Business Program Planning and Design Performs research and analysis across the SME&C Corporate and SMB market (internal sales, partner-channel, and external market/customer data), forecasts, and examines business trends to size the addressable audience and scope programs across pricing levels (EA and CSP), staying current, agile, and competitive. Demonstrates thought leadership in contributing to SME&C growth priorities, business goals, objectives, and strategies, as well as short- and long-term business priorities. Gathers program requirements, identifies resource needs, creates the project plan and targets across MCEM stages, and works across teams to align on the plan of record. Works with cross-functional stakeholders (e.g., Business Architecture, Engineering, Marketing, Finance, SE&O, Field, and the Partner org) to design highly complex programs - spanning direct/field and partner-led (CSP) motions - from initiation to delivery, independently. Provides expertise to produce collateral (e.g., seller guides, strategy walking decks, internal and external/partner pitch content) that incorporates stakeholder needs and ensures the business objectives are met. Facilitates defining and tracking of success criteria and performance metrics (e.g., OKRs/KPIs) - such as pipeline generated, net paid seats add (NPSA), adoption, usage, renewal, impact, and effectiveness - for the program. Provides insight to collect and evaluate success criteria and performance metrics (e.g., KPIs) - such as close rate, adoption, usage health, renewal, net new revenue (NNR), and customer feedback - and uses scorecards and dashboards to monitor highly complex programs and ensure all activities align with business and program objectives. Improves the operations of existing programs by applying industry methodology, defining highly complex program issues, assessing various scenarios, and selecting the optimal scenario to resolve issues. Designs and executes targeted programmatic sprints to understand competitive challenges or test hypotheses, landing continuous improvements of SME&C sales programs across the Corporate and SMB segments. Builds cross-company partnerships with SME&C, Sales, Marketing, Finance, SE&O, Engineering, GPS, and the Partner org (CSP / Partner Development Managers) and other core stakeholders. Contributes to the discipline of program management by driving innovation and improvements and raising the bar on what a sales program can deliver, sharing best practices and tooling with sales program leaders across peer segments and solution areas. Ability to manage large-scale, high-velocity programs at segment breadth - including work prioritization, planning, and coordination. Required: Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ years' experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience. 3+ years' experience in in Near Term Strategy (1-2 years out), Management Consulting, or Finance. Experience in the SME&C / SMB / Corporate segment and with scaled, partner-led (CSP) go-to-market motions. Track record of advising senior leadership (Senior Director, GM, VP/CVP) and influencing cross-functional teams across Strategy, Finance, Marketing, SE&O, Field, and Partner organizations.
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