publicly traded company.Should have 20+ years of professional experience, coupled with a successful track record of leading and managing sales teams within a well-regarded and branded technology company(s), and a natural orientation to focus on the challenges and problem solving. Additionally, should have a proven track record of success in providing strategic guidance and operational oversight in Sales Strategy and Operations within a technology sales environment. Proven experience managing a best-in-class, globally complex sales strategy and operations function supporting global expansion, standardization, and aggressive revenue growth.