Vice President Sales Operations

1 Vizient, Inc.; Irving (TX); On-site; USD 188,000 - 348,000; Full time

Benefits offered by this job

Comprehensive Benefits

Job summary

Vizient, Inc. is seeking a strategic leader to define and guide the Sales Operations strategy for the Spend Management unit. You will build a high-performing team, align capacity with priorities, and advise senior leadership on performance trends and capability gaps.

The role focuses on ownership of the sales operating framework, cross-functional governance, and data-driven analytics to improve forecasting, execution, and seller productivity across segments and markets.

Responsibilities

• Define and lead the multi-year Sales Operations strategy and operating model for the Spend Management Business Unit.
• Build and develop a high-performing team and align capacity to business priorities.
• Advise senior leaders on sales execution, performance trends, and capabilities while establishing accountability.
• Own and improve the Spend Management sales framework from segmentation to expansion.
• Document standard work, roles, handoffs, and escalation points to reduce duplication.
• Establish service measures and continuous-improvement practices to boost speed and quality.
• Lead adoption and governance for data, CRM, and analytics to improve forecasting and productivity.
• Collaborate with Finance, Legal, Revenue Operations and other stakeholders on deal workflows and approvals.
• Translate offerings into field plans with segmentation, targeting, and compelling materials.
• Foster executive alignment and cross-functional governance to drive adoption and results.

Job description

When you’re the best, we’re the best. We instill an environment where employees feel engaged, satisfied and able to contribute their unique skills and talents while living and working as their authentic selves. We provide extensive opportunities for personal and professional development, building both employee competence and organizational capability to fuel exceptional performance through an inclusive environment both now and in the future.

Sales Operations Strategy and Organizational Leadership

• Define and lead the multi-year Sales Operations strategy, operating model, capability roadmap, and service delivery approach for the Spend Management Business Unit, balancing enterprise consistency with segment-specific needs.
• Build, lead, and develop a high-performing team; assess demand, prioritize investments, and align skills and capacity to the highest-impact business priorities.
• Serve as a strategic advisor to senior leaders on sales execution, performance trends, operational risks, and capability gaps, while establishing clear decision rights, service expectations, intake processes, and accountability across Sales Operations and cross-functional partners.

Segment-Specific Sales and Account Management Enablement

• Partner with leaders across acute and non-acute markets to understand differences in clients, sales motions, account management needs, processes, and resource requirements.
• Design common standards where they improve quality and scale while enabling fit-for-purpose workflows, materials, analytics, service levels, and support by segment.
• Create transparent methods for prioritizing requests and allocating capacity so sellers and account managers know where to go for timely, current, and market-relevant tools, information, and support.

Sales Process Ownership and Operational Excellence

• Own and continuously improve the Spend Management sales operating framework from segmentation and targeting through opportunity management, proposals, pricing and packaging, contracting, implementation handoff, renewal, and expansion.
• Document standard work, roles, handoffs, approval paths, and escalation points to clarify ownership and reduce duplicate effort, manual work, and unnecessary leadership involvement.
• Establish service measures and continuous-improvement practices that increase speed, consistency, quality, and seller productivity while protecting mature GPO processes and improving less scalable service and complex-opportunity workflows.

CRM, UCP Adoption, Data Governance, and Analytics

• Lead business-unit adoption, training, user support, and process discipline for UCP and related sales technology, partnering with enterprise Revenue Operations on common lifecycle standards, workflows, reporting methods, and technology governance.
• Own business-unit accountability for data accuracy, contact management, opportunity definitions, pipeline hygiene, and adherence to enterprise standards; establish repeatable forecasting, pipeline review, and performance-management rhythms.
• Deliver trusted, business-unit-specific analytics and dashboards by market, segment, offering, and sales stage, using automation and artificial intelligence responsibly to simplify work, improve insights, and increase field productivity.

Commercial Governance and Deal Enablement

• Partner with Finance, Legal, Revenue Operations, category leaders, and commercial stakeholders to define clear workflows for pricing, packaging, eligibility, approvals, contracting, and complex deals.
• Create decision frameworks, guardrails, intake criteria, and escalation paths that support consistent commercial decisions without duplicating enterprise approval authority, and ensure market-specific requirements are understood before opportunities advance.
• Improve support for proposals, requests for proposal, presentations, deal modeling, and implementation handoffs, especially for complex or cross-category opportunities.

Commercialization, Launch Readiness, and Field Adoption

• Partner with Marketing, Commercial Learning, category teams, solution architects, and sales leaders to translate new offerings into executable field plans.
• Ensure launch plans address segmentation, targeting, market eligibility, positioning, packaging, materials, training, lead generation, adoption, and ongoing reinforcement, supported by governance for current, market-specific client presentations, proposal content, messaging, and sales resources.
• Create feedback loops that convert field and client insights into continuous improvements in offerings, processes, enablement, and adoption.

Executive Partnership and Cross-Functional Governance

• Build alignment among Spend Management sales, account management, enterprise Revenue Operations, Marketing, Commercial Learning, Finance, Legal, Product, category, analytics, and delivery partners.
• Represent Spend Management in enterprise sales and revenue operations forums, advocating for business-unit needs while supporting common standards; lead strategic business reviews, planning, operating cadences, and executive reporting.
• Identify risks, dependencies, and decisions requiring executive attention, clarify accountability, and drive cross-functional follow-through across a complex matrix.

The current salary range for this role is $187,800.00 to $348,300.00. This position is also incentive eligible.

• Vizient has a comprehensive benefits plan! Please view our benefits here: http://www.vizientinc.com/about-us/careers

Equal Opportunity Employer: Females/Minorities/Veterans/Individuals with Disabilities

The Company is committed to equal employment opportunity to all employees and applicants without regard to race, religion, color, gender identity, ethnicity, age, national origin, sexual orientation, disability status, veteran status or any other category protected by applicable law.

Working at Vizient means shaping the future of healthcare, every day.

Alongside our clients, we're building a healthier, more human healthcare system.

We connect people, data, and solutions to enable healthcare organizations to improve financial sustainability, enhance system performance, and deliver better care.

Headquartered in Irving, Texas, with 11 offices across the United States, Vizient has more than 5,000 employees who bring deep expertise and a shared commitment to transforming healthcare.

Together, we're solving some of the industry's most complex challenges while creating opportunities to learn, grow, and drive lasting change for healthcare organizations and the communities they serve.

Through our enterprise of companies, we deliver meaningful impact across the continuum of care:

Apexus - The exclusive contractor for 340B Drug Pricing Program, managed by the Health Resources and Services Administration.

aptitude - The industry's first online direct contracting market, supporting self-contracting activity between hospitals and suppliers.

Kaufman Hall - Leading healthcare advisory services to support our clients in achieving financial, clinical, and operational excellence.

Provista - Proven supply chain partner specializing in extended, diagnostic, and preventive care facilities, including surgery centers, home health, and senior living.