Sr. Director, Sales Strategy and Analytics
About Conga/Apttus
Our new company (Conga) was created on May 7, 2020 with the merger of Conga and Apttus. The combining of these two companies creates a leader in mission-critical business process solutions, allowing both small and large companies to modernize their business processes.
Together, the new Conga is poised to provide the most complete offering in the market to digitally transform the foundational elements of business -- documents like quotes, contracts, and the processes that surround them -- to achieve commercial excellence.
For more information on the new Conga, please visit our newsroom at:
Position Description:
Conga is looking for a Sr. Director, Sales Strategy and Analytics.
This critical role is responsible for analyzing, creating and driving the Sales Strategy for the global field organization. This role will report to the SVP, Sales Strategy and Operations, with the objective to design and implement Sales Strategies to achieve Conga’s desired market share and commercial goals. Fundamental to this role will be assessments of which markets we participate in, and how we design our organization and core go-to-market functions to achieve maximum success in those markets.
This includes determining and documenting our ideal target market segments, researching and evaluating new potential markets and opportunities, implementing a comprehensive win-loss function that can be leveraged broadly and strategically, and determining which products we will take to which segments to achieve product revenue goals. Also key to this role also is to determine our ideal sales models and channels for top-line growth with an optimized cost model.
You will be responsible for both strategic and tactical leadership; In this senior role, you will be expected to think and advise peer Conga leaders and, at times, the Conga executive team.
It is important that you are confident in thinking strategically and long-term, applying strong analytical skills, building proposals and recommendations, and working cross-functionally. Also required is a fundamental interest in the Sales function and designing GTM models for optimal effectiveness and efficiency. Having presence, strong communication skills, and the ability to create compelling recommendations is key to success in this role.
This is a high-profile role with an opportunity to help fuel Conga’s rapid growth and leadership in the industry.
This is a newly created position to add strategic value to the business.
Responsibilities
Identify and Assess of New Market Opportunities, including new targeted segments where we can realize high win rates. (TAM, SAM, Opportunity Sets). Perform market entry assessments and plans.
Develop and document Sales Strategy. Engage and align with other key functions (Product, Marketing, Customer Success) to ensure Sales Strategy supports company, product, and market strategies.
Own and execute world-class win-loss function, and leverage results for broad internal use (ICPs, target segment refinement, product guidance, sales guidance)
Boost bookings and win rate with creating and effective pricing, packaging, bundle assessments and proposals.
Identify, design, and document customer/prospect segments and related optimal selling motions and resource profiles to optimize CAC and CLTV metrics
Identify strategic gaps in our offering set for inorganic opportunities
Drive partnerships with SI team for strategic market impact
Perform M&A due diligence as well as integration planning
Own and drive other emerging strategic projects for global sales organization.
Experience, Skills, Competencies
• Market Analysis and Assessments
• Previous experience in enterprise software and/or SaaS solutions
• High energy, charismatic, innovative, creative, and a strong desire to strategically drive Sales.
• Leadership DNA, proven ability to excite and lead cross-functionally
• Ability to deliver results in a global, matrixed environment
• Good understanding of enterprise sales strategies
• Excellent communication skills
• Master in Business Administration (MBA) is desired, but not required
• 10+ years of consulting, product management, product marketing, sales operations, or similar roles
• Understanding or previous experience with partner and sales-driven strategy
Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law.
Reasonable accommodations will be made to meet the requirements of the Americans with Disabilities Act and will be provided as requested by candidates taking part in all aspects of the selection process. All your information will be kept confidential according to EEO guidelines.
Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. Reasonable accommodations will be made to meet the requirements of the Americans with Disabilities Act and will be provided as requested by candidates taking part in all aspects of the selection process. All your information will be kept confidential according to EEO guidelines.