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Job Title: Senior Director, APJ Sales Operations The APJ Sales Operations Senior Director reports to the Senior Director of International Operations, and will drive some International-level projects, in addition to their primary role acting as business partner to the General Manager - APACIn brief, the Senior Director, APJ Sales Operations will drive the cadence of the APJ Region business, including:- Weekly forecasting and pipeline management- Regular and ad hoc reporting and business insight- Content and insight input to International and Worldwide level reviews and APAC Region management meetings- End of quarter process and reconciliation- Hiring progress review and organizational/capacity exposure, enablement and readiness tracking and managementAdditionally, he/she will have the opportunity to contribute and direct:- Operational planning- Provide organizational design input- Drive territory analysis, design and allocation- Execute on Go To Market operationalizing / program execution- Provide advice, guidance, support and feedback to the Regional VP, first and second line Directors and the region as a wholeThe Senior Director, APJ Sales Operations will spend most of his/her time interacting with Enterprise Field Sales, Sales Management, Marketing, Partner Management and Finance understanding and providing meaningful and relevant support to the region’s executive management.Primary role responsibilities – detail:• Sales pipeline management, reporting, and analysis• Ownership of the forecasting collation process. Includes analysis of changes and position +/- against YTD quota.• Reporting for Key measures (ROI, Performance Scorecards, Management Dashboards, Ranking Reports etc…).• Opportunity coverage tracking by territory, solution and market segments according to Operating Plan KPIs established• Defining and driving the strategic and operating plan for APAC• Senior Management presentations (i.e. QBRs / Business Reviews/ Earning Release Reports)• Assist in developing Regional go-to-market strategy• Building out infrastructure to support the sales team• Assist in Market penetration strategy by geography• Territory and Quota setting, coverage and exposure• Act as a liaison to HR, Finance, & Commissions• As required, provide input into dispute resolution and make recommendations to the Commissions group on how incentives are paid if outside the scope of existing policy• Recommend improved processes and procedures for the management and administration of variable compensation plans• Ensure that the written compensation plans are in place and documented (to meet audit standards) for all sales individuals• Work with Finance to ensure that the calculations for compensation and the financial resources are in place to measure and pay sales people as defined by the plan• Administer any quota changes as required and ensure proper adjustments documentation• Provide standard reporting to Sales Management on individual sales performance to quota on a regular basis• Keep up with Adobe's sales plans & deployment models, strategies, territory plans, account management procedures, sales systems to ensure reporting is accurate and relevant• Assist with Account and opportunity planning• Diverse ad-hoc projects that require analytical and strategic thinking as well as attention to detail• Managing the sales calendar of events• Collaborate with other organizations on an as needed basis (i.e. IT, HR, Finance, etc…).• Recommend improved processes and procedures for the management and administration of sales systems and procedures• Assist senior sales management as required• Be a Focal point for group he or she is representing. Initial "go to" person for local constituent questions or issues for the respective organization. Provide constructive feedback and suggestions to Director, Enterprise Sales Operations• Act as APJ Region liaison for Adobe Sales Academy and ensure success of this program locally.• Act as APJ Region focal point for business issues, readiness and enablement issues, and ensure an action plan is in place to resolveAdobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more. Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.
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