Job Description

As the Strategic Business Partner to the Regional Vice President and Regional Directors of the UK Sales geography this leader will;

1. drive the overall sales productivity and effectiveness through a consistent and predictable business cadence
2. be a catalyst for accelerating rapid growth by executing key business strategies for sustained growth,
3. demonstrate cross functional leadership driving agreed objectives/business outcomes and
4. offer insight and drive sales process innovation + simplification to the broader business

Responsibilities for this highly visible role include:

FY Planning

• Facilitates the development of the
  • go-to-market organizational structure and associated sales hierarchy to maximize sales productivity
  • the development and deployment of sales targets, quota setting and in-year management.

Business Cadence

• Drives a consistent business cadence and a predictable business in partnership with sales leaders to drive pace of business and GTM to meet critical KPIs. 
  • Forecast process & accuracy.
  • Pipeline quantity, quality & velocity to achieve agreed targets.
  • Account/deal reviews
  • CRM hygiene
  • QBRs
  • Lost /slipped deals.
  • Provide sanity checks (exception) reporting on rep productivity.
• Keeps sales leaders ahead of business issues, specific to forecast and quarterly results, and concerns to proactively address versus reactively address. 

Improving Productivity & Driving Growth

• Execute sales enablement in the region and demonstrate quantifiable results (pipeline)
• Provide proactive and actionable insight to sales leadership to build quality pipeline & drive growth areas, for example:
  • Whitespace, Top 15,000 attendance
  • Cross-sell/up-sell opportunities
  • Pipeline QQV
• Partner with the broader Sales Operations team to implement and leverage sales enabling platforms/tools. Monitor the sales organization’s compliance with required standards for maintaining CRM data.
• Works with sales management to quickly understand key differentiators to exploit sales and market opportunities.
• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies.
• Provide opportunity analysis based on total addressable market (white space reporting)

Cross Functional Leadership

• Team lead (dotted line) for virtual dedicated regional ops team responsible for setting team priorities /activities to regional sales needs, leading virtual team meetings & 1:1 in collaboration with direct line manager.
• Proactively share virtual team training/enablement needs to direct line manager
• Builds peer support and strong internal-company relationships with other key management personnel to support the deal flow process.  
• Facilitates a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, and collaborating with cross functional teams such as Marketing, Finance, Services, and HR
• Partners as required with necessary teams to deliver and maintain operational training of sales systems, processes, sales programs.

Qualifications

Sales Ops Lead Persona:

Are you a charismatic collaborative leader, who uses data insight to drive and grow the business, moves at incredible pace and leans in fast to respond to changing market needs navigating through ambiguity at ease?

High emotional intelligence with the presence to be heard and listened to with the ability to influence sales for bigger outcomes and across cross-functional teams to innovate promoting productivity, bringing disperses teams together to quickly delivery common goals.

Enjoys being central to the business, maintaining long lasting relationships & taking the lead to connect cross-functional teams partnering on initiatives that are directly linked to the sales teams and sales outcomes.

Highly agile with a sense for strategy and detail who constantly searches for the best solutions and organisational behaviours to build bridges so that everything can flow towards success always keeping one eye on the future.

Adapt at situational flexibility easily able to switch from operational strategic to tactical tasks understanding the devil in the detail and eloquently communicating the high-level view tailored to all levels 

Fast pace, outcome focused and a curios problem solver at heart with the tenacity to drive change/interventions collaboratively aligned to company goals

Your Qualifications

• Years of progressive Sales Operations experience and a Bachelor’s degree in Business, Management or relevant field or its equivalent; a Masters degree is a plus.

• Innate ability to develop cross functional business relationships across all levels of management seniority
• Capability to implement best in class processes focused on delivering business results.
• Ability to concisely communicate complex topics to a broad audience including technical and non-technically driven functions.
• Desire and proven experience in driving change building scalable processes along the way.
• Ensure decisions are aligned with the interests of Dynatrace’s shareholders and will drive value shareholder value.
• Strong analytical and quantitative capabilities are required.
• Experience with and working knowledge of Salesforce.com is required.
• Experience in the software/high-tech industry is a plus.

Additional Information

Why you will love selling and working with our Dynatrace platform 

• Dynatrace is a market share leader & an 13x magic quadrant leader
• Dynatrace invests more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption
• Dynatrace is trusted by over half of Fortune’s Top 100
• Dynatrace provides a culture of excellence with competitive compensation packages that recognize and reward greatness. 
• Dynatrace gives you the chance to work with the largest of the Cloud players like AWS, Azure, VMware and Google Cloud allows our customers to have the best of 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology

We offer a competitive compensation package, benefits, company pension scheme and holidays.

Discover more perks & benefits

Growth opportunities - find out how Dynatrace supports your career development and personal growth journey: https://careers.dynatrace.com/grow-with-us/career-development/

Flexible working - our flexible and trusting work environment fits your current life situation: https://careers.dynatrace.com/ways-of-work/

Relocation Support - discover how we can support you if you wish to join us at one of our global locations: https://careers.dynatrace.com/relocation/

Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.