London Stock Exchange Group

Director, Global Business Operations

Director, Global Business Operations - KSA

What you'll be doing:

To support functions essential to go-to-market productivity for the Strategic Accounts Group. These include forecasting, budget planning, sales reporting and analysis, quota setting and management, sales process optimization, CRM effectiveness and reporting. Responsible for the overall productivity and effectiveness of the strategic accounts sales organization; they work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled.

Key responsibilities of the role:

  • Sales Forecasting and Reporting:Develop monthly, quarterly and annual sales forecasts, track sales KPIs and conduct data analysis to provide insights and alignment with sales goals.Closely collaborate with the FP&A team to align sales forecasts and plans to revenue and bookings targets.Lead the development and monitoring of annual sales compensation plans for strategic accounts
  • Sales Funnel and Pipeline Management:Manage sales funnel and pipeline, ensuring data quality, accuracy, and compliance with the sales process.Conduct continuous data analysis to identify opportunities and develop actionable sales strategies and execution plans.Contribute to the management of each sales territory’s performance and provide sales leadership with the necessary tools and metrics to improve sales performance across the organization.
  • Sales Process Management and Optimization:Lead goals setting, tracking, and performance measurement of the business; challenge the organization by working on plans to address opportunities and help drive processes to exceed goals consistently.Drive the implementation of the sales processes and strategic initiatives to ensure consistency of utilization of best practices, processes, and tools across the organization.Identify and implement solutions to optimize the sales process and pipeline management. Work closely with sales leadership to evaluate sales processes and prioritize opportunities for improvement.Gathers voice of customer feedback from the sales and customer success teams regularly to constantly improve support programmes with the customer in mindLeverage deep industry/product knowledge and sales data to enhance multiple initiatives such as incentives, pricing, training, etc.Defines sales support strategy in collaboration with sales leadership and executive management to equip the sales team with the necessary tools to engage the Group’s target buyers effectively and successfully, being mindful of Strategic Accounts specialisation but balance with a need for global consistency.
  • Sales Automation and CRM Management:Implement and support enabling technologies, including CRM, to assist the field sales teams.Reinforce colleague compliance with required standards for maintaining CRM data.Work closely with sales leadership to optimize the effectiveness of go-to-market infrastructure.Conduct CRM reporting and analysis consistent with sales organization KPIs and objectives.
  • Talent Management and Leadership:Lead, coach and develop a geographically diverse team of 3 across 3 regions. Reinforce the company values as a leaderForm part of the Global Sales Operations Leadership team, reporting the Global Head of Sales OperationsBuild a strong partnership with the Global Head of Sales and Account management for Strategic Accounts and their Leadership team.

What will be your key deliverables:

  • Improve Sales Productivity by enabling increased sales (more value per deal per rep)
  • Systematic forecast and pipeline approach/rigor-globally consistent
  • Systematic approach for capturing VOC
  • Data cleansing improvement (measurable KPI needed)
  • Sales Support Specialist alignment to improve admin burden on account teams
  • Consistent approach/data globally to meeting operating cadence for SAM, D&A and Exco
  • Defined research for TAM to support whitespace initiatives-systematic updates
  • Support the successful integration and move to one D&A model
  • Drive a culture of delivering results and contribute to sales talent development

Who are London Stock Exchange Group looking for?

  • Experience working with executive-level customers or stakeholders; ability to influence and manage across a matrix organisation
  • Experience in people management preferable.
  • Experience planning and managing at both the strategic and operational level.
  • Experience in prioritization of deliverables and tasks, and taking ownership, leading data-driven analyses, and influencing results.
  • Excellent analytical, reporting, and presentation skills; effective communication skills
Contract: Full Time
Region: Greater London
Location: London EC2A 2EP
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