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Senior Manager, GTM Operations – Global Commercial Industry – Hybrid, Cary, North Carolina 

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About the job 

The Global GTM Operations team seeks a new team member who will lead and manage global GTM Operations staff that support the enterprise Commercial Sales Industry. This role enables predictable revenue growth by ensuring strong forecasting, pipeline health, territory and account design, performance insights, and operational rigor across Sales globally.  As a senior leader within GTM Operations, this role partners closely with industry, regional, and functional leaders to drive standardization, improve seller productivity, and lead GTM transformation initiatives that reduce friction and increase scalability. 

 
As a Senior Manager, GTM Operations you will: 

• Ensure that Global Commercial Sales Team strategies align with the Industry GTM Strategy and the company’s overall business objectives. 

• Collaborate with senior leadership to develop and refine go-to-market strategies. 

• Provides leadership and direction of projects and initiatives; coordinates activities with other areas that impact support of sales. 

• Provides analysis and recommendations to management in matters concerning performance, operations, staffing, and resourcing, segmentation, compensation 

• Assists sales management in developing business plans and reviewing with executive management. 

• Manages support staff, which may include business operations specialists. 

• Owns the sales territory planning, quota setting, and pipeline management. 

• Owns the global forecasting and pipeline governance model for the Commercial industry, ensuring accuracy, consistency, and executive confidence. 

• Provides clarification and direction on deal structure; coordinates with global sales and field operations to escalate and resolve issues regarding revenue recognition and sales compensation. 

• Provides leadership and direction of account strategy, coaching and mentoring at account, and vertical levels. 

• Provides coaching and direction on performance issues at all levels of the sales vertical/sales division. 

• Lead and manage change initiatives within the GTM Operations teams, ensuring smooth transitions and adoption of new processes or technologies. Train and onboard teams on new tools, processes, or strategies. 

• Success outcomes include predictable, accurate forecasting and pipeline health, scalable GTM Operating model, improved seller productivity and reduced operation friction, strong adoption of GTM Operations tools and process globally. 

Required qualifications 

• Bachelor’s degree in Business or relatedfield. 

• Typically requires twelve years of experience in technology sales account management, sales finance, contracts, marketing, or business related initiative, which is related to the specific area of assignment; including two years in a formal management role.  

• Equivalent combination of related education, training and experience may be considered in place of the above qualifications. 

Additional competencies, knowledge and skills 

• Courage - Proactively confronting difficult issues; making valiant choices and taking bold action in the face of opposition or fear. 

• Creating a Culture of Trust - Fostering a work environment that encourages people to act with integrity and treat each other and their ideas with respect; creating and protecting a high-trust environment by setting an example, advocating for others in the face of challenges, removing barriers to trust, and rewarding others for demonstrating behaviors that cultivate trust. Provides feedback both reinforcing and constructive regarding the behaviors of his/her managers. 

• Leading Change - Driving organizational and cultural changes needed to achieve strategic objectives; catalyzing new approaches to improve results by transforming organizational culture, systems, or products/services; helping others overcome resistance to change.  

• Advanced knowledge of Sales Compensation structure and ability to build Sales Compensation Plans. 

• Demonstrated leadership and decision making skills; strong oral and written communication and listening skills.