Revenue Enablement Experience Director (India)

NTT DATA Business Solutions; India; Hybrid; INR 3,800,000 - 6,500,000; Full time

Job summary

NTT DATA Business Solutions in India is recruiting a Director of Sales Operations and Enablement to lead sales tools, processes, knowledge and enablement initiatives. You will direct and optimize the sales enablement function to support business strategies and drive revenue growth.

The role oversees a team of sales operations professionals, fosters a collaborative culture and ensures operational excellence through data-driven decision making, training and coaching across the sales organization.

Qualifications

• Bachelor's degree or equivalent in business, sales or a related field.
• SPIN and Solution Selling certifications are desirable.
• Significant leadership and stakeholder management experience.

Responsibilities

• Defines and drives execution of critical sales enablement initiatives across geography.
• Leads presales support, QA, training and sales management systems.
• Advises sales leadership, delivers coaching to enable revenue growth.
• Improves sales performance via process, tooling and method enhancements.
• Oversees onboarding, training and coaching for sales teams.
• Monitors metrics and provides reporting to senior stakeholders.
• Delivers content and marketing/sales collateral; supports forecasting.

Skills

Sales Operations

Sales Enablement

Leadership

Stakeholder Management

Forecasting

Analytics

Process Improvement

Education

Bachelor's degree in business or related field

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 setting.
• 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 .