Director, Sales Operations DACH

3. Channel Integrity & Direct/Partner Segregation

• Define, document, and enforce clear rules of engagement between Mitel's direct sales force and channel partners, ensuring unambiguous account ownership and minimising conflict across DACH
• Own and maintain the account segmentation framework that determines which accounts are served direct versus through channel, based on criteria including account size, strategic value, geography, and partner capability
• Establish and govern escalation and arbitration processes for channel conflict, acting as the neutral arbiter when direct and partner routes overlap or compete for the same opportunity
• Work with Sales Leadership and Channel Management to implement systematic account tagging and CRM controls that enforce segregation policies and provide full visibility into coverage boundaries
• Conduct regular audits of direct and partner account assignments to detect and resolve boundary violations, ensuring compliance with Mitel's channel programme terms
• Partner with Legal, Finance, and Channel Programme teams to ensure compensation and incentive structures reinforce the segregation between direct and indirect sales motions

4. Process Excellence & Continuous Improvement

• Proactively identify and eliminate bottlenecks in the sales process, fostering a culture of continuous improvement and operational rigour across DACH
• Lead process definition and documentation for DACH Sales Operations, including approval policies, PreSales workflows, and Service processes — developing Business Requirement Documents (BRDs) and ensuring cross-functional alignment
• Facilitate cross-departmental workshops to define, align, and continuously improve Sales Operations processes in collaboration with Finance, Legal, HR, and IT
• Working with Sales Leaders and Marketing, implement internal sales SPIFFs and Partner Rewards programmes, managing the delivery tools
• Own and deliver process training programmes for Sales, PreSales, and Sales Management teams across DACH — preparing materials, conducting sessions, and monitoring adoption

5. Technology, Reporting & Business Intelligence

• Own the deployment and optimisation of enabling technologies including CRM across the DACH region — ensuring data integrity, compliance with global standards, and maximum ROI from Mitel's technology investments
• Monitor the accuracy and efficient distribution of sales reports and intelligence essential to the DACH sales organisation; recommend revisions to existing reports or develop new reporting tools as needed
• Build and maintain a suite of dashboards and reports that give DACH Sales Leadership the intelligence needed to make fast, well-informed decisions
• Participate in DACH Sales & Operations Planning (S&OP) calls, providing Sales data and CRM insights to inform supply chain and inventory planning
• Coordinate CRM data and process alignment with the DACH Marketing team to support campaign execution, pipeline generation, and lead management

6. Deal Desk Oversight & Bid Approval Management

• Provide leadership and strategic oversight of the DACH Sales Deal Desk — ensuring accurate Named Account checks, partner certification verification, competitive analysis, and deal matrix generation for the indirect channel pipeline
• Govern the Bid Approval Management process for the DACH region, overseeing Executive Deal Reviews (Level 1), coordinating approvals in Salesforce, and maintaining thorough documentation and filing of all bid decisions
• Define and continuously refine Deal Desk processes and rules of engagement, managing escalations and ensuring cooperation between direct sales, channel teams, and deal desk resources
• Conduct Named Account list reviews on a regular basis, ensuring accurate maintenance and alignment with agreed direct/indirect coverage boundaries

7. Sales Incentive Compensation

• Provide input to senior leadership in the development and administration of sales incentive compensation programmes for the DACH region
• Working with Finance, HR, and the global Revenue Operations team, provide assistance with sales incentive compensation administration — including arbitration and clarification of compensation policy application
• Ensure compensation and incentive structures are aligned to reinforce go-to-market strategy and channel segregation objectives

8. Governance, Management Support & Cross-Functional Collaboration

• Support the DACH leadership team in Risk Control Board activities, audit processes, and governance obligations — acting as the Sales Operations representative in regional management forums
• Act as a key liaison between DACH Sales management and global Revenue Operations/Sales Operations leadership, ensuring regional priorities are well represented and global programmes are effectively localised
• Partner with the Service organisation on sales campaign coordination and deliver ad-hoc CRM-based sales reports to support Service planning activities
• Direct and support the consistent implementation of company initiatives across the DACH sales organisation
• Build peer support and strong internal relationships with key management personnel across Finance, Marketing, HR, Legal, and IT

Qualifications & Experience

• Bachelor's degree from an accredited institution, or equivalent professional experience (5+ years in B2B sales, sales operations, or sales management)
• Proven track record leading analytically complex Sales Operations or Revenue Operations initiatives with demonstrable business impact
• Deep expertise in CRM platforms (Salesforce preferred), sales analytics, and operational tooling
• Strong experience in quota design, territory modelling, and go-to-market coverage optimisation
• Experience managing or overseeing formal bid and deal approval processes in an enterprise B2B environment
• Demonstrated ability to manage channel partner relationships and enforce rules of engagement in a direct/indirect sales model
• Exceptional communication and stakeholder management skills — able to influence and present confidently at all organisational levels
• Deep understanding of the DACH business landscape, commercial culture, and regulatory environment
• Fluency in German and English (written and spoken) — additional language skills in French or Italian are a plus

We offer

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Umfang: Nach Vereinbarung

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Source: Statistisches Bundesamt (Destatis), table; dl-de/by-2-0; StarIn's calculation