Vice President Sales Operations

Vizient•Irving, TX

7d•$187,800 - $348,300

About The Position

The Vice President of Sales Operations defines and leads the multi-year Sales Operations strategy, operating model, capability roadmap, and service delivery approach for Vizient’s Spend Management Business Unit. The role balances enterprise-wide consistency with the distinct needs of different market segments and advises senior leaders on sales execution, performance, operational risks, and capability gaps. It establishes decision rights, service expectations, intake processes, and accountability across Sales Operations and cross-functional partners. The position leads and develops a high-performing team, aligning its skills and capacity with business priorities. It partners with acute and non-acute market leaders to build suitable sales and account-management processes, tools, analytics, and support. The role owns and continually improves the sales operating framework from targeting and opportunity management through proposals, pricing, contracting, implementation handoff, renewal, and expansion. The Vice President leads business-unit adoption and disciplined use of UCP and related sales technology, working with enterprise Revenue Operations on shared standards, workflows, reporting, and governance. The role is accountable for data accuracy, pipeline hygiene, forecasting, and performance-management rhythms, and delivers business-unit analytics and dashboards. It also partners with Finance, Legal, Revenue Operations, category leaders, and other stakeholders on commercial workflows and complex-deal support. The position works with Marketing, Commercial Learning, category teams, solution architects, and sales leaders to prepare and support field adoption of new offerings. It represents Spend Management in enterprise sales and revenue operations forums, leads planning and executive reporting, and coordinates cross-functional governance and follow-through in a complex matrix. The role is incentive eligible. The stated salary range is $187,800 to $348,300, with geographic adjustments possible.

Responsibilities

Define and lead the Spend Management Business Unit’s multi-year Sales Operations strategy, operating model, capability roadmap, and service delivery approach.
Build, lead, and develop a high-performing Sales Operations team; prioritize investments and align skills and capacity with business priorities.
Advise senior leaders on sales execution, performance trends, operational risks, and capability gaps; establish decision rights, service expectations, intake processes, and accountability.
Partner with acute and non-acute market leaders to understand and support differences in clients, sales motions, account-management needs, processes, and resource requirements.
Design shared standards where they improve quality and scale while enabling segment-appropriate workflows, materials, analytics, service levels, and support.
Create transparent processes for prioritizing requests and allocating capacity so sellers and account managers can access timely, current, market-relevant tools and support.
Own and continuously improve the sales operating framework from segmentation and targeting through opportunity management, proposals, pricing and packaging, contracting, implementation handoff, renewal, and expansion.
Document standard work, roles, handoffs, approval paths, and escalation points to clarify ownership and reduce duplicate effort, manual work, and unnecessary leadership involvement.
Establish service measures and continuous-improvement practices that improve speed, consistency, quality, and seller productivity while protecting mature GPO processes and improving less scalable workflows.
Lead business-unit adoption, training, user support, and process discipline for UCP and related sales technology; partner with enterprise Revenue Operations on standards, workflows, reporting, and technology governance.
Own business-unit accountability for data accuracy, contact management, opportunity definitions, pipeline hygiene, and enterprise-standard adherence; establish forecasting, pipeline review, and performance-management rhythms.
Deliver business-unit analytics and dashboards by market, segment, offering, and sales stage; use automation and artificial intelligence responsibly to simplify work and improve insight and field productivity.
Partner with Finance, Legal, Revenue Operations, category leaders, and commercial stakeholders to define workflows for pricing, packaging, eligibility, approvals, contracting, and complex deals.
Develop decision frameworks, guardrails, intake criteria, and escalation paths for consistent commercial decisions while avoiding duplication of enterprise approval authority.
Improve support for proposals, requests for proposal, presentations, deal modeling, and implementation handoffs, particularly for complex or cross-category opportunities.
Partner with Marketing, Commercial Learning, category teams, solution architects, and sales leaders to translate new offerings into executable field plans.
Ensure launch plans cover segmentation, targeting, market eligibility, positioning, packaging, materials, training, lead generation, adoption, and ongoing reinforcement.
Govern current, market-specific client presentations, proposal content, messaging, and sales resources; build feedback loops that turn field and client insights into improvements.
Build alignment across Spend Management sales, account management, enterprise Revenue Operations, Marketing, Commercial Learning, Finance, Legal, Product, category, analytics, and delivery partners.
Represent Spend Management in enterprise sales and revenue operations forums; lead strategic business reviews, planning, operating cadences, and executive reporting.
Identify risks, dependencies, and decisions requiring executive attention, clarify accountability, and drive cross-functional follow-through across a complex matrix.