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VP, Global Sales Operations

Ellucian – Reston, VA

Ellucian designs technology that powers the educational mission of colleges and universities around the world. Inspired by that goal, Ellucian employees thrive as part of a high-performing global team committed to delivering a modern, connected, industry-leading experience for todays students and higher education institutions. More than 2,500 institutions in 50 countries around the world look to Ellucian for the ideas and insights that will move education forward, helping people everywhere discover their futures through learning.


Vice President - Global Sales Operations
The Vice President of Global Sales Operations will work closely with Sales and Executive leadership to develop and optimize go-to-market strategy, processes, systems and infrastructure that boost Sales productivity and efficiency, enabling Ellucian to accelerate revenue growth. In this is mission critical role, you will lead and scale our Global Sales Operations group, enabling our Sales team to be well-versed in the complete breadth of our products and services to be best positioned to act as information connectors, helping customers break down internal barriers throughout every stage of the customer journey.
Responsibilities:
  • Provide Executive leadership and day to day management of all Global Sales Operations team, deal desk/support, proposals, reseller administration, sales enablement and sales leadership meetings and communication
  • Use Forecast, Pipeline, Win/Loss and other sales analytics to develop specific actions to improve forecast predictability, long term pipeline visibility & coverage, deal velocity and win rates
  • Liaison with Global Sales Leadership to transform global Go to Market (GTM) strategy, both with direct sales and indirect sales, and maximize vertical/global market space
  • Implement cross functional opportunity management actions that will directly and positively influence the achievement of the bookings budget by line of business and region
  • Monitor, drive and coach the sales team on adhering to the operating rhythm
  • Drive the transformation of the sales process & sales capability to be more closely aligned with how cloud customers buy solutions
  • Foster an organization of continuous productivity improvement in partnership with senior sales leadership to identify opportunities to simplify & enhance the sales process through optimization and automation
  • Streamline, automate and optimize the proposal, bid management, and deal desk processes resulting in fewer touches and increased speed
  • Own global deal desk support for large or/and complex deals, providing support in pricing, deal analysis, deal structuring, negotiation, closure and fulfillment in support of the Companys revenue and margin objectives
  • Drive Sales productivity & effectiveness through developing and optimizing processes and systems
  • Support the annual planning process across global Sales organization by providing factual insights into structural, segmentation, people, operational and enablement opportunities and risk
  • Ensure that Sales teams are fluent in the complete breadth of our products and services, not just within their specific domain or product focus-area(s)
  • Partner with Global Sales Leadership to develop enablement plans tailored to regional goals and objectives
  • Own Sales communication & leadership meetings, ensuring that communications & meetings are effective, timely and provide the correct balance between internally focused activities and customer facing activities
  • Drives operational processes to disseminate information to business stakeholders

Qualifications:
  • 15+ years experience with 5+ years as a Sales Operations leader supporting global Sales teams in an enterprise software company
  • Passionate about field success/enablement and has proven track record driving revenue growth through optimizing Sales Operations
  • Seasoned Executive Leader with proven track record of developing talent and inspiring/motivating teams to drive high performance results and business outcomes
  • Proven ability to lead and scale Global Sales Operations of significant scope through growth periods
  • Demonstrated expertise and success in the analysis, design, and automation of business processes
  • Data driven with a deep experience leverage business analytics to drive actionable results
  • Previous experience in helping organizations through the transition from on premise to Cloud support is highly desired
  • Strong influencer with a proven ability to develop strong working relationships in a matrixed, global environment and establishing a high level of credibility across functional lines of business (i.e.: Sales, Cloud, Product, & Software Development)
  • Excellent track record in cross-functional leadership roles, earning the respect and trust of colleagues, subordinates, and managers alike
  • Ability to juggle multiple projects and initiatives simultaneously as well as effectively collaborate across teams and to work in a diverse, fast paced environment
  • Demonstration of excellent communication skills, both written and verbal, communicating effectively with customers, executives, leaders, program/initiative owners, stakeholders, and other audiences as well as delivering presentations before large audiences
  • Results orientated with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines
  • Previous field sales experience strongly desired
  • Expert proficiency in Salesforce.com
  • Bachelors degree or equivalent experience, advanced degree or MBA preferred
  • #LI-JM1


Ellucian provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Ellucian complies with all laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Ellucian expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Ellucian employees to perform their job duties may result in discipline up to and including discharge.

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