About the Role:

Reporting directly to the SVP of Revenue Intelligence, the Senior Director, Global Sales Excellence Strategy is responsible for driving globally consistent sales excellence processes across Veeam. This role focuses on enhancing sales performance, operational efficiency, and implementing best practices to achieve world-class sales excellence. It requires strategic thinking, strong leadership skills, excellence in team collaboration and a deep understanding of sales processes.

This role is integral to the transformation of Veeam’s quote-to-cash system, driving the rhythm of the business, and standardizing core sales process that drives the success of the Sales organization. This role involves developing and implementing a comprehensive sales excellence playbook, enhancing sales efficiency, driving mission critical processes like forecasting and ensuring the adoption of consistent and global practices across the organization.

Responsibilities:

• Develop and implement sales excellence strategies and processes to achieve organizational goals, standardizing and optimizing these processes on a global scale to enhance effectiveness and sales productivity, while leveraging best practices
• Continuously evaluate and refine sales processes for operational excellence and to drive growth by establishing key performance indicators that track sales performance and productivity in a globally consistent manner
• Evaluate and implement sales tools and technology to support sales objectives and oversee the implementation and utilization of CRM/QTC systems
• Collaborate with senior and regional sales management to align sales excellence strategies with processes and tools to achieve revenue goals
• Leverage CRM data for insights and customer/account engagement plans, while standardizing key processes like account planning
• Drive a highly accurate forecasting process, including definition of playbooks, methodologies, weekly process and supporting technology
• Maintain governance and data-driven optimization of sales stages for selling effectiveness across new license and renewal sales
• Drive the rhythm of the business on a weekly, monthly, and yearly basis to identify business issues and ensure actions are in place to course correct results
• Champion change management and process optimization across the organization, ensuring consistency in change management and sales program implementation across regions

Key Success Factors:

• Ability to develop and execute effective sales strategies
• Strong collaboration skills with senior and regional sales management
• Proficiency in identifying and implementing process improvements
• Expertise in standardizing and optimizing sales processes
• Commitment to continuous improvement and operational excellence
• Skilled in establishing and tracking key performance indicators
• Experience with performance management systems
• Knowledge of sales tools and technology, including CRM/QTC systems
• Capability to leverage CRM data for strategic insights
• Proficiency in standardizing account planning and forecasting processes
• Leadership in managing quote-to-cash and Salesforce projects
• Governance in maintaining sales stages for effectiveness
• Consistency in driving business rhythms and processes
• Ownership of sales excellence playbook and process implementation
• Effectiveness in change management and program implementation

Qualifications:

• 10-15+ years of experience in driving consistency and change with global sales organizations
• Proven experience in a senior sales leadership or sales excellence role
• Strong analytical skills and experience in AI-driven solutions
• Advanced proficiency in CRM/QTC systems and sales tools technology such as Salesforce
• Demonstrated ability to develop and execute sales strategies and processes
• Excellent communication and leadership skills
• Ability to work in a fast-paced, dynamic environment
• Track record of improving key sales metrics (win rates, cycle time, etc.)
• Experience with business intelligence and analytics platforms
• Background in both enterprise and commercial sales operations

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