Director, Field Execution

The Director, EMEA Field Execution is a senior, consultative Sales strategy and execution role reporting to the VP of Revenue Acceleration. This role drives Field Sales Strategy & Execution by developing Sales Performance Standards and fueling Sales Planning Motions, supporting Sales leaders to accelerate revenue growth, optimize POD collaboration and resource leverage to achieve portfolio selling outcomes. We are looking for a proven, strategic thinker and doer to align with our Enterprise and Strategic Sales teams to enable productivity and performance in the field.

You will partner with Sales Leadership to amplify best practices and enable Sales excellence in everyday selling motion. Leveraging Sales Planning Motions (territory, account, opportunity and joint pursuit/partner planning) as vehicles for transformation, you will activate Sales strategy and delivery into big-bet, focused and named accounts as an integral part of Sales with the support of the extended internal and external ecosystem. Your charter is to develop capacity for customer-focused, value-driven outcomes (vs. point product selling) in large, complex accounts. Your success aligns with business priorities to acquire new logos, maximize share of spend with existing customers, and effectively leverage partner relationships for scale. Your efforts drive Sales contribution, productivity and performance outcomes and help to steer GTM Enablement priorities.

Recent, relevant Sales experience with a proficient, thoughtful approach to fueling Sales excellence is foundational to this role. You are a change agent delivering in-field coaching and support services across Enterprise and Strategic Sales teams with a collaborative, customer-centric and partner-first mindset. Develop consistency of execution, operational excellence to expand strategic value selling acumen at all levels of the GTM. Partner with cross-functional leaders to optimize field engagement and to accommodate internal and external changes.

Expectations:

• Fuel GTM priorities - support engagement with and positioning to Global 5000 accounts to acquire new logos, maximize share of spend, leverage partner relationships to scale growth, drive long term customer success and value realization
• Create Gold Standards for Strategic Sales Planning Motions - develop, enable, implement and support field planning motions to accelerate value-driven, partner-first engagement, aligning with overall company objectives
• Sales Motions and Sales Plays - optimize utilization of resources throughout the sales cycle, combining foundational elements with art-of-the-possible vision
• Partner to align effort with Business Value and Enablement teams for successful, collaborative outcomes
• Project Management - Lead and manage Sales Acceleration projects from inception to completion, ensuring timelines, budgets, and deliverables are met
• Cross-Functional Collaboration - Collaborate with internal teams such as Sales, Channel, Enablement, Business Value, Operations, Product, and Marketing to create resources and support systems that empower field execution at scale
• Performance Analysis - Analyze Sales data and Partner metrics to identify trends, opportunities, and areas for improvement
• Development - Design and deliver programs, in partnership with Enablement teams, to enhance Sales skills, product knowledge, and go-to-market strategies
• Coaching - provide support and feedback in regular selling motion to amplify best practices and elevate consistency of execution
• Operating - support consistency of execution in partnership with Sales leaders to activate Sales standards, role-based expectations and transparent accountability framework into consistent operating rhythms
• Relationship Management - Foster strong relationships with key stakeholders and partners, serving as the primary point of contact for Sales acceleration initiatives
• Feedback Loop - Establish mechanisms for gathering feedback to continuously refine and enhance Sales acceleration strategies

Qualifications:

• Professional Sales experience with demonstrated proficiency in coaching for Sales performance with customer-centric, partner-first, value-driven approaches
• Depth of understanding and practical techniques to coach and enable high performing enterprise, B2B selling outcomes
• Practiced at assessing pipeline quality and determining steps to increase opportunity capacity, appropriately align resources and engage stakeholders for success
• Adept at mapping and navigating complex accounts and sales cycles
• Experience enabling deep customer discovery, uncovering and aligning stakeholders and finding pathways to connect disparate perspectives toward consensus
• Proven ability to collaboratively create business cases that support land-and-expand, long term customer success
• Relevant business and financial acumen, cybersecurity industry and market experience
• Demonstrated Sales coaching, leadership development and Sales enablement skills
• Strategic mindset with strong problem solving, analytical and critical thinking skills
• Skilled at activating data-driven initiatives to enable Sales teams to sell broadly into accounts with programmatic structure, optimal use of Sales plays & programs
• Practiced at facilitating insightful, motivating and collaborative Sales strategy sessions including territory strategy, account planning, opportunity level reviews, joint pursuit planning with partners, executive briefings, pre-call plans, etc.
• Executive presence and consultative approach; Skilled at building credibility and rapport with Sales teams and leaders
• Highly motivated, energetic, inclusive self-starter who demonstrates leadership, adaptability, flexibility and integrity