Vice President of Global Sales Operations Excellence and Enablement

Summary

Vice President of Global Sales Operations, Excellence and Enablement has a deep understanding of organization functioning and dependencies and is responsible for creating long term vision, leading and optimizing the performance of the Sales Operations Sales Support, Sales and Technical Enablement, Process Excellence, Pricing, and Sales and Customer Care Intelligence teams.

Job description

Goal of this position is to improve and optimize sales operations focusing on ease of doing business with ESET internally and externally.

FUNCTIONAL RESPONSIBILITIES AND DUTIES

• Develop and execute a comprehensive strategy for global sales operations excellence and enablement.
• Lead, mentor, and develop a high-performing team across multiple functions.
• Collaborate with senior S&CC leadership to align sales operations with overall business objectives and identify and prioritize areas of improvement.
• Ensure efficient global operations of Sales division and establish practical links with marketing, finance, operations and technological functions.
• Monitor and analyse the effectiveness of sales processes and business efforts (sales performance indicators), identify areas for improvement, propose and implement solutions.
• Influence the creation and deployment of pricing strategies to inspire customer purchases and simultaneously ensure the achievement of the agreed financial goals and prosperity of the company.
• Ensure continuous improvement in sales operations through process optimization and best practices sharing across offices and Regional commerce and competence centre.
• With support of CSO ensure ease of doing business and consistency in the level of services provided to Partners, Resellers and Customers globally.
• Oversee the development and implementation of global sales processes, tools, and metrics to drive sales productivity and efficiency in line with company strategy.
• Oversee implementation of requirements for business systems to support sales and customer care strategies and track agreed KPIs.
• Advocate and support the deployment of standardized processes in offices.
• With support of CSO ensure efficient performance review frameworks aligned with Channel blueprints (tracking right inputs, activities and results to measure and connect with main KPIs and display performance overview within standardized dashboards) for sales offices and partners.
• Manage user access to sales systems and ensure quality control of data shared with regions and countries.
• Support the legal department in resolving discrepancies with customers from sanction lists.
• Ensure the availability of necessary resources and tools to support sales activities.
• Manage the sales support team to provide timely and effective assistance to the sales force.
• Develop and implement training and certification programs to enhance the skills and knowledge of the sales, sales engineering and technical teams.
• Ensure role-based onboarding/training curriculums exist as required by internal stakeholders.
• Be accountable for training, onboarding and certification of sales and technical roles in agreed timeframes.
• Manage teams creating and maintaining sales and technical assets, trainings, and multimedia tools.
• Drive continuous improvement initiatives related to training and enablement content and processes.
• Coordinate communication with other departments to achieve high quality and efficiency in training processes.
• Oversee preparation and implementation of the pricing strategy to ensure competitive and profitable pricing models.
• Manage discount management, evaluate special promotions, and update discounting policies.
• Collaborate with cross-functional teams to develop and implement pricing policies.
• Manage the collection and analysis of sales and customer care data.
• Provide actionable insights to improve customer satisfaction and sales performance.
• Drive process excellence initiatives to streamline sales operations and improve overall efficiency.
• Implement and monitor key performance indicators (KPIs) to measure the success of process improvements.
• Provide insights and recommendations to support strategic decision-making.
• Gather internal and external insights, monitor market trends, competitor activities, and partner feedback to identify new growth opportunities and adjust the processes accordingly.
• Provide regular reports and updates to senior management, including key metrics, challenges, and opportunities, as well as updates to the strategy for Sales and Customer Care, local market tactics, and other relevant information to all stakeholders.
• Actively promote collection and exchange best practices and evolve them into standardized concepts.
• Identify new opportunities and manage business risks, and take action to ensure the continuity of business operations.

MANAGERIAL RESPONSIBILITIES (according to Managerial Levels, subdivision level):

• Prepare and execute short, medium-term plans for the entrusted sub-division based on business strategy and participate on creating the long-term strategy of the company.
• Set clear direction and implement strategy within entrusted sub-division.
• Define and implement efficient structure and size of entrusted sub-division and complementary sourcing model of external partners as required.
• Prepare and oversee the budget for the entrusted sub-division in the HQ as well as in the ESET offices abroad and notify a direct superior in case there are any discrepancies.
• Provide project management, organize and synchronize requirements, and allocate people and resources.
• Define, prioritize and oversee successful implementation of key strategic projects within entrusted sub-division with close monitoring of project outputs and expected benefits.
• Ensure the essential roles and responsibilities in subordinate team are well defined and understood.
• Lead, manage and motivate the entrusted sub-division, its organizational units and employees in the HQ as well as within ESET offices abroad.
• Build and support efficient cooperation and achievement of goals within subdivision, between organizational units and across the company. Ensure efficient communication and sharing of relevant information.
• Propose and implement improvements of processes and work procedures.
• Make efficient decisions based on all available information and be responsible for them.
• Be responsible for setting and achieving goals of subordinate organizational units within HQ and offices in compliance with divisional and corporate goals.
• Set clear and real goals and expectations towards work performance of immediate subordinates within prescribed deadlines.
• Manage, plan and delegate work to immediate subordinates and be responsible for performance of assigned tasks in accordance with established procedures and processes.
• Provide regular feedback and evaluate work performance of immediate subordinates (e.g., probation period, definite period, assessment interviews).
• Plan for development of immediate subordinates, define key positions and identify and develop successors to such positions.
• Encourage immediate subordinates to take initiative and responsibility in task performance, engage them in the decision-making process in order to increase their involvement and motivation.
• Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.
• Effectively and thoughtfully use entrusted resources (human and financial).

REQUIREMENTS
Education:

• Bachelor's degree in business, marketing, or a related field. A master's degree is a plus.

Experience:

• 5+ years of experience in  sales operations, enablement, and excellence, .
• Proven track record of driving sales performance and operational efficiency.
• Strong leadership and team management skills.
• Excellent analytical and problem-solving abilities.
• Exceptional communication and interpersonal skills.
• Ability to work in a fast-paced, dynamic environment.

• Performance bonus 2 times per year up to 25% of the basic salary paid for the evaluation period (usually 6 months)

Benefits

Health & well-being

• BenefitPlus
• Healthcare (check-ups/annual programs)
• Multisport card
• Travel card "električenka"
• Supplementary pension saving
• Sick days

Family

• Marriage allowance
• Childbirth allowance
• Parental contribution
• ESET family events (Family day, St.Nicholas)

Office

• Refreshments in the office (fruits, coffee, soft drinks)
• Let´s get together breakfast
• Activity room, quiet room
• ESET events (Žranica, Christmas party..), teambuildings

Other

• Loyalty allowance
• Loyalty extra days off
• Loyalty cake
• Loyalty glass award
• Refer a friend
• Christmas presents
• Discounts from external providers

Primary location

Bratislava

Additional locations

Prague

Time type

Full time