This position will be fully remote and can be hired anywhere in the continental U.S.
The Sr. Director of GTM Excellence is responsible for ensuring implementation, execution and success of the sales annual plan, supporting business initiatives and processes, and owning pipeline management activities. This is a highly visible cross-functional role working directly with the sales leadership team, sales operations, marketing, consulting services and partner organizations with a goal of driving alignment across the GTM sales plays resulting in an increase in pipeline velocity and conversion rates.
How you'll make an impact
- Own a comprehensive GTM annual plan including alignment of sales and marketing strategies, operational insights and execution
- This role will be responsible for hiring, building and developing and a team of GTM Managers
- Provide leadership and direction to team of GTM Managers (who are sales tool SMEs) to drive consistency, scalability, metric actions and initiatives across segments, resulting in more efficient sales tool usage & higher rates of adoption
- Architect strategies and sales plays to drive revenue growth, defining Sales excellence best practices
- Build consistent and effective processes and tools for sales teams to grow and manage their accounts and opportunities, improving data hygiene, forecast accuracy, pipeline velocity and best-in-class sales tool usage, working in coordination with both the sales operations and sales organization
- Analyze overall business performance and act as a trusted advisor in identifying scaling opportunities, efficiencies, and KPIs for business growth
- Establish timelines, project plans, and expectations across various stakeholders to manage deliverables for leadership reviews and performance updates
- Partner with enablement to ensure that trainings are prioritized in alignment with sales needs
- Own development and administration of rhythm of the business activities such as Weekly Forecast Calls, Quarterly Business Reviews and other repeatable business activities
- Partner with HR as needed to rollout field sales initiatives
- Partner with the Director of Enablement to identify and mitigate potential risks and barriers to change, proactively addressing resistance and ensuring smooth transitions
- Partner with Director of Strategy and Planning to identify and execute projects in relation to the 3-5 year sales roadmap
- Lead ad hoc activities as need to drive GTM Excellence
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- Oversight of the Optiv sales methodologies across all stages of the sales funnel
What we're looking for
- Bachelor's Degree (B.A.) from four-year college or university (a combination of education and demonstrated experience in the industry may be considered), with a related Master's degree preferred
- 10-15 years of experience in a leadership role within Sales Operations, Strategy & Planning, or PMO 5+ years of experience within the IT industry
- Proven leadership skills and experience with both direct and indirect reports as well as influencing without authority
- Executive Communication/Presentation Skills
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What you can expect from Optiv
- A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. "Optiv Chips In" encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv is an equal opportunity employer (EEO). All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.
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