Director, Sales Strategy & Operations (Americas)

Job Description:

Overview

IDC is seeking a dynamic and experienced Director, Sales Strategy & Operations - Americas to drive the strategy for IDC Sales teams and ensure effective processes are in place to achieve company objectives.  This role will be critical in shaping the strategy, ensuring alignment with market trends, improving Sales effectiveness, and ultimately driving revenue growth.

Why IDC ?

IDC is the most respected global technology market research firm.  We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success.  IDC has been recognized for five consecutive years (2020, 2021, 2022, 2023, 2024) by the IIAR as the Analyst Firm of the Year which is one of the highest accolades for the technology market research industry.

This position may be fully remote from an approved location in the United States.

Recruitment Fraud Notice: IDG/IDC/Foundry  would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

Responsibilities

• Collaborate with Sales leadership and cross-functional stakeholders in developing go-to market strategy, resource plan and key performance metrics
• Lead the Americas Sales Strategy & Operations team, ensuring proper allocation of resources, focus on top priorities, and continuous improvement of capabilities over time
• Create and manage operational processes such as territory planning and target setting
• Drive annual planning process in close collaboration with GTM Strategy, Finance, Product and other stakeholder teams
• Proactively develop and execute initiatives designed to optimize sales team efficiency and productivity
• Drive rhythm of business (pipeline, forecasting, monthly / quarterly business reviews) with strong operational rigor
• Provide insights on key performance metrics and priorities (e.g. weekly, monthly, quarterly business reviews), identify key roadblocks to progress, and work efficiently to remove them
• Provide business analytic strength to help drive initiatives critical to ongoing growth and provide key insights for business leadership to support strategic decision-making
• Drive critical projects and initiatives and drive alignment with cross-functional teams across the organization by developing detailed project plans with activity-based milestones 
• Oversee implementation of enabling systems and tools, working closely with internal systems teams

Qualifications

• 10 years of sales strategy and operations experience, or operational experience in investment banking, management consulting, private equity, venture capital, or business insights / analytics roles
• Bachelor of Science degree in business or finances (preferred)
• Demonstrated ability to build high-performing teams, foster collaboration, and develop talent through coaching and mentorship
• Strong business acumen and distinctive problem solving and analysis skills
• Ability to solve complex and diverse business problems (commercial, operational, organizational)
• Experience taking a structured approach to solving unique business problems
• Advanced SQL, Excel and BI Visualization (e.g., Tableau) skills and experience working with large data sets
• Demonstrated ability to support high-performing teams, foster collaboration, and develop talent through coaching and mentorship
• Effective communication and influencing skills, with the ability to present complex concepts and recommendations to executive leadership

IDC, is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

At IDC, we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between 192,500. and 216,000. and is inclusive of base salary and variable compensation (if applicable).