Director, Sales Operations

• The Director of Sales Operations provides leadership and deep domain knowledge to support a team of Deal Structuring & Proposal Professionals. The Director of Sales Operations is responsible for successfully leading and driving a team of SME’s who are responsible for driving compelling solutions at scale globally. Works closely with the business and commercial, including direct support on presentations and technical positioning of solutions. Integrates knowledge of business and functional priorities to enhance operational efficiency and effectiveness.

PRIMARY FUNCTIONS AND ESSENTIAL RESPONSIBILITIES: Leadership/ Financial Accountability/ Client Engagement/ Decision Making/  

• Provides leadership to a team of experienced Proposal Coordinators and Deal structuring team members that support pricing and SOW across the business; coaching, mentoring and driving results in order to attain budgetary and strategic goals.
• Operational leadership with a focus on operational excellence, process improvement and aligning commercial operations efforts with the organizations goals.
• In coordination with other leaders, coordinates commercial and business activities to align SME resources to sales activities. Supporting high impact activities to deliver strategic outcomes at scale.
• Serve as internal and external Subject Matter Expert on ENGIE Impact internal ecosystem, key clients, and use cases studies across our customer portfolio.  Collaborates with sales teams, finance, engineering and product management to share product feedback, design guidance, and best practices.
• Act as a key operational liaison, both internally and externally across ENGIE Impact’s offerings and facilitating cross-functional collaboration with sales, finance, business and product teams to position operational strategies across team to grow market share at scale across multiple practice, regions and sectors.
• Provides timely, technical support and problem resolution for direct team and commercial operations organization.
• Translate complex technical design requirements into information that customers and business partners can understand and respond to.
• Act as a technical expert to operationalize our proposal and deal management process for content, process and accuracy at scale.  
• Participates in the development of the overall business strategy to acquire new customers and expand product adoption.  Contributes to costing and pricing of a solution directly, and through indirect resources across organization.
• Responsible and accountable to oversee price book governance and product consolidation.
• Leverages significant industry and domain expertise to drive strategic decision-making in Go-to-Market efforts, understanding industry trends and differentiate a top market position within competitive landscape.
• Works collaboratively with the commercial and business teams to orchestrate communication channels within internal organization.
• Stay current and document industry requirements, standards, trends, drivers and challenges, updating and training teams as appropriate.
• Partner with legal, sales, and finance teams to create standard contract templates and processes that streamline and speed up deal-closing for standard products (GL modifications, for example).
• Identify inefficiencies in the existing process and develop strategies to reduce bottlenecks, improve deal velocity, and ensure timely execution of contracts.
• Support the sales team in contract negotiations, providing guidance on terms, pricing, and potential risks.

QUALIFICATIONS AND REQUIREMENTS: Education/ Certifications/ Experience/ Competencies/ Skills/ Abilities/ Other 

• Bachelor's Degree (marketing, sales, business administration, environment, quantitative concentration) required.
• Master’s Degree preferred.
• May accept a combination of relevant experience in lieu of educational requirements.

• Knowledge of resource (energy/waste/water) services and controls including renewable energy solutions, carbon data management, utility and sustainability services.

• 10+ years relevant experience and a proven track record of effectively leading, motivating, and mentoring teams to achieve targets in technical, consultative environment.
• Experience providing financial/economic analysis to support pricing, SOW and solutions architecture Client facing engagements.
• May consider less experience in combination with educational and other skills and abilities possessed by candidate.
• Consistent track record of exceptional performance, having delivered quantifiable impact on company revenue and growth through solutions operations, design or sale.
• Proven execution-oriented people leader with exceptional ability to hire and inspire teams creating a high-performance culture in dynamic environment.
• Proven capability to adeptly manage and execute highly complex and competing priorities whilst leading a team to ensure optimal organizational outcomes and efficient resource allocation.

Competencies/ Skills/ Abilities: 

• Superior public speaking, presentation, and written communication directed at technical and business audiences at all levels of an organization, including “C” level executives with deep expertise and networks.
• Demonstrate a clear understanding of the concepts of, and proven experience leading solution selling.
• Commercially and strategically oriented; able to engage in challenging yet productive strategic debates, externally with customers and internally with various stakeholders at all levels within an organization.
• Very strong and well-developed people leadership and people development skills, with an ability to inspire, motivate, and lead teams while also holding them accountable for results.
• Proven record of substantial scaling of business outcomes.
• Deep understanding of industry trends and operational best practices. Demonstrated strategic planning and execution skills.
• Strong problem-solving skills, ability to work in diverse and matrixed organizations.
• Ability to successfully work with cross-functional teams.
• Excellent command of English grammar, spelling and composition, as well as oral communication and interpersonal skills.
• Superior experience winning business through proposal and content development, aligning the right SOW and pricing for a global commercial solutions team in support of highly visible proposals and RFP/RFI submissions.
• Self-directed with the ability to anticipate challenges within cross-functional, complex structures.
• Exceptional leadership capability, determined, entrepreneurial, tenacious, analytical, with excellent customer facing skills.
• Must be highly credible both internally and with vendors and clients.

WORK ENVIRONMENT: 

• Work schedules are determined by business need and manager discretion; full time employment is considered 40 hours per week  

• Health & Safety Working Requirements  

• Adequate working surface (can fit two monitors, a keyboard, mouse, and docking station) 

• Adjustable ergonomic chair 

• Proper Lighting 

• Heating, air conditioning and ventilation to create a comfortable environment 

• Appropriate internet and bandwidth to conduct business 

• Incumbent may be exposed to frequent noise caused by telephones, office machines, and nearby oral communications among fellow employees 

• As a global organization, attending meetings and events during early mornings and evenings may be required 

• Performing duties and attending events during the evening and on the weekend occurs occasionally and may be required 

• Traveling off-site to employee and client locations globally, events and vendor meetings is required 

• Business travel required up to 30% of the time 

REQUIRED PHYSICAL ACTIVITIES: 

• Ability to bend, stoop, reach, stand, move from one area of the building to another on a regular basis, sit and use a computer for a long period of time 

• Manual and physical dexterity needed to operate a computer keyboard and handle paper documents 

• Adequate hearing and verbal abilities to communicate effectively in person, by telephone, and by video call 

• Sufficient near vision acuity to read information appearing on computer display screen, in handwritten forms, and printed on paper 

• Ability to lift and carry a stack of forms and documents weighing up to 15 pounds 

• The ability to alternate between sitting and standing is present when a worker has the flexibility to choose between sitting or standing as needed when this need cannot be accommodated by scheduled breaks and/or lunch period. 

• Entering text or data into a computer or other machine by means of a traditional keyboard. Traditional Keyboard refers to a panel of keys used as the primary input device on a computer, typographic machine or 10-Key numeric keypad. 

• The ability to hear, understand, and distinguish speech and/or other sounds (e.g., machinery alarms, medical codes or alarms) in multiple forms; in person speech; telephone, other remote speech 

• Clarity of vision at approximately 20 inches or less (i.e., working with small objects or reading small print), including use of computers.