Vice President, Sales Enablement

Job Description

Description

The VP of Sales Operations & Enablement is accountable for providing the strategy, direction, management, and expertise on sales processes, tools, methods, and systems that will enable the sales forces to achieve overall sales goals and objectives.

At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential.

The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential.


Want to be part of our team?

NTT is committed to aggressively growing and transforming the Technology Infrastructure Services (TIS) business division on a global level over the coming years and the Vice President for TIS Sales Enablement will help drive this growth.

This a senior leadership role with a strong focus on both business and sales operations. This leadership role will be accountable for implementation, stabilization and ongoing management of TIS Portfolio Sales enablement operations, in line with service level agreements and quality standards in both outsourced and/or hybrid models.


Key Role and Responsibilities:


  • Improve sales performance through continuously evolving processes, technology, and methodologies to achieve 100% inclusion rate with the objective 4 hours Lead Time To Quote.
  • Drive LAER year-on-year growth of the Tech-Attach business through Vendor Software Enterprise Agreement and NTT Digital Infrastructure Lifecycle Services to transform to deliver profitable services.
  • Track sales metrics and manage the accuracy, providing related reporting to the relevant stakeholders.
  • Accountable for implementation, stabilization and ongoing management of TIS Portfolio Sales enablement operations, in line with service level agreements and quality standards in both outsourced and/or hybrid model.
  • Act as mentor/coach and advisor that assists the sales force by delivering consistent and valuable training interventions that enable continuous improvement and revenue growth whilst closing skills gaps.
  • Develop program and initiatives for regions to execute and grow Enterprise Architecture led Tech-Attach services effectively, and drive maximum rebates
  • Act as a change agent for sales initiatives by executing enabling activities such as tools, processes, and methods.
  • Provide sales process management support to RSE sales teams
  • Ensure the delivery of content and communication related to marketing and sales collateral and commercial messaging.
  • Work with internal stakeholders and benchmark external data to assist with the development of compensation plans.
  • Ensures that enablement technology continues to provide value and regularly review and audit the technology stack to ensure relevance and usefulness.
  • Plans and organizes multiple work outputs by assigning priorities and continuously reviewing objectives and goals.
  • Improve sales performance through continuously evolving processes, technology, and methodologies to meet deliverables.
  • Act as a change agent for sales initiatives by executing enabling activities such as tools, processes, and methods.
  • Identify and develop improvements to current processes and methods.
  • Provide the knowledge and skills that enable successful customer business outcomes.
  • Working with smaller sales teams and providing operational management to a team of functional individual contributors, implementing sales onboarding, training, and coaching.
  • Track sales metrics and manage the accuracy, providing related reporting to the relevant stakeholders.
  • Provide sales process management support to sales teams.
  • Ensure the delivery of content and communication related to marketing and sales collateral and commercial messaging.


Sales Enablement


  • Formulate the sales enablement goals in accordance with the Business Strategy.
  • Identify and remediate sales operations as well as sales enablement gaps, to bridge the maturity of the multiple stakeholders, especially the respective Region’s Sales force.
  • Define the country and region’s sales enablement ownership with a proper RACI framework to align with the Group Business Strategy, and effectively drive interlock and performance cadence with the defined owners.
  • Established a process for Sales Enablement that drive effective collaboration from multiple stakeholders, with clear expectation and a plan to effectively execute on the formulated sales enablement goals.
  • Formulate and drive initiative to consistently engage the Sales Force with prospects and existing client throughout their buying journey.
  • Generating interest in NTT Services Offering internally and externally
  • Formulate the sales motions that allowed prospect and client’s to be holistically engaged, throughout the sales cycle with multiple interaction channels that would provide a valuable experience for the client to be ushered into the closure of an opportunity.
  • Drive continuous collaboration from internal and external stakeholder to promote knowledge-based sales interaction with the prospects and existing clients
  • Formulate a measurable Country / Region-Level “Sales Effectiveness” key indicator, in accordance to the interlocked Business priorities and goals.


Sales Operation - Opportunity identification and closing sales


  • Drive contract management and contract governance in-line with the sales motion of Land, Adopt, Expand and Renew (LAER).
  • Be able to spot new sales opportunities within an account and work with the sales teams to drive them to closure
  • Pursue and land qualified leads identified by the sales forces and other lead generation sources
  • Work alongside sales force to support the sales process, position technology solutions, and close the deal


Sales Tools


  • It is the responsibility of the Sales Operations & Enablement Team to ensure the maintenance of the pipeline of early stage leads, which will include future possible clients from which sales can be derived.
  • Formulate forecasting reporting and drive opportunity data accuracy.
  • Sales tools such as salesforce.com, is used to effectively manage client and opportunity data.
  • Make use of other systems and data management tools available, to drive optimized and effective sales forecasting as well as pipeline management.
  • Execute on the Software Sales strategy
  • Support the wider organization’s sales plan and execute the software sales strategy, and based on that define your own plan for your solution to achieve your sales targets
  • Develop and maintain clear account plans for appropriate clients and targets
  • Discover, forecast, and run software related opportunities in the medium & long-term
  • Tertiary level – bachelor’s degree or equivalent
  • Demonstrable level of relevant experience in a similar role within a related environment
  • Solid previous experience operationally managing a sales operations/effectiveness team
  • Solid experience dealing with stakeholders to influence sales
  • Previous demonstrable experience in the sales operations/effectiveness management role
  • Some strategic and operational planning experience
  • Experience with process engineering and management systems experience
  • Experience with Salesforce
  • More than 10 years in sales or sales operations experience in a business-to-business sales environment
  • Past experience building sales metrics and models (e.g., pipeline & forecast models)
  • Have wide-ranging experience
  • Uses professional concepts and company objectives to solve complex issues in creative ways
  • Networks with others outside own area of expertise
  • Exercises judgment in selecting methods, techniques and evaluation criteria to obtain results
  • May coordinate others’ activities
  • Experience with quote tools is an advantage
  • Work with internal stakeholders and benchmark external data to assist with the development of compensation plans.
  • Ensures that enablement technology continues to provide value and regularly review and audit the technology stack to ensure relevance and usefulness


Required Experience:

  • Demonstrable experience in leading transformation projects in the Sales enablement and operations space.
  • Demonstrable experience in Business Operations.
  • Experience in Sales Strategy enablement and delivering business outcomes.
  • Experience in relationship management at a leadership and global level.


Why choose us?

  • We’re a leading global technology services company, employing more than 40,000 people in a diverse and dynamic workplace that spans 57 countries, trading in 73 countries and delivering services in over 200 countries and regions. We see the world not as it could be – but as it can and should be. Our dynamic way of working fosters an inclusive culture, where we ensure our people feel valued and respected, with the confidence to contribute and the opportunity to thrive. We work as part of a globally connected workforce who collaborate, share ideas, and strive to make a meaningful impact on our clients, our communities and society. With USD 3.6 billion investments in R&D each year, we are constantly learning and challenging the limits of what’s possible with technology. We’ve created a culture where learning isn’t an aside to your job; it’s the next step in your career.



If you are interested Email me at aparna.nair@global.ntt with your profile (in MSWord format) or PDF.

Join our growing global team and accelerate your career with us. Apply today.

Diversity

We are an equal opportunity employer with a global culture that embraces diversity. All qualified applicants will receive consideration for employment and will not be unfairly discriminated against on any arbitrary ground including race, colour, sex, religion, national origin, veteran status, disability, gender identity, sexual orientation, or other protected category.

   
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