The Vice President – Global Sales Operations is accountable for end-to-end strategic planning and execution governance for the global ECM/BPM Sales function. The role ensures that growth strategy is translated into clear targets, optimal coverage, disciplined execution, and predictable bookings, while maintaining strong financial, policy, and data governance across regions.

This leader owns the global sales operating model—driving consistency, transparency, and scalability across geographies, industries, and service lines in a complex, long-cycle sales environment.

Responsibilities-

Global End-to-End Strategic Planning

Experience in Selling OpenText products of Content Portfolio is Mandatory

Targets & Coverage

Lead the global annual operating plan and multi-year sales planning for the business
Translate corporate growth priorities into region, industry and account level targets
Design and govern global sales coverage and capacity models across sales motions
Ensure consistency in target-setting while accounting for regional market realities
Align sales plans with Finance on revenue, margin, ramp-ups, and cost of sales

Account Portfolio & Planning

Own the global account portfolio strategy and segmentation
Drive disciplined account planning standards focused on multi-tower expansion and revenue durability
Ensure clarity of account ownership and coverage continuity globally
Provide executive insights on portfolio health, growth headroom, and risk exposure

Sales Incentives & Strategic Programs

Own global governance of sales incentive and compensation frameworks for ECM/BPM
Ensure incentives reinforce new logo wins, multi-tower deals, strategic offerings, and profitability
Balance global consistency with regional customization
Design and oversee global strategic sales programs aligned to enterprise priorities

Sales Metrics & Analysis

Define and own a global ECM/BPM sales metrics framework
Deliver executive-grade insights through standardized dashboards and reviews
Elevate analytics from reporting to decision-support and risk management

Pipeline Management

Establish a globally consistent pipeline management framework
Define qualification standards, stage gates, and coverage norms
Ensure early visibility into deal risk, solution feasibility, and execution readiness

Sales Forecasting

Own global bookings and revenue forecasting accuracy
Govern forecasting methodologies reflecting multi-year and ramp-based deals
Align forecasts with Finance, Delivery, and Transition capacity

BI Design & Development

Own the global vision for Sales BI and analytics
Ensure CRM, finance, and delivery systems operate as a single source of truth
Sponsor role-based dashboards for sales leadership and executive reviews

Leadership & Stakeholder Engagement

Core member of the global commercial leadership team
Strategic partner to Sales, Finance, HR, Practices, IT, Legal, and Risk
Trusted advisor to Sales Leader and Chief Growth Officer
Leads a globally distributed Sales Operations organization

Minimum Qualifications

10 Years in Sales Operations role within global ECM/BPM organisations
Proven leadership of global sales planning and bookings governance

Preferred Qualifications/ Skills

Deep exposure to large, complex, multi-year ECM/BPM deals
Experience supporting executive and board-level operating reviews

Sedin Technologies

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Vice President – Global Sales Operations