Vice President

Vice President – Global Sales Operations

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