Sr. Dir, Sales Operations - APJ

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Job Title: Senior Director, APJ Sales Operations

The APJ Sales Operations Senior Director reports to the Senior Director of International Operations, and will drive some International-level projects, in addition to their primary role acting as business partner to the General Manager - APAC

In brief, the Senior Director, APJ Sales Operations will drive the cadence of the APJ Region business, including:

- Weekly forecasting and pipeline management

- Regular and ad hoc reporting and business insight

- Content and insight input to International and Worldwide level reviews and APAC Region management meetings

- End of quarter process and reconciliation

- Hiring progress review and organizational/capacity exposure, enablement and readiness tracking and management

Additionally, he/she will have the opportunity to contribute and direct:

- Operational planning

- Provide organizational design input

- Drive territory analysis, design and allocation

- Execute on Go To Market operationalizing / program execution

- Provide advice, guidance, support and feedback to the Regional VP, first and second line Directors and the region as a whole

The Senior Director, APJ Sales Operations will spend most of his/her time interacting with Enterprise Field Sales, Sales Management, Marketing, Partner Management and Finance understanding and providing meaningful and relevant support to the region’s executive management.

Primary role responsibilities – detail:

• Sales pipeline management, reporting, and analysis

• Ownership of the forecasting collation process. Includes analysis of changes and position +/- against YTD quota.

• Reporting for Key measures (ROI, Performance Scorecards, Management Dashboards, Ranking Reports etc…).

• Opportunity coverage tracking by territory, solution and market segments according to Operating Plan KPIs established

• Defining and driving the strategic and operating plan for APAC

• Senior Management presentations (i.e. QBRs / Business Reviews/ Earning Release Reports)

• Assist in developing Regional go-to-market strategy

• Building out infrastructure to support the sales team

• Assist in Market penetration strategy by geography

• Territory and Quota setting, coverage and exposure

• Act as a liaison to HR, Finance, & Commissions

• As required, provide input into dispute resolution and make recommendations to the Commissions group on how incentives are paid if outside the scope of existing policy

• Recommend improved processes and procedures for the management and administration of variable compensation plans

• Ensure that the written compensation plans are in place and documented (to meet audit standards) for all sales individuals

• Work with Finance to ensure that the calculations for compensation and the financial resources are in place to measure and pay sales people as defined by the plan

• Administer any quota changes as required and ensure proper adjustments documentation

• Provide standard reporting to Sales Management on individual sales performance to quota on a regular basis

• Keep up with Adobe's sales plans & deployment models, strategies, territory plans, account management procedures, sales systems to ensure reporting is accurate and relevant

• Assist with Account and opportunity planning

• Diverse ad-hoc projects that require analytical and strategic thinking as well as attention to detail

• Managing the sales calendar of events

• Collaborate with other organizations on an as needed basis (i.e. IT, HR, Finance, etc…).

• Recommend improved processes and procedures for the management and administration of sales systems and procedures

• Assist senior sales management as required

• Be a Focal point for group he or she is representing. Initial "go to" person for local constituent questions or issues for the respective organization. Provide constructive feedback and suggestions to Director, Enterprise Sales Operations

• Act as APJ Region liaison for Adobe Sales Academy and ensure success of this program locally.

• Act as APJ Region focal point for business issues, readiness and enablement issues, and ensure an action plan is in place to resolve

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