Field Excellence Program Manager

Job Summary

Job Requirements

• 10+ years in Sales Program Management / Field Excellence / RevOps / Enablement / GTM roles
• Strong exposure to enterprise B2B sales environments
• Experience working with senior leaders in matrix organizations
• Proven track record of managing end-to-end program lifecycle (planning adoption impact)

• Strategic translation:Converts strategy into actionable execution
• Program management rigor: Strong in planning, tracking, risk management
• Commercial acumen: Understands pipeline, bookings, forecasting, margin
• Data-driven mindset: Uses dashboards and insights to drive action
• Stakeholder management: Influences without authority across levels
• Communication: Clear executive updates, field messaging, and documentation
• Change management: Drives adoption during transformation initiatives
• Preferred Skills
• Experience in enterprise technology (cloud, storage, SaaS, infrastructure)
• Familiarity with Salesforce, pipeline analytics, dashboards
• Exposure to MEDDICC, solution selling, partner-led growth
• Experience supporting leadership events and execution cadences in APAC
• Success Metrics
• Programs successfully land and scale in India with measurable adoption
• Sales teams demonstrate clear behavior change and execution discipline
• Dashboards provide actionable insights and early risk detection
• Strong field feedback loop improves program effectiveness
• India contributes scalable best practices across APAC

Job Responsibilities

• Establish and lead the Field Excellence organization to foster a high-performance sales culture, driving consistency, accountability, and operational excellence across the sales organization.
• Lead transformation initiatives aimed at enhancing sales effectiveness through strong leadership, coaching, and change management practices.
• Design, implement, and continuously optimize sales processes to improve execution across geographically distributed teams, leveraging performance measurement and stakeholder feedback.
• Partner with executive leadership to align on strategic priorities, key programs, roadmaps, and the execution of sales strategies and best practices.
• Collaborate closely with the Worldwide Chief Customer Office (WW CCO) and APAC leadership teams to drive successful program implementation and adoption.

• Understand program objectives, target audiences, routes-to-market (RTM), and desired business outcomes.
• Develop and execute launch plans across Areas, Countries, Segments, and Districts based on program requirements and organizational priorities.
• Identify and engage key program stakeholders, including Sales, Marketing, Channel Partners, Presales, Sales Operations, Professional Services, Finance, Business Desk, Customer Success, and other cross-functional teams.
• Define success metrics, milestones, and key performance indicators (KPIs) to measure program effectiveness and business impact.
• Establish management system data points, including pipeline goals, booking targets, revenue metrics, and adoption indicators, to support execution and governance.
• Implement performance measurement frameworks to evaluate program outcomes, identify improvement opportunities, and drive increased sales success.

• Integrate program outcomes into existing sales management systems and encourage stakeholder-driven insights to improve effectiveness.
• Develop and maintain a structured feedback mechanism to assess program adoption, critical success factors, business impact, and areas requiring course correction.
• Provide regular updates and recommendations to the Global CCO team to support ongoing optimization and scalability of initiatives.
• Drive continuous program improvement by identifying enhancements to processes, tools, communication strategies, and execution frameworks.
• Enable agile decision-making by monitoring program performance and recommending adjustments when results differ from expected outcomes.
• Ensure alignment and coordination across multiple concurrent initiatives, including product launches, professional services programs, renewals, customer success initiatives, and learning services.

• Work collaboratively across all business functions to ensure programs are aligned with organizational goals, strategic priorities, and revenue objectives.
• Serve as a central point of coordination, governance, and support, ensuring consistent execution, communication, and stakeholder engagement across the organization.
• Promote best practices, operational rigor, and a culture of continuous improvement to maximize business impact and sales productivity.