Head of Sales Operations and Enablement

NTT Ltd.

1d•$160 - $296•Remote

About The Position

Make an impact with NTT DATA Join a company that is pushing the boundaries of what is possible. We are renowned for our technical excellence and leading innovations, and for making a difference to our clients and society. Our workplace embraces diversity and inclusion – it’s a place where you can grow, belong and thrive. The Head of Sales Operations and Enablement is a senior leadership role responsible for defining and executing the Sales Operations / Enablement strategy and driving readiness transformation with content, tools and /or programs in an unpredicted buying environment. This senior leadership role defines strategies and plans that aims to improve the sales team's efficiency and productivity. Through the effective management and leadership of their team(s), this role is responsible for fostering a collaborative and high-performing culture. This function is a driving force behind defining, shaping, and executing overall Global Multinational Strategic Accounts G2M strategy across entire portfolio, all routes to market and all accounts whilst driving operational excellence. The leader of this function will have a global remit be responsible for playing a critical role in fostering and maintaining strategic relationships with NTT Sales Leadership/Teams within a Region and / or Business Units whilst ensuring alignment with global sales/organizational objectives. This function will be accountable for driving innovation, rhythm of the business, operational excellence, whilst ensuring we are delivering strategic initiatives that will accelerate profitable and sustainable growth. The leader will also provide executive support to the SVP of the global Multinational Accounts division. The Head of Sales Operations, owning the operational engine that drives predictable revenue performance. This role ensures the division executes against its growth strategy through disciplined planning, operational excellence, data‑driven insights, and tight governance of sales processes.

Requirements

Substantial understanding of the vast range of IT operations and service offerings.
Demonstrable substantial knowledge and understanding of IT industry environment and business needs.
Substantial strategic and operational team leadership skills and able to effectively manage the resources that report to them.
Substantial business and commercial acumen.
Substantial collaboration skills and able to interact professionally and to build sound relationships at all levels internally and externally.
Substantial knowledge of the client environment.
Substantial understanding of the local, regional and global sales environments and ability to grasp the challenges facing the sales force.
Substantial ability to identify trends and areas for improvement.
Substantial understanding of solution selling concepts and solid knowledge on sales process design.
Substantial problem analysis and solution formulation skills.
Demonstrates substantial learning and service orientation.
Bachelor's degree or equivalent in business or sales or a related field.
10–15 years in Sales Operations, Revenue Operations, GTM Strategy, Sales or Performance Management.
Proven leadership of multi-country or complex matrixed sales organizations.
Deep expertise in quota planning, compensation design, forecasting, analytics, and GTM strategy.
Strong financial and commercial acumen; ability to work with CFOs and P&L owners.
Demonstrated ability to partner with senior executives and influence cross-functionally.
Proven track record of developing and executing operational strategies that drive excellence and business results.
Substantial level of relevant experience in similar role within a related environment.
Strategic thinking & operational rigour
Exceptional analytical capability
Strong governance & policy design
CRM systems mastery (Salesforce or equivalent)
Commercial negotiation & deal support knowledge
Executive communication & stakeholder management
Leadership of large, distributed teams
revenue, drive growth and build stronger relationships with customers and business partners.
Thought leader with creative, strategic, and financial acumen coupled with strong business intellect necessary for taking the business to the next level.
Excellent analytical and data-driven decision-making abilities
Results-driven with a focus on achieving Global and Regional/Business Unit sales objectives.
Applies broad extensive cross organizational knowledge to participate in building business strategies and plans.
Approves operational policies and implementation thereof.
Problem solving: Develops and implements strategic plans and objectives in alignment with corporate strategy.
Motivates for new tools/methods.
Excellent strategic thinking and problem-solving skills
Exceptional communication and interpersonal skills, with the ability to build strong relationships with Regional/Business Unit Sales Leadership/Teams
Regularly interacts with executive level management and major customers on extremely critical and strategic matters.
High ethical standards and integrity in all interactions
Capacity to influence and persuade stakeholders in order to drive business success
Natural networker, relationship builder, effective influencer, persuasive spokesperson, comfortable strategist with creative, strategic, and financial acumen.

Nice To Haves

Relevant certifications such as SPIN and Solution Selling are desirable.

