Americas Sales Excellence Leader- Small Medium Enterprises & Channel

Business Partnership and Support Empowers team to orchestrate Territory Planning and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on Territory Planning fundamentals, habits, and plan quality, including security practices to enhance plan resilience. Leads team and defines the process of reinforcement and review of quality plans across the organization. Guides sales leadership on sales strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a trusted advisor. Defines accountabilities and operationalizes the prioritized sales plays and industry solutions. Leads efforts to generate new business and accelerate the closing of existing opportunities. Empowers team to guide segment leads and partners on segment strategy for fiscal year planning, inclusive of segmentation, territory design, seller assignment, and quota setting. Defines and aligns the process of sharing feedback, consulting with Business and Sales Operations (BSO), and reviewing quota and revenue excellence (e.g., customer revenue allocation [CRA], international clearing program [ICP]) decisions as needed. Empowers team to define and drive a predictable rhythm of business (RoB). Leads end-to-end RoB activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads and coordinates efforts to streamline and improve the RoB cadence within the supported segment and/or across all segments. Coaches team to serve and be recognized as a trusted advisor to the business' sales leadership with regard to sales strategy, execution and risks/opportunities. Facilitates sales growth by preparing and leading pipeline reviews (inclusive of top-of-funnel through consumption milestones), partner co-sell motions, top deal reviews and account, territory and/or business planning. Drives the analysis of the pipeline at scale, guiding team to generate business insights and a security-first approach to advise and/or partner with the sales leadership team on long-term sales/ organizational/partner strategies. Drives efforts to integrate strategy components (e.g., programs), and cascade, align, and execute strategic programs or initiatives across the organization. Establishes strategies to lead team on innovations in analytics. Guides team to develop and capitalize reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners. Develops best practices, fosters collaboration, and provides thought leadership across the organization. Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Enable success across boundaries. Guides and challenges sales leaders to achieve increased individual and team capability, employee productivity, and sales team orchestration. Enables team to identify and develop actions based on trends on sales challenges or blockers. Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 10+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience. 5+ years experience using data to drive business outcomes or inform business decisions. 7+ years experience managing relationships with stakeholders, clients, and/or customers. 3+ years people management experience. Experience leading large, geographically dispersed teams in a sales, sales strategy, sales excellence, business operations, or finance organization supporting commercial revenue motions. Demonstrated ability to interpret complex business data, synthesize insights, and influence decisions through clear recommendations and executive communications. Experience driving large-scale business rhythms, operational excellence programs, or sales governance frameworks across matrixed organizations. Experience operating in high-growth, fast-paced commercial businesses that require balancing standardization, scale, and agility. Background in sales, sales leadership, business management, or finance roles aligned to commercial sales organizations. Experience with pipeline management, forecasting, territory planning, and sales process optimization. Experience supporting organizations serving large customer segments at scale, including small medium business (SMB) or volume sales businesses.