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Director of Commercial Excellence and Productivity
hace 43 minutos
K2 Partnering Solutions is a global provider of unique end-to-end consultative solutions in the enterprise applications, AI, and cloud space.
Director of Commercial Excellence and Productivity
Role Purpose
As the Director of Sales Operations & Enablement, you will be the architect and guardian of our European sales engine. You will bridge the gap between high-level strategy and daily execution, ensuring our sales managers operate with discipline, our data remains pristine, and our teams are equipped to over-perform. You are a "partner-coach" who isn't afraid to push back on leadership or hold Account Executives (AEs) accountable to rigorous standards.
Key Responsibilities
1. Commercial & Pipeline Governance
- Operational Oversight: Own the health of the European sales pipeline, including stage definitions, conversion metrics, and data hygiene.
- Pipeline Control: Manage and audit opportunities by client, technology, and service line to ensure a balanced and strategic portfolio.
- Quota & Coverage: Lead quota setting and monitor pipeline velocity/coverage to ensure revenue targets are realistic and supported.
- Commercial Management: Oversee account planning, segmentation models, and the commercial frameworks used by the sales team.
2. Sales Process & Performance Management
- Process Rigor: Ensure all sales managers adhere to established structures; proactively "chase" updates and flag performance gaps to leadership.
- Performance Analytics: Track team performance, advise on reward structures, and identify top/bottom performers.
- Stakeholder Coaching: Act as a trusted advisor to Sales and People leaders, coaching managers on performance management best practices.
3. Enablement & Capability Building
- Program Ownership: Partner with Revenue leaders to operationalize enablement programs that directly impact productivity.
- Tool & Playbook Adoption: Track the effectiveness of sales tools and playbooks, ensuring they are utilized to their full potential.
- Training Impact: Ensure all training efforts translate into measurable revenue growth and increased AE productivity.
Required Experience & Skills
- Enterprise Sales Background: Proven experience within a Vendor environment, specifically managing teams of Account Executives or large client portfolios.
- Strategic Operations: Deep expertise in Segmentation Models, quota setting, and pipeline management.
- Leadership & Influence: Exceptional people management skills with a focus on coaching and development.
- The "Enforcer" Mindset: A proven ability to push back when standards are diluted and to drive process adoption in a fast-paced environment.
- Regional Expertise: Experience navigating the complexities of the European market.
This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
K2 Partnering Solutions is an equal employment opportunity/affirmative action employer. We do not discriminate on the basis of an individual's actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws. Our team is dedicated to this policy with respect to all terms and conditions of employment, including recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.
