DGM Global Sales Operations

Scaled Go-to-Market Operations Leader

Role Summary

We are seeking a seasoned and strategic leader to drive our global Independent Software Vendor (ISV) Go-to-Market (GTM) strategy and operations. This is a key leadership position focused on designing and operationalizing a scalable, repeatable GTM motion that drives a cohesive global business. The ideal candidate will be an expert in orchestrating complex, cross-functional initiatives and translating them into clear, executable operational plans for vendor teams. They will also possess a strong business fluency in data analysis to drive strategic decisions. This role requires a unique blend of strategic thinking, hands-on execution, a solid understanding of sales operations, and a good grasp of the economics of how Cloud partners operate and its relationship to co-sell motions with cloud service providers.

Key Responsibilities

• Vendor and Cross-Functional Leadership: Actively engage with VMO, Business stakeholder, and cross functional teams to gather and deliver requirements.
• Program Delivery & Translation: Translate complex business needs into a consumable and executable form for regional teams to ensure successful program delivery.
• Data-Driven Strategy: Possess business fluency in data analysis, with the ability to read, question, and derive insights from 100s of rows of sales data. You will use tools like Tableau to provide critical data insights and operational strategy to optimize the business. Classic Use Case Example :you would analyze a sales spreadsheet to find trends, like underperforming regions or a stalled partner pipeline. You would then create an operational strategy, such as moving a partner to a different cohort or creating a new enablement resource, and work with vendors to execute a plan for maximum outcome. This process is done regularly to refine the sales strategy, and also to bridge gap-to-sales targets.
• Sales Psychology & Influence: Understand the psychology of sales and how to effectively engage with Field Sales Representatives (FSRs) to earn their mindshare and time. Influence and align a wide range of cross-functional stakeholders, driving consensus and collaboration without direct authority.
• ISV Ecosystem Expertise: Understand the economics of ISVs and the dynamics of co-selling. Leverage this expertise to design programs and strategies that help scale ISV sales motions.
• Global Program Management: Lead and manage a globally distributed team, navigating multiple time zones and the complexities of large-scale operations with commitment and flexibility.
• Lead and responsible for driving end to end Global Partner Advisory team operations, targets, KPIs and client deliverable
• Develop and Deliver Advisory Reports and Business Reviews:
• Prepare comprehensive advisory reports that provide actionable insights and recommendations.
• Drive & lead business reviews presentations and meetings with business and client stakeholders
• Deliver engaging presentations to communicate complex concepts effectively to our partners.
• Lead and Manage Advisory Professionals:
• Lead, mentor, and develop a team of advisory professionals, fostering a culture of collaboration, innovation, and continuous learning.
• Provide guidance, training, and performance feedback to team members to enhance their skills and capabilities.

Non-negotiable Qualifications & Experience

• Minimum 15+ years of relevant experience working with & managing ISV Channel Management, Global B2B Sales Operations or Partner Sales Management / SaaS Technical sales
• Advance English language proficiency - C1 or above certified
• Solid understanding of cloud technologies and digital transformation concept
• Cloud Digital Leader or any other cloud certification is a big advantage
• Excellent Sales Pipeline management and negotiation skills
• Strong business fluency in data analysis to derive strategic insights from large datasets.
• Experience in influencing and aligning complex, cross-functional stakeholders and sales teams
• The ability to cut through ambiguity and move with speed and agility.
• Experience managing a globally distributed team with utmost flexibility