Job Description
Description
The Global Sales Operations Leader will be responsible for ensuring global sales processes and teams, both direct and indirect, are operating optimally driving revenue, accurately forecasting, and monitoring and driving both customer and partner satisfaction and growth. This role is also responsible for driving revenue through successful partner management, US and global partner acquisition, and growth strategies. While regional sales leadership, including the SVP Commercial US and global regional sales leadership, focus on managing the interactions and relationships of sales representatives and clients and driving achievement of revenue goals, the SVP Global Sales Operations is responsible for ensuring that sales processes run smoothly and efficiently by developing and implementing optimized processes. This role supports achievement of the organization’s revenue goals from both direct and indirect channels, and listens to feedback from sales and support teams to ensure sales operations are set-up to analyze for growth, provide for a smooth customer experience, and improve efficiencies and performance. The role will report to the Chief Operating Officer and can be located anywhere in the US.
Requirements
Essential Duties and Responsibilities
In close collaboration and partnership with the COO, VP Customer Success, VP Marketing, SVP Commercial US, SVP Commercial EMEA and other regional sales leadership; responsible for developing best in class global direct and indirect sales channel processes and tools to support achieving sales quotas and growing iCAD’s business through obtaining new accounts, maintaining existing business, and strategic account management. This role is responsible for optimizing the success of the organization’s sales channels by managing goals, projections, and processes. The duties include creating and implementing sales processes, overseeing the partner and sales operations teams, assisting in planning and strategizing sales goals, collaborating with marketing to support lead generation through in-person and virtual events, marketing outreach, and other activities, and collaborating with product and customer success to ensure product, pricing and processes are consistent between territories and across channels.
· Develop and execute a Global Sales Operations program by collaborating with Sales Leadership and GTM teams including driving key initiatives. Develop an operational cadence for Sales Operations.
· Lead, manage and evaluate the sales tools, processes, policies, and programs to ensure continuous productivity, optimization, and effectiveness, with a focus on scalability and driving significant growth.
· Develop and optimize sales processes and programs as it relates to Quote-to-Cash (quoting process, pricing, configuration/terms), Deal Desk, Forecasting and supporting field direct and indirect channels.
· Exhibit a strong understanding of the sales process and act as a business advisor to the sales organization by providing insights on opportunity management to drive deal velocity.
· In collaboration with CFO and executive sales leadership, implement a Deal Desk process to review non-standard deal terms and ensure compliance with published sales and approval policies and act as an escalation point for approvals.
· Assist in training sales representatives with a focus on processes and supporting tools including but not limited to CRM, forecasting workbooks, generating proposals, quotes, and orders.
· Collaborate with regional sales leaders and teams to develop and execute sales management disciplines and processes (territory assignment & reviews, weekly/quarterly forecast, QBRs, pipeline analysis and development, account planning, account assignments, quota/budget allocation).
· Partner with sales on annual planning activities and lead the territory carving and alignment process.
· Assist with identifying customers and sales opportunities by analyzing sales data and market trends.
· Proactively monitor and maintain high levels of quality, accuracy, and process consistency across the field organization.
· Develops key performance metrics, dashboards, and reports that help the sales organization focus on performance drivers and results.
· Collaborate with Marketing to ensure proper lead management processes, metrics, and policies.
· Partner and implement knowledge management strategies to continuously increase product knowledge across all GTM teams.
· Be a trusted advisor to Sales and Executive Leadership.
· Partner with the sales leadership on all issues and challenges impacting the success of the sales team.
· Develop a strong partnership with the business to become a trusted advisor and point of escalation for the aligned sales team.
· Partner with the COO, sales executive leadership, Finance, and HR to design, document, implement and monitor sales compensation plans.
· Improve and manage the Sales Handbook.
· Lead and facilitate forecast calls, analyze historical data, provide predictions of accurate forecasts, and challenge questionable opportunities in the forecast.
· In collaboration with COO and respective country/territory sales leadership team(s), determine ROI and approach for growing business in the territory by analyzing channel strategy – i.e., direct and/or indirect – including strategy and tactics to become a trusted partner particularly where provider is government supported public health policies and programs.
· Establish policy and standardization around how the global sales teams work with technology and process adoption to increase Sales efficiency.
· Provide ad-hoc reporting and analysis to understand the state of the business and sales rep performance.
· Work with other departments to improve integration between Salesforce and other mission-critical systems, including Marketo. Partner with cross-functional Operations teams for shared tech stack tools.
· Provide feedback to maintain data integrity within customer records in Salesforce.com and other systems. Ensure Salesforce is maintained for all sales opportunities identified, catalogued, and prioritized and territory management.
· Lead the evaluation, launch and training of new Sales tools/platforms.
· Keeps abreast of new and upcoming technology and market trends, including competitive information.
· Manage vendor renewals for Sales tools, determine future user growth needs and work with Finance to establish budget.
