Director, Global Sales Excellence, Global Channel Sales

Working across GCPS and in partnership with Sales Excellence & Operations (SE&O), you will drive planning, future-state RoB design, back-planning, and internal channel communication. This role also drives the end-to-end planning and back-planning for select sales operations activities in partnership with the GCS Chief of Staff, Channel Sales Excellence peers, and the GTM, Programs & Operations (GPO) organization, including: Employee Data Management (EDM)

• Taxonomy and role-change management across the fiscal year and in-year. Quota

• Distribution planning, execution, and landing; quota escalations; and year-end quota relief. Territory Management

• Territory planning, assignment, and alignment with OU stakeholders. Managed Partner List (MPL)

• Regional MPL templates, partner segmentation accuracy, and submissions. Partner record management

• Partner hierarchy (parent/child) requests, business justifications, and partner legal-name changes. Partners with Business and Sales Operations (BSO) and other stakeholders to ensure timely, accurate execution across these workstreams. Global Channel IAR leadership

• Drive the Global Channel IAR workstream end to end: identify and consolidate insights and trends, help develop messaging and slide commentary, support leaders on preparation and insights, facilitate the review, and drive back-planning, prep, and post-meeting communication. Consolidate and communicate Operating Unit (OU)-level key themes, action items, and asks across all IARs. Global SMB IAR partnership

• Partner on the Global Small and Medium Business (SMB) IAR in concert with the SME&C SMB organization. Drive data insights and analysis, write talking points for the CVP, and manage back-planning aligned to overall milestones. End-to-end RoB design & orchestration

• Hold the master back-planning calendar and cross-workstream reporting views across all Channel IAR RoB workstreams, and design the future-state RoB in partnership with GCPS, GCS, and SME&C SE&O. MBR/QBR standardization

• Own the standardization and consistency of Partner Development Manager (PDM) partner-driven Monthly Business Review (MBR) and Quarterly Business Review (QBR) templates across the channel. Cross-org RoB partnership

• Oversee the day-to-day relationship with the SME&C S&O RoB team and GCPS finance leads, and partner across SME&C SE&O on planning, future-state RoB design, and channel communication. Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience. 5+ years experience using data to drive business outcomes or inform business decisions. 5+ years experience managing relationships with stakeholders, clients, and/or customers. Bachelor's Degree in Business, Operations, Marketing, Computer Science, or a related field; 10+ years of experience in the technology industry preferred. Sales Excellence expertise

• Proven track record instilling sales-process discipline, owning RoB / Rhythm of Connection (RoC) cadences, coaching sales teams and partners, and generating business insights that drive sales, organizational, and partner strategy. Rhythm of Business leadership

• Demonstrated experience leading a Rhythm of Business (RoB) or sales cadence, sales execution, or partner performance management across a global or multi-segment organization. Critical thinking and strategic insight based on data

• Uses data as the primary guide for decisions, challenging assumptions and current practices with a data-driven approach and translating complex data into clear actions that accelerate growth. Executive relations

• Interacts confidently with senior leaders in a highly matrixed organization to present, defend, and clarify concerns or issues, handling push-back while maintaining an executive presence in high-pressure situations. Global leadership at scale, influence without authority

• Experience leading and navigating large cross-functional teams and senior stakeholders without direct authority. Leading change that drives adoption

• Experience with large-scale transformations, bringing people, partners, and customers along on the journey rather than telling them where to go. Business acumen

• Understands the parts of the business and their interrelationships, including the industry, competition, and the organization's competitive strengths, weaknesses, and opportunities to grow. Disruptive innovation

• Comfortable challenging the status quo by proposing innovative approaches and building the best solutions with others. Brings demonstrated experience creating and managing executive-level proposals and presentations. Engagement expertise

• Storytelling skills and a passion for delighting partners, advocating on their behalf, and creating great partner experiences. Results-driven and organized, with attention to detail

• A self-starter who creates and delivers scalable plans from concept to delivery, prioritizes and manages multiple projects, and drives to measurable results in changing environments.