Head of Sales Operations and Enablement

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The Head of Sales Operations and Enablement is a senior leadership role responsible for defining and executing the Sales Operations / Enablement strategy and driving readiness transformation with content, tools and /or programs in an unpredicted buying environment. 

This senior leadership role defines strategies and plans that aims to improve the sales team's efficiency and productivity.

Through the effective management and leadership of their team(s), this role is responsible for fostering a collaborative and high-performing culture.

This function is a driving force behind defining, shaping, and executing overall Global Multinational Strategic Accounts G2M strategy across entire portfolio, all routes to market and all accounts whilst driving operational excellence. 

The leader of this function will have a global remit be responsible for playing a critical role in fostering and maintaining strategic relationships with NTT Sales Leadership/Teams within a Region and / or Business Units whilst ensuring alignment with global sales/organizational objectives. 

This function will be accountable for driving innovation, rhythm of the business, operational excellence, whilst ensuring we are delivering strategic initiatives that will accelerate profitable and sustainable growth. The leader will also provide executive support to the SVP of the global Multinational Accounts division. 

The Head of Sales Operations, owning the operational engine that drives predictable revenue performance. This role ensures the division executes against its growth strategy through disciplined planning, operational excellence, data‑driven insights, and tight governance of sales processes.

To lead all operational pillars required to run a high‑performing sales organization, including:

Territory & Quota Planning · Forecasting · Sales Compensation · CRM & Data Governance · Pipeline Management · Sales Process Excellence · Deal Support · Insights & Analytics · Go‑to‑Market Enablement · Governance & Operating Cadence

Key Responsibilities:

• Defines and executes the Sales Operations / Enablement strategy and driving readiness transformation with content, tools and /or programs in an unpredicted buying environment.  

• Works in close collaboration with business stakeholders / cross functional teams to establish sales operations and enablement priorities and development plans. 

• Co-develops and drives execution of the relevant Sales onboarding program, building a solid foundational experience that supports and accelerates ramp-up to readiness. 

• Works with GTM leaders to leverage performance data to identify knowledge / skills gaps and measure effectiveness, efficiency, and productivity improvements. 

• Leverages technology platforms for skills augmentation and readiness including guided selling and content analysis for effectiveness and productive use of content. 

• Leads teams to run continuous education and development / coaching programs to affect top Sales teams and Sales Leadership performance. 

• Collaborates with relevant cross functional teams such as product and marketing teams to ensure that relevant messaging and positioning relating to product and service offerings are consistently deployed across the Sales organization. 

• Operationalizes sales and guided selling content that supports sellers to drive better engagement and conversations with clients. 

• Understands market trends to ensure enablement solutions are defined that ensures to keep the organization ahead of its competition. 

• Defines and implements relevant sales operational policies, standards, and guidelines. 

• Designs, implements, and manages sales forecasting, planning, and budgeting processes. 

• Partners with senior sales leadership to identify opportunities for sales process improvement. 

• Defines the optimal performance measurements and performance management programs required to ensure sales organization success. 

• Ensures sales reports and other internal intelligence is provided to the sales organization and develops new reporting tools as needed. 

Key focus areas: 

Sales Strategy & GTM Architecture 

Responsibilities: 

• Partner with the divisional Sales Leader to translate strategy into operational plans, KPIs and execution models. 
• Define and optimise the GTM model, including segmentation, coverage, capacity, role design, and account assignment. 
• Drive annual operational planning cycles (coverage, headcount, hiring plans, investment business cases). 
• Ensure alignment with global standards, governance, and corporate commercial frameworks. 
• Success indicators: clarity of GTM model, alignment of coverage to opportunity, predictable execution. 

Territory Design & Quota Setting  

Responsibilities: 

• Lead the full territory modelling and allocation process using data-driven market opportunity, whitespace analysis and account potential scoring. 
• Own the quota methodology, balancing company targets, financial budgets, market opportunity and fairness. 
• Manage mid-year adjustments, segmentation shifts and organizational changes. 
• Establish governance for quota disputes, exception review, and approval processes. 
• Success indicators: equitable quota distribution, minimal disputes, high attainment predictability. 

