VP, Sales Operations

Wolters Kluwer • Kennesaw, GA 30152

Posted 2 weeks ago

Job Description

18-20953: Vice President of Sales Operations, North America -- Kennesaw, GA, Chicago/Riverwoods, IL or Dallas, TX

Wolters Kluwer, Tax & Accounting North America (TaxNA.WoltersKluwer.com) has served tax, accounting and audit professionals, within the United States and Canada, since 1913. Our market-leading solutions include CCH ProSystem fx, CCH Axcess, CCH IntelliConnect, CCH iFirm, ATX, TaxWise, U.S. Master Tax Guide, Taxprep and Cantax in Canada, and CCH SureTax and CCH Sales Tax for businesses requiring sales and use tax compliance.

Today, tax and accounting professionals have evolving needs and expectations and count on Wolters Kluwer to provide solutions that help them navigate complex tax laws with accuracy, greater mobility and speed. These needs place a premium on access to agile systems, integrated workflows, and solutions that simplify the tax and accounting compliance ecosystem.

Wolters Kluwer, Tax and Accounting North America invites individuals who are passionate about helping to create the future of tax and accounting, to join our team. Our key office locations include Atlanta, GA, Riverwoods, IL, Dallas, TX, Wichita, KS, Torrance, CA and Toronto, CA.

The VP of Sales Operations will build, evangelize, and deliver a world-class sales operations function to support our sales team to further accelerate our growth. The Vice President Sales Operations is responsible for all sales operations for our Tax and Accounting North America organization (approximately $800M annualized revenue) enabling high performance and productivity for approximately 400 sales employees across the United States and Canada. The Vice President Sales Operations is a critical link between business strategy and execution of sales force productivity and will be accountable and responsible for essential functions including sales planning, reporting, territory management and analysis, quota assignment, pre-sales solution design and sales policy governance and compliance. The VP, Sales Operations is responsible for the overall productivity and effectiveness of sales operations including designing, tracking and communicating key sales performance metrics. This role is also responsible for our CRM technology and supporting tools and applications.

The Vice President Sales Operations will work closely with our North America Leadership team including general managers and segment sales leaders to assure sales effectiveness and sales channel best practices adhere to all company policy and match our customer's buying process.

Essential Duties and Responsibilities:

* Responsible for the design, implementation and governance of the sales process across all sales segments

* Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization.

* Oversee the build and maintenance of our SalesForce CRM instances across the segments. Also responsible for prioritizing investments, implementation and maintaining and supporting CRM tools and enablement.

* Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales coverage models and territory alignment. Leads planning and implementation of any sales channel or model research and deployment.

* Lead annual territory planning and quota management and ensures alignment with organization's budget and strategic plan. Assures systems and plans are implemented prior to start of selling year.

* Define performance measurements aligned with the organization's financial obligations and strategic plan. Assures reporting, learning and incentives are aligned to meet these objectives

* Oversee sales force learning and enablement needs assessment and plan, assuring that rep productivity increases and non-sales time is minimized. Lead internal communications strategy and plan for sales teams.

* Provide leadership and assure performance and process KPI's are in place for sales engineering (pre-sales solution design support) organization to increase win rate in conjunction with segment sales leaders.

* Manage and assure compliance with sales operations budget and financial obligations.

* Provides thought leadership to the sales organization and counsel to the CEO

Partners with senior sales leadership and general managers to identify and successfully implement opportunities for sales process improvement

Minimum Qualifications:

Education: BS in Business Administration, Sales/Marketing, related discipline OR equivalent experience required; MBA preferred

Experience: 12+ years' combined experience in sales leadership and operations in a commercial software organization (Cloud preferred) including oversight and leadership of:

* Salesforce CRM oversight and optimization

* Sales territory planning and quota assignment

* Sales planning, reporting and forecasting

* Sales learning & enablement

* Sales Engineering

Other Knowledge, Skills, Abilities or Certifications:

* Able to meet all priorities and deliverables within a matrixed organizational structure

* Ability to balance priorities of managing and inspiring teams of people, projects of varying complexity, and the daily operations of the business while maintaining focus on the work that is most critical to success

* Completing highly complex, long-term projects involving multiple disciplines or business segments to ensure strategic goals and corporate vision are achieved.

* Highly developed executive presence with strong collaboration skills; able to articulate a value proposition and secure buy-in and support from senior executive leadership, peers, and staff

* Superior written and verbal communication skills including executive presentations to the most senior organization levels

* Able to synthesize complex information and formulate an aligned approach and plan

* Able to translate business strategy into a compelling and inspiring "call to action" for employees. Focus on securing and developing the right talent to meet current commitments with an eye to future growth; maintain a bench of highly capable, diverse, and engaged talent with the capability to deliver on growth aspirations.

* Highly adept at successfully navigating and managing change -- communicates change effectively and completely, role models effective behaviors, builds commitment and overcomes resistance, monitors transition and results

* Fosters an organization of continuous process improvement.

* Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) as well Salesforce CRM and supporting tools and enablement software

* Up to 30% Ttavel

ABOUT WOLTERS KLUWER

Wolters Kluwer N.V. (AEX: WKL) is a global leader in information services and solutions for professionals in the health, tax and accounting, risk and compliance, finance and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.

Wolters Kluwer reported 2017 annual revenues of 4.4 billion. The company, headquartered in Alphen aan den Rijn, the Netherlands, serves customers in over 180 countries, maintains operations in over 40 countries and employs 19,000 people worldwide.

Wolters Kluwer shares are listed on Euronext Amsterdam (WKL) and are included in the AEX and Euronext 100 indices. Wolters Kluwer has a sponsored Level 1 American Depositary Receipt program. The ADRs are traded on the over-the-counter market in the U.S. (WTKWY)

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