· Update training as processes and best practices evolve; assess existing content for effectiveness and relevance.
Channel Responsibilities
· Strength, grow and optimize a company-wide reseller channel process in collaboration with the sales leadership team and broader executive leadership team.
· Manage OEM, channel, and strategic partnerships acquisition, growth, and retention.
· Develop, manage, and improve operational processes for the channel (Distributor, Reseller, OEM, etc.) sales organization.
· Provide operational support and enablement to sales, partners, and cross-functional teams for channel related inquiries (e.g., opportunities, quotes and orders, reporting/dashboards)
· Work directly with sales and partners to identify operational pain points, then design and implement scalable solutions.
· Collaborate with Partner Programs team to operationalize program changes and ensure compliance with requirements.
· In collaboration with regional sales leadership, manage relationships with our global distributors and collaborate to develop scalable QTC processes for two-tier opportunities.
· Create and implement reporting and dashboards for the channel organization that improve efficiency, effectiveness, and productivity.
· Develop methods, processes, systems and tools to appropriately support our channel efforts within our segmentation models: customer funnel segments, regional, and business size (i.e. enterprise, mid-market and SMB) and other segmentation criteria as developed.
· Drive cross-functional programs and initiatives to support scaling of the business and integrate the channel processes with teams (e.g., sales, marketing, product).
· Manage all channel incentive programs and ensure adherence to policies.
· Assist in the development and rollout of channel enablement practices to improve our reseller’s effectiveness and efficiency and provide increased channel insights through data, automation, and product analytics.
Other Responsibilities to include:
· Create and coordinate key reporting for iCAD leadership team, partnering with the Customer Success analyst to provide reporting on customer adoption, sentiment and advocacy and business results (i.e., forecasts, renew, expand, churn).
· Act as liaison to channel enablement to drive training and enablement priorities, content and methods.
· Maintain and evangelize communication best practices for sales and sales support functions.
· Possesses excellent presentation skills ranging from individual to large group presentations, including C-levels.
· Represents iCAD at local and national tradeshows.
· 60+% overnight travel may be required at times.
PLEASE NOTE: This is not an exhaustive list of all duties, responsibilities and requirements of the position described above. Other functions may be assigned and management retains the right to add or change duties at any time.
Minimum Qualifications, Education and Experience
· Bachelor’s degree or equivalent educational background in the healthcare field IT field.
· Minimum of 10+ previous SaaS leadership experience in the Healthcare IT field.
· Experience selling into the C Suite (CIO/CTO/CEO)
· Strong leadership skills to evaluate ongoing sales team performance and provide training and coaching when necessary.
· Communication skills for effective verbal and written communication with sales teams, operations specialist, collaborating departments and senior leadership.
· Advanced analytical and problem-solving skills to identify opportunities or sales process improvements and development and implement new strategies.
· Financial skills and business acumen to understand sales profitability and opportunities.
· Technology skills to utilize CRM and database software tools in daily tasks.
· Research and reporting skills to analyze sales data and consumer trends to create sales forecasts proven success in the achievement of quota year over year in a high growth, emerging tech organizations.
· Strategic thinking leader with a high EQ.
· Data driven, a true believer in the key metrics to drive a tech organization (CaC/Churn/ARR).
· Knowledge of oncology, mammography workflow and breast cancer screening matrix including MRI, TOMO and Ultrasound would be a plus.
· Documented track record of meeting or exceeding sales quotas and increasing total dollar sales in territory.
· Successful forecasting through Salesforce.
· Ability to build influential customer/supplier relationships.
· Strong interpersonal skills.
· Strong organizational skills.
· Must be a team player.
Quality Standards
· Communicates, cooperates, and consistently functions professionally and harmoniously with all levels of supervision, co-workers, visitors, and vendors.
· Demonstrates initiative, personal awareness, professionalism and integrity, and exercises confidentiality in all areas of performance.
· Follows all local, regional and country laws concerning employment.
· Follows all DeepHealth policies and procedures.
· Follows data privacy, compliance, safety and confidentiality standards at all times.
· Practices universal safety precautions.
· Promotes good public relations on the phone and in person.
· Adapts and is willing to learn new tasks, methods, and systems.
· Reports to work regularly as scheduled; consistently punctual with respect to working hours, meal and rest breaks, and maintains satisfactory personal attendance in accordance with DeepHealth guidelines.
· Completes job responsibilities in a quality and timely manner.
Travel
This position requires domestic / international travel up to 10%.
Working Environment
Remote
Physical Demands
This position often requires sitting, standing, walking, bending, twisting, reaching with hands and arms, using hands and fingers, handling, or feeling, speaking, listening, and high-level cognitive thinking. Also, must be able to lift up to 10 pounds occasionally.
Salary $200,000 to $215,000 depending upon experience