Responsibilities

Defines and executes the Sales Operations / Enablement strategy and driving readiness transformation with content, tools and /or programs in an unpredicted buying environment.
Works in close collaboration with business stakeholders / cross functional teams to establish sales operations and enablement priorities and development plans.
Co-develops and drives execution of the relevant Sales onboarding program, building a solid foundational experience that supports and accelerates ramp-up to readiness.
Works with GTM leaders to leverage performance data to identify knowledge / skills gaps and measure effectiveness, efficiency, and productivity improvements.
Leverages technology platforms for skills augmentation and readiness including guided selling and content analysis for effectiveness and productive use of content.
Leads teams to run continuous education and development / coaching programs to affect top Sales teams and Sales Leadership performance.
Collaborates with relevant cross functional teams such as product and marketing teams to ensure that relevant messaging and positioning relating to product and service offerings are consistently deployed across the Sales organization.
Operationalizes sales and guided selling content that supports sellers to drive better engagement and conversations with clients.
Understands market trends to ensure enablement solutions are defined that ensures to keep the organization ahead of its competition.
Defines and implements relevant sales operational policies, standards, and guidelines.
Designs, implements, and manages sales forecasting, planning, and budgeting processes.
Partners with senior sales leadership to identify opportunities for sales process improvement.
Defines the optimal performance measurements and performance management programs required to ensure sales organization success.
Ensures sales reports and other internal intelligence is provided to the sales organization and develops new reporting tools as needed.
Partner with the divisional Sales Leader to translate strategy into operational plans, KPIs and execution models.
Define and optimise the GTM model, including segmentation, coverage, capacity, role design, and account assignment.
Drive annual operational planning cycles (coverage, headcount, hiring plans, investment business cases).
Ensure alignment with global standards, governance, and corporate commercial frameworks.
Lead the full territory modelling and allocation process using data-driven market opportunity, whitespace analysis and account potential scoring.
Own the quota methodology, balancing company targets, financial budgets, market opportunity and fairness.
Manage mid-year adjustments, segmentation shifts and organizational changes.
Establish governance for quota disputes, exception review, and approval processes.
Partner with Global Sales Compensation to design and implement comp plans that drive the division’s strategy.
Ensure plan architecture supports desired seller behavior Govern crediting rules, accelerators, team vs. individual crediting, large deal frameworks, margin floors, kicker logic, and compliance guardrails.
Oversee compensation modelling, affordability, impact analysis, and stakeholder buy‑in.
Manage operational execution: ICP issuance, crediting, dispute resolution, payroll interfaces.
Run the end‑to-end forecasting process (weekly, monthly, quarterly).
Maintain a predictable, data-driven pipeline engine: hygiene rules, stage definitions, conversion metrics, deal velocity.
Partner with sales leaders to ensure commit accuracy and risk mitigation.
Govern large-deal process, exception reviews, approvals, and escalations.
Define and standardize sales processes and operating rhythms (QBRs, MBRs, forecasting calls, deal reviews).
Own CRM governance: architecture, fields, workflows, dashboards, reporting, adoption and training.
Align with enablement on onboarding, playbooks, sales motions and ongoing training.
Drive compliance with commercial policy, pricing rules, approval frameworks and governance gates.
Provide actionable insights to the VP/GM and regional sales leaders e.g.: pipeline analytics territory performance quota/attainment health product/portfolio mix seller productivity renewal performance capacity utilization
Own leadership dashboards and executive-level reporting.
Proactively highlight risks, opportunities, and mitigation recommendations.
Oversee deal structure support, pricing governance, discount approval, and profitability guardrails.
Partner with finance, legal, delivery and product for non‑standard deals.
Govern margin floors, dual crediting rules, and deal escalation frameworks.
Improve deal velocity while ensuring compliance and commercial discipline.
Act as the operational bridge between Sales, Finance, Delivery, Marketing, Product, Legal, HR, and Global Sales Ops.
Lead steering committees for quota, compensation, GTM alignment, forecasting, CRM, and enablement.
Represent the division in global forums, driving alignment and standardization.
Maintain governance over data quality, seller records, hierarchy management, account ownership, and compensation integrity.
Ensure the division complies with global standards for audit trails, approvals, commercial guardrails, and compensation governance.
Oversee risk controls, documentation, and operational policies.