Sales Compensation Strategy & Governance 

Responsibilities: 

• Partner with Global Sales Compensation to design and implement comp plans that drive the division’s strategy. 
• Ensure plan architecture supports desired seller behavior  
• Govern crediting rules, accelerators, team vs. individual crediting, large deal frameworks, margin floors, kicker logic, and compliance guardrails. 
• Oversee compensation modelling, affordability, impact analysis, and stakeholder buy‑in. 
• Manage operational execution: ICP issuance, crediting, dispute resolution, payroll interfaces. 
• Success indicators: comp plan alignment to strategy, affordability maintained, minimal disputes. 

Forecasting, Pipeline Governance & Revenue Management 

Responsibilities: 

• Run the end‑to‑end forecasting process (weekly, monthly, quarterly). 
• Maintain a predictable, data-driven pipeline engine: hygiene rules, stage definitions, conversion metrics, deal velocity. 
• Partner with sales leaders to ensure commit accuracy and risk mitigation. 
• Govern large-deal process, exception reviews, approvals, and escalations. 
• Success indicators: forecast accuracy, improved win rates, reduced slippage. 

Sales Process, Enablement & Operational Excellence 

Responsibilities: 

• Define and standardize sales processes and operating rhythms (QBRs, MBRs, forecasting calls, deal reviews). 
• Own CRM governance: architecture, fields, workflows, dashboards, reporting, adoption and training. 
• Align with enablement on onboarding, playbooks, sales motions and ongoing training. 
• Drive compliance with commercial policy, pricing rules, approval frameworks and governance gates.
• Success indicators: process consistency, CRM adoption, reduction in operational friction. 

Insights, Analytics & Performance Management 

Responsibilities: 

• Provide actionable insights to the VP/GM and regional sales leaders e.g.: 
• pipeline analytics 
• territory performance 
• quota/attainment health 
• product/portfolio mix 
• seller productivity 
• renewal performance 
• capacity utilization 
• Own leadership dashboards and executive-level reporting. 
• Proactively highlight risks, opportunities, and mitigation recommendations. 
• Success indicators: strategic decision‑making enabled through clear, high-quality insights. 

Deal Desk & Commercial Governance 

Responsibilities: 

• Oversee deal structure support, pricing governance, discount approval, and profitability guardrails. 
• Partner with finance, legal, delivery and product for non‑standard deals. 
• Govern margin floors, dual crediting rules, and deal escalation frameworks. 
• Improve deal velocity while ensuring compliance and commercial discipline. 
• Success indicators: profitability maintained, deals accelerated, fewer escalations. 

Cross-Functional Leadership & Stakeholder Management 

Responsibilities: 

• Act as the operational bridge between Sales, Finance, Delivery, Marketing, Product, Legal, HR, and Global Sales Ops. 
• Lead steering committees for quota, compensation, GTM alignment, forecasting, CRM, and enablement. 
• Represent the division in global forums, driving alignment and standardization. 
• Success indicators: high stakeholder alignment, fewer cross-functional breakdowns. 

Operational Governance & Control Framework 

Responsibilities: 

• Maintain governance over data quality, seller records, hierarchy management, account ownership, and compensation integrity. 
• Ensure the division complies with global standards for audit trails, approvals, commercial guardrails, and compensation governance. 
• Oversee risk controls, documentation, and operational policies. 
• Success indicators: audit success, controlled sales environment, zero compliance violations. 

