Vice President Sales Operations

Vizient•Irving, TX

9d•$187,800 - $348,300

About The Position

The Vice President 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 consistency with the distinct needs of acute and non-acute markets, advises senior leaders on sales execution and operational performance, and leads a high-performing Sales Operations team. This position owns the Spend Management sales operating framework and drives improvements across the sales lifecycle, including segmentation, targeting, opportunity management, proposals, pricing, contracting, implementation handoffs, renewals, and expansion. It leads business-unit adoption and governance of UCP and related sales technology, data quality, forecasting, pipeline management, analytics, and responsible use of automation and artificial intelligence. The role also partners with cross-functional teams on commercial governance, complex deals, offering launches, and field adoption. It represents Spend Management in enterprise sales and revenue operations forums, leads strategic reviews and operating cadences, and drives alignment and follow-through across a complex matrix. The position is incentive eligible.

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; assess demand, prioritize investments, and align skills and capacity to 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 differences in clients, sales motions, account management needs, processes, and resourcing.
Develop common standards where they support quality and scale while enabling segment-specific workflows, materials, analytics, service levels, and support.
Create transparent processes for prioritizing requests and allocating capacity so sellers and account managers can access current, market-relevant tools, information, and support.
Own and continuously improve the Spend Management sales operating framework across segmentation, targeting, opportunity management, proposals, pricing and packaging, contracting, implementation handoff, renewals, 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 to increase speed, consistency, quality, and seller productivity while protecting mature GPO processes and improving less scalable and complex-opportunity workflows.
Lead business-unit adoption, training, user support, and process discipline for UCP and related sales technology in partnership with enterprise Revenue Operations.
Own business-unit accountability for data accuracy, contact management, opportunity definitions, pipeline hygiene, and adherence to enterprise standards; 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, improve insights, and increase 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.
Create decision frameworks, guardrails, intake criteria, and escalation paths for commercial decisions without duplicating enterprise approval authority; ensure market-specific requirements are understood before opportunities advance.
Improve support for proposals, requests for proposal, presentations, deal modeling, and implementation handoffs, especially 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 address 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; create feedback loops to improve offerings, processes, enablement, and adoption.
Build alignment among Spend Management sales and 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.