Emea Revenue Operations Leader

1 month ago

London, United Kingdom Digital Realty Full time

**Your role**

**What you’ll do**
- **Leadership Responsibilities**
- Provide strategic advice to the sales and regional leaders regarding overall targeted growth, operational efficiency and strategic initiatives.
- Serve as a business partner and trusted advisor to sales and regional leadership.
- Foster an organizational culture of continuous process improvement.
- Have deep understanding of market dynamics and what is driving the performance of the business across (customers, partners and deals)
- **Strategic Responsibilities**
- Partner with the corresponding Sales leadership and Global Revenue Operations to identify opportunities for sales process improvement based on regional feedback.
- Work closely with the corresponding Global Revenue Operations and IT to understand the associated sales organization’s sales and technology strategy.
- Work closely with corresponding Sales leadership and Global Revenue Operations to define the optimal performance measurements and performance management programs required to ensure regional sales organization success.
- Partner with Global Revenue Operations to size the sales force and produce a scalable, cost-effective organization design.
- Ensure optimal deployment of sales personnel within region. Make recommendations to sales leadership and GTM team to change sales roles, coverage models or team configurations in order to maximize sales productivity in the region while maintaining the global standards. Drive partnership with regional and local teams to ensure collaboration and feedback to overall design and there is an understanding of principles of the Global GTM
- Ensure alignment of reporting, training and incentive programs with Global programs and performance management priorities with regional needs.
- **Project Management Responsibilities**
- Ensure timely assignment of all regional sales organization objectives.
- Ensure implementation and success of sales-organization-impacting initiatives.
- Ensure efficient allocation and adoption of technology, support and training resources impacting the sales organization.
- Leverage available tools and technology to support the impact of the entire commercial organization.
- **Sales Incentives and Compensation Responsibilities**
- Work with the Global Revenue Operations to establish, roll out and maintain sales compensation plans that provide market-competitive pay, reinforce sales organization strategy and align with business and sales organization objectives.
- Ensure timely assignment and acceptance of quotas for all selling resources and ensure business’s financial objectives are optimally allocated to all sales channels and resources to ensure highest level of business achievement.
- Monitor sales work performance with the Sales leader and Global Revenue Ops to validate the compensation plan and forecasted sales expense.
- Help to roll out and ensure understanding of various compensation metrics to the commercial organization.
- **Sales Training and Communications Responsibilities**
- Work closely with Global Revenue Operations team and Sales leaders to deliver a sales force training plan focused on developing and reinforcing critical sales competencies that will help to achieve short
- and long-term goals.
- Drive the usage of existing collateral (e.g., pitch decks, case studies, testimonials, ROI calculators) to help drive success of the selling teams. Provide feedback on the design/rollout/adoption of new/improved collateral.
- Ensure adoption and usage of global sales process and methodologies. Evaluate the effectiveness of the prevalent sales process and methodology to determine areas of improvement.
- **Sales Technology and Analytics Responsibilities**
- Work closely with sales users to drive adoption of tools and technology to meet business expectations and share best practices
- Provide feedback on relevant systems and processes to help scale the team and the business overall performance.
- Audit of existing tools (e.g., territory plans, account plans, sales interaction prep documents, deal review templates) to ensure proper usage and provide feedback to help improve these systems. Participate in the design/selection/adoption of improved tools.
- Ensure use global platforms and methodologies while providing feedback for regional specific needs.
- Coordinate with Reporting and analytics team to help sales leadership and other stakeholders adopt reporting and analytics available to help drive and grow the business

**What you'll need**
- Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
- Proven experience (8+ years) in a leadership role focused on go-to-market strategy and business transformation.
- Strong understanding of market dynamics, industry trends, and competitive landscapes.
- Demonstrated ability to lead cross-functional teams and drive organizational change.
- Exceptional strategic thinking, problem-solving, and decision-making skills.
- Excellent communicati

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