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EMEA Revenue Operations Leader

  London
Position Title: EMEA Revenue Operations Leader
Location: London

Your role

We are seeking a dynamic and strategic individual to join our team as the Regional Revenue Operations Lead for EMEA.  In this key role, you will be responsible for partnering across the global and regional teams to drive consistent Revenue Operations functions from a Global to a Regional level while being able to navigate regional and local requirements. This individual will be responsible to drive some functions globally while having a responsibility for the adoption of programs and timely delivery of key initiatives within the region they support.  The ideal candidate possesses a blend of strategic thinking, leadership skills, and a proven track record in implementing programs successfully across multiple stakeholders.

What you’ll do

  • Leadership Responsibilities
    • Provide strategic advice to the sales and regional leaders regarding overall targeted growth, operational efficiency and strategic initiatives.
    • Serve as a business partner and trusted advisor to sales and regional leadership.
    • Foster an organizational culture of continuous process improvement.
    • Have deep understanding of market dynamics and what is driving the performance of the business across (customers, partners and deals)
  • Strategic Responsibilities
    • Partner with the corresponding Sales leadership and Global Revenue Operations to identify opportunities for sales process improvement based on regional feedback. 
    • Work closely with the corresponding Global Revenue Operations and IT to understand the associated sales organization’s sales and technology strategy.
    • Work closely with corresponding Sales leadership and Global Revenue Operations to define the optimal performance measurements and performance management programs required to ensure regional sales organization success. 
    • Partner with Global Revenue Operations to size the sales force and produce a scalable, cost-effective organization design.
    • Ensure optimal deployment of sales personnel within region. Make recommendations to sales leadership and GTM team to change sales roles, coverage models or team configurations in order to maximize sales productivity in the region while maintaining the global standards. Drive partnership with regional and local teams to ensure collaboration and feedback to overall design and there is an understanding of principles of the Global GTM 
    • Ensure alignment of reporting, training and incentive programs with Global programs and performance management priorities with regional needs.
  • Project Management Responsibilities
    • Ensure timely assignment of all regional sales organization objectives.     
    • Ensure implementation and success of sales-organization-impacting initiatives.
    • Ensure efficient allocation and adoption of technology, support and training resources impacting the sales organization.
    • Leverage available tools and technology to support the impact of the entire commercial organization.
  • Sales Incentives and Compensation Responsibilities
    • Work with the Global Revenue Operations to establish, roll out and maintain sales compensation plans that provide market-competitive pay, reinforce sales organization strategy and align with business and sales organization objectives.
    • Ensure timely assignment and acceptance of quotas for all selling resources and ensure business’s financial objectives are optimally allocated to all sales channels and resources to ensure highest level of business achievement.
    • Monitor sales work performance with the Sales leader and Global Revenue Ops to validate the compensation plan and forecasted sales expense. 
    • Help to roll out and ensure understanding of various compensation metrics to the commercial organization.
  • Sales Training and Communications Responsibilities 
    • Work closely with Global Revenue Operations team and Sales leaders to deliver a sales force training plan focused on developing and reinforcing critical sales competencies that will help to achieve short- and long-term goals. 
    • Drive the usage of existing collateral (e.g., pitch decks, case studies, testimonials, ROI calculators) to help drive success of the selling teams.  Provide feedback on the design/rollout/adoption of new/improved collateral. 
    • Ensure adoption and usage of global sales process and methodologies.  Evaluate the effectiveness of the prevalent sales process and methodology to determine areas of improvement. 
  • Sales Technology and Analytics Responsibilities
    • Work closely with sales users to drive adoption of tools and technology to meet business expectations and share best practices
    • Provide feedback on relevant systems and processes to help scale the team and the business overall performance.
    • Audit of existing tools (e.g., territory plans, account plans, sales interaction prep documents, deal review templates) to ensure proper usage and provide feedback to help improve these systems. Participate in the design/selection/adoption of improved tools.
    • Ensure use global platforms and methodologies while providing feedback for regional specific needs.
    • Coordinate with Reporting and analytics team to help sales leadership and other stakeholders adopt reporting and analytics available to help drive and grow the business           

What you'll need 

  • Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
  • Proven experience (8+ years) in a leadership role focused on go-to-market strategy and business transformation.
  • Strong understanding of market dynamics, industry trends, and competitive landscapes.
  • Demonstrated ability to lead cross-functional teams and drive organizational change.
  • Exceptional strategic thinking, problem-solving, and decision-making skills.
  • Excellent communication and interpersonal skills.
  • Proven experience in developing and executing Revenue Operations functions in a complex business environment.
  • Track record of driving revenue growth and achieving business objectives through effective go-to-market strategies and adoption of data driven analysis
  • Proven experience in implementing programs to help improve the productivity of the customer facing teams through sales training, enablement, tools and technology
  • Familiarity with emerging trends in marketing technology, data analytics, and digital transformation.
  • Strong project management skills with the ability to prioritize and manage multiple initiatives concurrently.
  • Exceptional leadership skills with the ability to inspire and motivate cross-functional teams.

 

A bit about us

Digital Realty brings companies and data together by delivering the full spectrum of data center, colocation and interconnection solutions. PlatformDIGITAL®, the company's global data center platform, provides customers with a secure data meeting place and a proven Pervasive Datacenter Architecture (PDx™) solution methodology for powering innovation and efficiently managing Data Gravity challenges. Digital Realty gives its customers access to the connected data communities that matter to them with a global data center footprint of 300+ facilities in 50+ metros across 25+ countries on six continents. To learn more about Digital Realty, please visit digitalrealty.com or follow us on LinkedIn and Twitter.

What we can offer you

Our rapidly evolving business sector offers the opportunity to be part of a courageous and passionate team who work together to understand and meet the changing needs of our global customers. Join us and you’ll be part of a supportive and inclusive environment where you can bring your whole self to work. As part of our team, you’ll get to work with people from different business areas, challenge the way we do things and put your ideas into action. We’ll also give you plenty of development opportunities so you can build a rewarding and successful career with us. This is an exciting time to join our business so apply now and make your mark on our future.