Position Summary :

The Lead Sales Process Owner manages the design and integration of enterprise-wide sales processes in 1-2 sales excellence core process areas :

- Opportunity Management, Solution Engineering, Account Management, Sales Planning, Sales Operations, Market Creation, Personal Relationship Building and Sales Team Building. Published processes are based on proven best-practices in the relevant core areas.

- The person leads virtual teams of subject matter experts who are responsible for process identification, design, definition, piloting & validation, deployment, adoption, continuous improvement, and the measurement of effectiveness and improvements (both continuous and breakthrough).

- The person further interacts with senior management to understand internal business requirements and with third parties and peer communities to gain insight in external best practices.

Key Sales Process Areas : Sales Team Building :

The Sales Team Building area is very closely related to HR. The Lead Sales Process Owner will :

- Act as the functional authority for all sales processes related to people and sales team building

- Interface with the Sales Enablement HR SPOC

- Be the thought leader for sales talent recruiting and development

- Focus on role coverage for Sales Leaders, Account Owners, Practice Sales, and Pre-Sales

- The Lead Sales Process Designer for the Sales Team Building key process area must become an expert in the Revenue Storm Sales Competency Framework.

- This includes a full understanding of the 27 competencies, the 34 attributes, and the STP/STI framework, and becoming a Master Talent Coach, i.e. a coach-the-coach for other Talent Coaches.

Position Responsibilities :

Strategize :

- Review and strategize the Process Model in the context of the business scenarios

- Actively identify, induct and manage a talent pool of SMEs in each of the process sub-areas

- Build and maintain a Program Plan for the relevant process area

- Define Process goals and adoption metrics

- Define the Change Management process

- Approve any changes to the Processes within the Process area

- Adopt the Process Design methodology (Meta-Process) for the Process area

Design :

- Identify process scope and document requirements

- Capture and actively guide the design and development of the standard processes

- Ensure integration of new processes into the single global framework

- Proactively engage with the Audit and Compliance Lead to ensure that any designed processes will comply with relevant external models.

- Document process in Catalyst Sales wiki

- Socialize and validate with Process Design Council (for relevant area)

- Design and develop tools and templates

- Incrementally pilot and test

- Develop training and coaching material

- Drive creation of digitization requirements based on process/tool design

Deploy :

- Engage with end-user communities and SE SPOCs to understand the voice of customer

- Ensure Integration into unit-level Process Excellence Program Plans

- Train the Deployment Leads

- Work with Sales Academy Leads to ensure adoption and deployment

- Respond to feedback

Measure :

- Identify lead and lag measures for monitoring process performance

- Integrate data collection within the Process

- Design and deploy measurement reporting tools

- Analyze the performance measures and identify improvement areas / gaps

Essential Skills, Experience and Attributes for the role :

- Recognized reputation as a global thought leader in relevant process areas

- Consulting background in a major consulting firm

- Proven ability to drive organizational transformation in a complex corporate environment

- At least 5 years of hands-on management experience in the sales process area

- Process and framework design competencies

- Certified business/performance excellence competency, based on methodologies such as Malcolm Baldrige, Deming, TQMS

- Minimum of 5 years hands-on experience in sales of IT-enabled enterprise solutions

- Minimum of 3 years- experience with remote delivery of outsourcing services

- Minimum 3 years of global/multi-cultural experience in each geography (Americas, Europe, and Asia)

- Process Design team building - Nurture & mentor a small team of process design professionals

- Minimum of 2 years- experience in coaching teams and business unit leaders

- Proven ability to work in a collaborative environment

- Strong communication, technical, and executive relationship building skills

- Willingness to travel (international) - the position may involve 1 trip per quarter

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