Director Sales Operations

Adobe ,
London, Greater London
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Overview

Job Description

Our company Changing the world through digital experiences is what Adobe is all about. We give everyone-from emerging artists to global brands-everything they need to design and deliver exceptional digital experiences. We're passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. We're on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours! The challenge The Director of Sales Operations is responsible for the International Digital Media for Enterprise business which includes Adobe's flagship Creative Cloud and Document Cloud solutions in EMEA, APAC, and Japan. This person will partner with the Senior Vice President of International Sales to help define the strategy and operations of a best-in-class sales force for Adobe, and support outstanding execution by the sales organization. The Director is accountable for the development of a comprehensive sales operations plan based on a substantial understanding of modern field operation dynamics to drive revenue growth. In addition, optimizing a field readiness architecture to enable continued scale and success of Adobe's field operations professionals will be a key objective for the experienced executive. What you'll do * Lead a team of professionals providing centralized support for the International Digital Media Organization in EMEA, APAC, and Japan. * Drive organization design for field sales, including quota setting and territory alignment. * Lead, coordinate and refine weekly sales forecasting processes driving predictability. * Support and optimize the GTM strategy including core sales processes and efficiency drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model. Ensure that the defined GTM strategy is fully adopted by all field sales teams. * Establish highly repeatable (and scalable) sales processes, automation and reporting methodology that can be implemented across regions and business units. * Help recruit, encourage, lead, mentor and motivate the sales organization to capitalize on the market opportunity for Adobe. * Effectively partner and appropriately challenge leadership to overachieve revenue targets and instill centralized processes. * Measure how Sales Reps spend their time and use that data to improve process and IT automation priorities. * Improve performance by assigning sales goals, quotas and compensation plans and develop sales training and management programs. * Conduct historical reviews of account performance, account segmentation and prioritization, and coordinate win/loss analysis and other predictive analytics. * Handle the sales pipeline by monitoring deal-flow across stages and conduct performance reporting. * Support sales asset development and set guidelines for sales asset utilization and deployment. * Oversee sales team productivity and track critical metrics (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.) What you need to succeed * Experience leading a best-in-class, complex Sales Operations function supporting aggressive revenue growth. Capable of running a centralized go-to-market operational team responsible for supporting $1B+ of revenues. * A consistent success record in providing strategic guidance and operational oversight in Sales Operations within a complex technology sales environment. * Ability to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics and improvement programs. * Ability to utilize combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield outstanding performance. * Able to research, develop and execute on sales tools, technologies and automation solutions/strategies in the field. * Experience developing and managing sales compensation plans as well as an expertise in contract review and negotiations. * Highly entrepreneurial and able to operate independently with minimum supervision. * Heavily results-oriented; strong background in meeting and/or exceeding revenue targets. * Experience in subscription revenue environment is ideal. Adobe's Worldwide Field Operations Adobe's Worldwide Field Operations provides customers with the products, services, solutions, and support they need to make, manage, measure and/or monetize their digital assets. Worldwide Field Operations includes Worldwide Sales, Reseller Partnerships, Partner Sales, Adobe Global Services, Sales Operations and the Adobe Worldwide eCommerce organizations. Take a peek into Adobe life in this video. At Adobe, you will be immersed in an exceptional work environm

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