The Chief Operating Officer (COO) is responsible for defining and executing highly efficient and effective operational processes of the Global Customer Organization (GCO) Function across the region, driving productivity and profitability by adopting and implementing standardized processes, services, methodologies and tools.
This position is also responsible for a direct revenue number for the region and mirroring the presidents.
In addition to operational execution, the COO implements actions and processes, working closely with the BU leaders and the Regional President to ensure the GTM is fully implemented across the region.
The primary responsibilities of this position are to:
- Drive top line and bottom-line growth across the business
- Direct responsibility for revenue and Variable Pay metrics
- Develop and maintain the strategic plan which will enable our business to achieve its goals.
- Drive Go To Market (GTM) Strategy and execution leveraging data and data-driven insights.
- Drive synergies between business units and market units to ensure collaboration and efficiencies.
- Adopt automation for efficiency.
- Eliminate functional duplication.
- Adapt to evolving business models.
- Scale for growth.
- Adopt and syndicate best practices/standards.
- Collaborate & seek continuous innovation.
- Provide Business Units (BU’s )and Market Units (MUs) with high quality data to enable clear planning and decision making.
- Ensure data and format for QBRs, monthly reviews and other meetings is produced via the team to enable business focused discussions.
- Working cross-functionally, develop supporting KPIs/dashboard to manage performance of the business holistically– both from a traditional sales perspective (Pipeline Health) but leading indicator perspective (customer sentiment, strategic selling KPIs such as business case development, etc).
- Serve as proxy for Regional President i.e. manage, drive, negotiate, close sales opportunities in accordance with the customer engagement methodology; participation in calls, 2nd in command activities as required.
- Build and maintain a qualified pipeline of regional sales opportunities; enable the conversion of pipeline to profitable revenue.
- In partnership with Marketing, oversee cost effective pipeline generation for all lines of business (Lead to Opportunity Conversion).
- Drive the measurement and execution of targeted industry and solutions business plans to grow pipeline and achieve revenue goals.
- Drive alignment between global and regional business plans.
- Working closely with global team, launch cost effective tools and scalable resources to help drive deal road mapping, business planning, solutions value blueprint and benchmarking/value content and assets for all customers.
- Drive the enablement and integration of new solutions and methodologies quickly through the organization.
- Ensure effective consultation on key areas which impact the MU such as: M&A strategy which affects region, localization issues and the development of MU game plans.
- 15+ years, or equivalent, leadership and enterprise software sales with 5+ years, or equivalent, leading diverse operations functional organizations
- P&L experience
- Successful track record of building, leading and retaining diverse, multi-functional high performing teams
- Record of building strong customer relationships
- Executive Sponsorship on targeted sales opportunities
- Business strategy planning and Knowledge management
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer
