Director - GTM and Sales Operations, APAC Merchant Services - PayPal - Singapore

Job description
The Director GTM and Operations is a leadership role with key responsibilities in building a world class Sales Excellence organization and a high performing team in 3 core areas: Market Readiness, Sales Enablement (Direct and Indirect) and Sales Operations and Processes.


The GTM and Operations team is responsible for ensuring that PayPal develops a best in class sales organization, with a focus on improving efficiency and effectiveness across the region and to manage the rollout of PayPal strategic initiatives. In addition, this team will be responsible for the integration of Braintree into PayPal core offering and engagement with global product and sales teams.

Key Responsibilities

Market Readiness:

Work closely with the Merchant Product Marketing team and functional teams (legal, compliance, etc) to understand the localization requirements for rollout of global solutions to APAC countries
Ensure that new products and offerings are ready for roll-out and that there are clear plans in place across all functional areas
Sales Enablement (Direct):

Develop sales assessment and capability development frameworks/tools
Identify training and development requirements that will increase the effectiveness of the salesforce
Work with global teams on sales collateral and ensure that it is rolled out to all sales teams with appropriate training
Closely work with segment heads, country sales heads and local & regional FP&A to support & drive strategic initiatives – local & global
Channel and Partner Programmes: (Indirect)

Align with Global Channel and partnerships strategy and plans
Work with Country teams to develop robust channel and partner sales and marketing plans
Develop channel education and engagement material
Manage and govern channel incentive structures and frameworks
Share best practice from NA/EU and across APAC
Manage channel and partners (eg. eBay ) at APAC level
Sales Operations:

Drive sales reporting & standardization across APAC for management visibility – partner with analytics team to identify growth / optimization opportunities to drive bang for the buck
Develop & instill pricing governance & operational risk policies and ensure compliance to eBay Inc policy & country level guidelines
Enhance & execute on pricing operations requirements
Standardization & ongoing enhancement of pricing methodology by segment / vertical
Look-back of approved pricing to identify any claw-back opportunities
Establish in-country engagement & governance discipline in partnership with FP&A and country heads
Enable strategy to execution roadmap through working with stakeholder holders APAC
Braintree Integration:

Develop and manage the overall project for Braintree solution being integrated into PayPal core offering
Work with country sales leads on pipeline reviews and specific account reviews
Liaise with Braintree senior executives on the progress of v.Zero roll-out to PayPal existing customer base


Desired Skills and Experience
Requirement

15-20 years of professional experience required with a minimum of 8 or more years of Sales Operations or Sales Management experience
Bachelors or Masters in engineering, business management, operations research or any other quantitative / technical discipline
Experience in payments or technology industry is preferred but not a must. Experience with eBay and/or PayPal would be an advantage
Qualities of the person we are after

Strong people manager; with the ability to hire, develop and retain top talent within the organization and build a high performing team
Excellent techno-functional capability with prior experience in SFDC and a penchant for maximizing sales effectiveness
Strong verbal and written communication skills
Excellent presentation skills
Ability to interact and influence executives on a multitude of topics and settings
Exceptional relationship skills, Ability to work cross functional across all levels
Ability to manage through ambiguous situations with a minimum of supervision to deliver tangible solution under often short timelines
Self-motivated, self-start who can work effectively with limited guidance
Strong project management capabilities