Go To Market (GTM) Planning Lead - Asia Emerging Markets & GBO Projects Lead - SA.KR.AEM (SAKE)

Go To Market (GTM) Planning Lead - Asia Emerging Markets & GBO Projects Lead - SA.KR.AEM (SAKE)

Role Summary

The primary role for this position will be to serve as the GTM Planning Lead for Asia Emerging Markets (AEM) responsible for the following:

• driving integrated planning activities to optimize our GTM performance and execution.
• translating North Star guidance into balanced achievable territory portfolios, utilizing available analytics to make informed decisions, following guidelines and interlocking with GTM and Sales Leaders to achieve the best possible outcome to establish productive territories.
• operationalizing financial targets at the rep level, per the Global SCP, managing in-cycle quota changes, leading discussions with country leaders on compensation plans, portfolio alignment, quota methodology & quota recommendation, and cascading global and regional initiatives.

Additionally, the successful candidate will also support SAKE level Business Transformation (BT) projects and initiatives required to modernize the buying experience, simplify the selling process, and turn insights into actions in order to improve tools and processes to deliver a productive and industry-leading sales and partner experience.

Key Responsibilities

GTM Planning

• Provide guidance on account penetration while ensuring proper RTM flagging.
• Evolve GTM model for focused selling areas such as Inside Sales, Product Specialties and Channel rebalancing.
• Establish Sales account segmentation & tiering model to inform quality territory design.
• Define global and regional North Star guidelines for well formed territories incorporating productivity ratios, market conditions and territory penetration.
• Utilize territory data and North Star ratios to define coverage models that support AOP targets, allow for optimal coverage, fit within the Opex plan, inform investment cases, and enable effective execution of our GTM strategy.
• Use insights and analytics to measure Sales productivity, aid in future capacity planning, and help inform AOP/ Sales coverage and resourcing models.
• Review Sales comp plan performance, and interface with Global SCP Team to standardize comp design across Sales organizations, learn about new requirements, and gain consensus.

Territory Planning

• Build account portfolios leveraging talent analytics data (skill set, tenure, seller capacity) to match assignment of resources to portfolio ensuring appropriate coverage and seller opportunity for greatest account potential.
• Interlock with GTM Planning Strategist to understand territory governance and solve for outliers.
• Engage with Sales Leaders on final territory assignments, approvals, and validity of AMO alignment.
• Take part in RM hierarchy & account data relationships to ensure proper rep placement, role and account assignment, Sales channel, segmentation & tiering, account linkage and parent-sub relationships. In addition to managing duplications, and accurate account AMO

Quota Planning

• Perform operational execution of quota assignment at rep and manager level. Review and validate rep quotas (make adjustments if needed), facilitate loading quotas into COIN$, roll out of target letters, monitor issues, and track timely acceptances. If needed, interlock with GTM Planning Strategist to solve for outliers and non compliance.
• Interlock with Sales leaders for quota targets and facilitate quota walk process with GBO business partners.
• Manage territory alignment process driven by in cycle quota changes relating to attrition, new hires, role changes, and any other discretionary change in AOP targets as guided by FP&A.
• Participate in pay reviews leveraging SCP analytics to provide root cause analysis of large over/under variances, interlocking with GBO business partners to resolve issues and drive proper compensation decisions.
• Participate in initiatives related to quota, and account assignments to drive global standardization, process efficiency, compliance and controls

Business Transformation (BT)T Projects

• Program manage Sales & Partner impacting transformation and growth initiatives to ensure Sales & Operations leader engagement, communication and adoption of major program deliverables.
• Serve as functional business process lead to provide input and assess change in support of major Transformation projects (i.e. OSC,APEX, Partner automation, & product launch readiness) by working with multiple functions across the organization internally and external partner resources, as necessary.
• Focus efforts relevant to Sales & Partner success, such as accelerating on-line/ frictionless selling model, partner self-serve & ease of doing business, cross LOB accounts, cNPS, and enable aaS transactions through process, policy & governance

Primary Partnerships

• Sales Leadership (RSM, DVP, DSS)
• International & Regional GTM & BT teams
• Sales Compensation Team
• MDG
• Regional GBO Business Partners
• Dell Digital, Sales Tech Transformation
• Business Engagement Network (BEN)
• PAG & IT Enablement
• BOS Organization

Take the first step towards your dream career
Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:

Essential Requirements

Key Skills Sets

• Cross functional collaboration and relationship building
• Strong consultative skills
• Executive communications
• Influencing skills (to maximize rep. performance)
• Emotional intelligence, empathy and relationship management
• Data driven decision making and judgment
• Results driven and executional
• Problem solving and analytical skills
• Dealing with ambiguity
• E2E Project & Program management​
• Agility and adaptiveness to changing requirements
• Develop business cases using financial and business insights

Business acumen with a strong understanding of:

• Market opportunity and customer landscape
• Business financials, KPIs and P&L mgmt.
• The GTM model, and organizational structure
• COIN$, Sales Compensation, KPIs and reporting

Candidates should be graduates of Finance, Business or Marketing with a minimum of 12 to 15 years of post qualification professional experience. Additional professional qualifications, including MBA’s, and / or a background in BU, CoC, and / or Sales will be advantageous.

Desirable Requirements

Candidates should be graduates of Finance, Business or Marketing with a minimum of 12 to 15 years of post qualification professional experience. Additional professional qualifications, including MBA’s, and / or a background in BU, CoC, and / or Sales will be advantageous.

Here’s our story; now tell us yours

Dell Technologies helps organizations and individuals build a brighter digital tomorrow. Our company is made up of more than 150,000 people, located in over 180 locations around the world. We’re proud to be a diverse and inclusive team and have an endless passion for our mission to drive human progress.

What’s most important to us is that you are respected, feel like you can be yourself and have the opportunity to do the best work of your life -- while still having a life. We offer excellent benefits, bonus programs, flexible work arrangements, a variety of career development opportunities, employee resource groups, and much more.

We started with computers, but we didn’t stop there. We are helping customers move into the future with multi-cloud, AI and machine learning through the most innovative technology and services portfolio for the data era. Join us and become a part of what’s next in technology, starting today.

You can also learn more about us by reading our latest Diversity and Inclusion Report and our plan to make the world a better place by 2030 here.

Application closing date: 31 Oct 2021

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Dell encourages applicants of all ages.

For further information, and to apply, please visit our website via the “Apply” button below.

Candidates must be resident in Malaysia, or have the right to work in Malaysia.