Senior Director, Business Architecture, Global Sales Operations

Senior Director, Business Architecture, Global Sales Operations
Company:

(Confidential)


Senior Director, Business Architecture, Global Sales Operations

Details of the offer

The Senior Director Business Architecture, Global Sales Operations (GSO) will have a unique opportunity to engineer the business processes of the support functions essential to sales force productivity. These include sales process optimization, sales tool implementation, and working in Tandem with IT to achieve sales goals. The leader is responsible for the overall roadmap and effectiveness of the sales support processes. Reporting to the Vice President Global Sales Operations, the Business Architecture leader works closely with internal and external stakeholders to ensure the appropriate objectives and architecture roadmap is achieved.

Sales Process and Optimization

Drive continuous improvement of sales tools and processes by analyzing areas to uncover inefficiency and then recommend and drive solutions to increase sales productivity and overall effectiveness.
Analyze internal processes to understand the extent and nature of non:selling time within the sales organization and systematically eliminate waste by working cross:functionally within the company to change policy, process, systems and tools
Determines and utilizes appropriate methodology including Lean Six Sigma where appropriate
Interprets reporting and translates into actionable tasks or uses to formulate strategic plans or priorities

CRM Management

Streamline our CRM tool (Salesforce), drive adoption and establish it as a source of truth for our sales teams by ensuring data accuracy and completeness and work with IT to enhance and optimize CRM utilization.
Identify sales efficiency and capability gaps and work to solve those gaps via technology enhancements. Examples include: pipeline management and forecasting capabilities; better sales training and selling tools etc.
Lead a team that provides the second level support to the sales teams in addressing process and system issues. Work with IT to prioritize the overall roadmap and drive enhancements and defect fixes
Design and implement the partner process to ensure partners can easily follow the Equinix process and do business with Equinix. Build the roadmap for a PRM system and manage its continued adoption and rollout of new capabilities for partners.

Resource and Budget Management

Works with functional, cross functional and external teams for setting strategies for optimal utilization of resources across programs and projects
Identifies potential budget shortfalls
Manages and/or escalates highly complex issues, as needed

Stakeholder Management

Drives and influences executive decision making and is proficient in interfacing with Chief level executives.
Solicits stakeholder input to define comprehensive improvement plans that are consistent and drive standardization across regions
Builds and maintains effective working relationships and partnerships with stakeholders; likely to work with governance boards or steering committees
Drives conflict resolution between stakeholders, including executives and cross functional teams

Coaching and Mentoring

Mentors team members and internal staff, providing necessary feedback, guidance and/or advice
May act in an advisory capacity to Yellow, Green or Junior Lean Six Sigma Black belts
Supports development of career path

Qualifications

20+ years of experience in related field
10+ years managerial experience
Possesses an expert understanding of business process and engineering in a sales operations function
Expert understanding of sales operations automation utilizing Salesforce platform, CPQ Platforms, PRM systems, and Master Data Management
Excels at cross:group collaboration
Strong project management skills, creative thinking and analytical ability
Demonstrated experience in working with partners driving pipeline and revenue,
Proven success developing business, marketing planning/analysis, opportunity identification and optimizing Return on Investment
Motivated self: starter who thrives on working in complex and challenging environmen


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