Chief Operating Officer (AMS Sales)

at  Sitecore

ABOUT US:

Our mission is to elevate leading brands through unforgettable digital connections with their customers. Sitecore delivers a composable digital experience platform that empowers the world’s smartest and largest brands to build lifelong relationships with their customers. A highly decorated industry leader, Sitecore is the leading company bringing together content, commerce, and data into one connected platform that delivers millions of digital experiences every day. Thousands of blue-chip companies including American Express, Porsche, Starbucks, L’Oréal, and Volvo Cars rely on Sitecore to provide more engaging, personalized experiences for their customers. Learn more at Sitecore.com.
Sitecore’s foundation is our diverse group of passionate, smart, innovative, and collaborative individuals located across four continents and over 25 countries. Having a wide range of perspectives, experiences, and skills is what makes us the company we are today. The Sitecore values are what drive and unite us across the globe.
About the Role:
As the Chief Operating Officer (COO) of Sales, you are the trusted partner and strategic advisor reporting into the Senior Vice President Sales (SVP, Sales) for North America. You will work cross-functionally with key stakeholders across the go-to-market organization to drive operational excellence and deliver repeatable business results. In this role, you will measure, monitor, and maximize the performance and efficiency of the sales funnel, our sales team, and our partnerships. The COO will work in conjunction with the Senior Vice President, Sales, and Strategic Operations to improve the productivity of the overall go-to-market organization, streamline business initiatives, drive program management, provide analytics and communicate cross-functional objectives that enable our sales team to achieve their revenue targets efficiently and effectively.

ADDITIONAL SKILLS THAT COULD SET YOU APART:

• Demonstrable track record of proven success in senior sales operations role in the MarTech space: marketing/customer experience/e-commerce/business analytics software.

• Review and assist in implementation of annual sales plans, quotas, and budgets ensuring the objectives are optimally allocated to all sales channels and resources through the quota program.
• Provide insights and recommendations based on market trends, competitor analysis and customer feedback.
• Responsible for the optimal deployment of sales personnel. Make recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity.
• Assess and refine end-to-end sales processes to maximize efficiency and productivity. Implement best practices to streamline lead generation, qualification, and conversion.
• Establish key performance indicators (KPIs) and sales metrics to measure and report on team performance against target.
• Identify areas for improvement and implement data-driven strategies to enhance sales effectiveness.
• Develop accurate sales forecasting models, monitor, and analyze variances vs plan, providing recommendations for adjustments as needed.
• Assist/coach Sales teams in driving account planning/governance, designing deals, helping to close, advising customers on needs.
• Collaborate with the HR/Enablement departments to create sales training programs and ensure continuous development of the sales team.
• Work closely with other CSO functions as well as Marketing, Finance, Revenue Operations, Deal Desk, Revenue Recognition, and other back-office functions to ensure alignment with sales objectives.