Senior Director, JAPAC Enterprise Sales Operations

Role Overview

TheSenior Director JAPAC Enterprise Sales Operationsis a critical leadership role responsible for driving operational excellence business rigour and strategic insight across the AsiaPacific & Japan (JAPAC) region. Reporting to theHead of Global Enterprise Sales Operations this role partners closely with theJAPAC President and regional executive leadership to drive performance enable growth and ensure disciplined execution of the operating plan.

In addition to serving as the primary business partner to regional leadership the role contributes to international level initiatives and global operating rhythms providing highquality insight analysis and executive ready communication.

Key Responsibilities

Regional Business Leadership

• Own and drive thecadence of the JAPAC business including weekly forecasting pipeline health productivity assessments deal reviews and quarterend execution
• Provide clear actionable insights throughregular and adhoc executive reporting and engagement
• Leadendofquarter processes reconciliation productivity reviews and regional QBRs
• Deliver highimpact content and insight forregional international and worldwide business reviews

Executive Partnership

• Serve as a trusted advisor to theJAPAC President and executive stakeholders
• Own senior management presentations includingQBRs Deep Dives planning reviews
• Support account and opportunity planning for priority deals and strategic customers

Organisational leadership

• Lead a team of regionally dispersed sales operations professionals as a proven leader of leaders
• Develop a solid people plan that supports talent attraction development retention
• Embody a model coach care philosophy when it comes to the team
• Drive a strong performance culture recognising and rewarding top performance and constantly reviewing capability and performance against future success criteria
• Build for an AI first ops team future; leveraging adopting innovating testing learning

Strategic Planning & Execution

• Define and operationalise theJAPAC strategic and operating plan aligned to global priorities
• Partner with Sales Marketing Finance HR and Partner organisations to enable scalable growth
• Drivegotomarket execution plans including territory design quota setting coverage and pipeline execution plans
• Provide input intoorganisational design capacity planning and hiring progress

Performance Management & Execution

• Lead sales pipeline management forecasting collation and variance analysis within an integrated Go-to-market plan
• LeverageROI scorecards dashboards to surface actionable insights and make re-prioritisation or redeployment recommendations
• Review sales program performance for efficacy and make iterative recommendations or ecosystem alignment asks
• Act as the JAPAC focal point for enablement initiatives and priorities

Sales Compensation & Governance

• Act as senior liaison toFinance HR Plan Design and Commissions
• Support Compensation teams to ensure all compensation plans are documented auditable and consistently applied.
• Provide recommendations on dispute resolution and incentive treatment when outside standard policy
• Oversee quota and territory changes and ensure appropriate documentation and controls are in place
• Drive the landing of equitable quotas during planning cycle including standard plan application

Leadership Profile

This role is suited to an executivecalibre leader who:

• Operates comfortably at bothstrategic and operational altitude
• Brings strong commercial acumen analytical rigour and executive presence
• Is viewed as atrusted partner and advisorby senior sales leadership
• Thrives in complex matrixed international environments
• Drives outcomes through influence clarity and disciplined execution

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