Revenue Enablement Director

NTT DATA BUSINESS SOLUTIONS; Mumbai; Hybrid; INR 420,000 - 680,000; Full time

Job summary

NTT DATA BUSINESS SOLUTIONS Mumbai invites a Director, Sales Operations and Enablement to drive sales tools, processes, knowledge and enablement across the region. The role partners with sales leadership to improve efficiency and revenue growth.

You will lead a team of sales operations professionals, oversee pipeline analytics, forecasting, onboarding, training and the deployment of enabling technologies to sustain high performance.

Qualifications

• Bachelor's degree or equivalent in business or sales.
• Certifications such as SPIN or Solution Selling are desirable.
• Significant experience in sales operations or enablement.
• Proven leadership and stakeholder management.

Responsibilities

• Defines and drives critical sales enablement initiatives across assigned geography.
• Leads presales support, training and sales management system execution.
• Advises sales leadership with training interventions to enable revenue growth.
• Improves sales performance by optimizing processes, tools and methodologies.
• Oversees opportunity/pipeline management and forecasting.
• Benchmarks internal data to advise compensation plans.
• Ensures delivery of content and marketing/sales collateral.

Skills

Sales operations leadership

Business acumen

Strategic planning

Stakeholder management

Team leadership

Presales support

Training and coaching

Analytics and forecasting

Problem solving

Education

Bachelor's degree in business/sales related field

SPIN / Solution Selling certifications desirable

Job description

Job Summary

The Director, Sales Operations and Enablement is a leadership role, responsible for directing and controlling the activities related to sales tools, processes, knowledge and enablement.

This role oversees the implementation of business activities and processes that help the sales organization run effectively and efficiently in support of business strategies and objectives.

This leadership role is responsible for the operational management and leadership of a team of sales operations and/or enablement professionals fostering a collaborative and innovative team culture focused on operational excellence.

Key responsibilities

• Defines and drives the execution of critical sales enablement initiatives across the assigned geography.


• Makes sound and timely business decisions to drive short term and long-term performance.


• Provides leadership in presales support, quality assurance, training and will lead the execution of the sales management system to enhance sales performance.


• Acts as a trusted advisor to sales leadership and teams by delivering consistent and valuable training and coaching interventions that enable continuous improvement and revenue growth whilst closing skills gaps.


• Improves sales performance by driving and implementing the continuous improvement of processes, technology and methodologies to meet deliverables.


• Ensures the implementation of enabling activities such as tools, process and methods.


• Identifies and drives continuous improvements to current processes and methods.


• Provides expert knowledge and skills that enable successful customer business outcomes.


• Works with sales leaders and provides operational management to a team of functional individual contributors, optimize sales onboarding, training and coaching.


• Advises on and tracks sales metrics, driving accuracy and providing related reporting to the relevant senior stakeholders.


• Ensures the delivery of content and communicates marketing and sales collateral and commercial messaging.


• Oversees opportunity/pipeline management and forecasting, predictive analytics and provide sales intelligence information.


• Works with internal stakeholders and benchmark external data to advise on the development of compensation plans.


• Oversees the identification and auditing of enablement technology to ensure value-add, relevance and usefulness.


• Participates in the development of projects and programs that drive sales effectiveness.

To thrive in this role, you need to have

• Significant understanding of the vast range of IT operations and service offerings.


• Demonstrable significant knowledge and understanding of IT industry environment and business needs.


• Significant strategic and operational team leadership skills and able to effectively manage the resources that report to them.


• Significant business and commercial acumen.


• Significant collaboration skills and able to interact professionally and to build sound relationships at all levels internally and externally.


• Significant knowledge of the client environment.


• Significant understanding of the local, regional and global sales environments and ability to grasp the challenges facing the sales force.


• Significant ability to identify trends and areas for improvement.


• Significant understanding of solution selling concepts and solid knowledge on sales process design.


• Significant problem analysis and solution formulation skills.


• Demonstrates learning and service orientation.

Academic qualifications and certifications

• Bachelor's degree or equivalent in business or sales or a related field.


• Relevant certifications such as SPIN and Solution Selling are desirable.

Required experience

• Significant level of relevant experience in similar role within a related environment.


• Significant previous experience operationally managing a sales operations / effectiveness team.


• Significant experience dealing with stakeholders to influence sales.


• Significant previous experience in the sales operations / effectiveness management role.


• Significant strategic and solid operational planning experience.


• Substantial budget and financial management experience.

Workplace type

Hybrid Working