Knowledge and Attributes: 

• Substantial understanding of the vast range of IT operations and service offerings. 
• Demonstrable substantial knowledge and understanding of IT industry environment and business needs. 
• Substantial strategic and operational team leadership skills and able to effectively manage the resources that report to them. 
• Substantial business and commercial acumen. 
• Substantial collaboration skills and able to interact professionally and to build sound relationships at all levels internally and externally. 
• Substantial knowledge of the client environment. 
• Substantial understanding of the local, regional and global sales environments and ability to grasp the challenges facing the sales force. 
• Substantial ability to identify trends and areas for improvement. 
• Substantial understanding of solution selling concepts and solid knowledge on sales process design. 
• Substantial problem analysis and solution formulation skills. 
• Demonstrates substantial learning and service orientation. 

Academic Qualifications and Certifications: 

• Bachelor's degree or equivalent in business or sales or a related field. 
• Relevant certifications such as SPIN and Solution Selling are desirable. 

Required Experience: 

• 10–15 years in Sales Operations, Revenue Operations, GTM Strategy, Sales or Performance Management. 
• Proven leadership of multi-country or complex matrixed sales organizations. 
• Deep expertise in quota planning, compensation design, forecasting, analytics, and GTM strategy. 
• Strong financial and commercial acumen; ability to work with CFOs and P&L owners. 
• Demonstrated ability to partner with senior executives and influence cross-functionally. 
• Proven track record of developing and executing operational strategies that drive excellence and business results. 
• Substantial level of relevant experience in similar role within a related environment. 

Knowledge, Skills and application: 

• Strategic thinking & operational rigour 
• Exceptional analytical capability 
• Strong governance & policy design 
• CRM systems mastery (Salesforce or equivalent) 
• Commercial negotiation & deal support knowledge 
• Executive communication & stakeholder management 
• Leadership of large, distributed teams revenue, drive growth and build stronger relationships with customers and business partners.   
• Thought leader with creative, strategic, and financial acumen coupled with strong business intellect necessary for taking the business to the next level. 
• Excellent analytical and data-driven decision-making abilities 
• Results-driven with a focus on achieving Global and Regional/Business Unit sales objectives. 
• Applies broad extensive cross organizational knowledge to participate in building business strategies and plans. 
• Approves operational policies and implementation thereof. 

Problem solving: 

• Develops and implements strategic plans and objectives in alignment with corporate strategy. 
• Motivates for new tools/methods. 
• Excellent strategic thinking and problem-solving skills 

Interaction & Communication: 

• Exceptional communication and interpersonal skills, with the ability to build strong relationships with Regional/Business Unit Sales Leadership/Teams 
• Regularly interacts with executive level management and major customers on extremely critical and strategic matters. 
• High ethical standards and integrity in all interactions  
• Capacity to influence and persuade stakeholders in order to drive business success 
• Natural networker, relationship builder, effective influencer, persuasive spokesperson, comfortable strategist with creative, strategic, and financial acumen.  

Impact: 

• Erroneous decisions will have a serious impact on the overall success of long-term company operations. 

Accountability: 

• Facilitates cross functional/cross region cooperation. 
• Responsible for multiple functions, departments, and/or geographic marketplaces. 

About NTT DATA

NTT DATA is a global leader in IT services and consulting, helping clients navigate and succeed in a rapidly changing digital world. We combine deep industry expertise with innovative technologies to deliver business outcomes that matter.

NTT DATA is an equal opportunity employer and values diversity in all its forms. We do not discriminate based on race, color, religion, gender, sexual orientation, age, disability, or any other protected status.

Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The range for this position is $160-296K base plus variable commissions. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on several factors, including the candidate's actual work location, relevant experience, technical skills, and other qualifications.

This position is eligible for company benefits that will depend on the nature of the role offered. Company benefits may include medical, dental, and vision insurance, flexible spending or health savings account, life, and AD&D insurance, short-and long-term disability coverage, paid time off, employee assistance, participation in a 401k program with company match, and additional voluntary or legally required benefits.

Workplace type:

About NTT DATA
NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune Global 100. We are committed to accelerating client success and positively impacting society through responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and application services.  Our consulting and industry solutions help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more than 50 countries. We also offer clients access to a robust ecosystem of innovation centers as well as established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each year in R&D.

Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.

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