Global Craft Leader - XDR

Job Description

Reporting to the Director Global Craft Leadership, this person plays a key role in delivering our sales excellence standard by creating and leading the global business development community, ensuring all BDR, SDR, xDR craft colleagues have the clarity, skills, competencies, and resources they need to successfully deliver their craft and develop their careers within Sage.
The Global Route to Revenue – Global Craft Leader xDR fosters a sense of community among the xDR craft by promoting open communication and mutual support, facilitating collaboration to ensure alignment and clarity in GTM strategies. This includes coordinating meetings, resolving conflicts, and promoting a culture of teamwork and cooperation.
They will be accountable for SDR/BDR/xDR craft role design, working closely with global craft leader peers to define clear and aligned responsibilities, accountabilities, key performance indicators and measures of success, setting the standards for cross functional collaboration to drive sales excellence. They will own the creation and maintenance of functional blueprints and represent the xDR craft during process design and technology and tool adoption, combining with Sales Enablement to develop training and coaching to implement and optimise the productivity, predictability, and effectiveness of the xDR craft.
Working closely with HR the Global Route to Revenue – Global Craft Leader xDR will document compelling Job Descriptions, align skills to levels and reward building career pathways that promote high performance and self-development among crafts.
The Global Route to Revenue – Global Craft Leader xDR is a highly collaborative role and will work closely with the Sales Excellence and Adoption Lead, Transformation team, GTM Design and scaling lead and other Craft Leaders. They will seek to develop champions in regions /segments /products to scale their reach into the community and own key stakeholder relationships with HR, Reward, RTR Performance and Planning, RTR Growth, RTR Sales and Success Digital Transformation, Enablement, BU, L+D, GTM, Commercial Leaders

Key Responsibilities

Develop a deep understanding of Sage’s existing business development strategy across all segments and regions, how/where the xDR craft is currently deployed, and any identify any craft specific initiatives currently in place

Responsible for craft design, including but not limited to job descriptions, levels aligned to competencies, reward, responsibilities, accountabilities, key performance indicators and measures of success

Work with RTR Performance and Planning to align sales compensation plans to promote high performance

Career Pathways, Career Progression, Hiring Guides. Act as a mentor for high performing colleagues

Create, develop, and build a craft community bring together a distributed global community of

colleagues to learn and develop together. Support the community with several planned events and
opportunities for collaboration

Own the craft capacity plan for the craft in collaboration with GTM and Commercial leaders

Work with GTM and Commercial Leaders to align all business development colleagues to standardised global crafts

Define the skills and competencies required to be successful in the delivery of the craft. Work with key stakeholders to deliver a craft Academy to develop and coach skills and competencies across the community, actively delivering coaching in the field where appropriate

Collaborate effectively with the Strategic Workforce planning team and wider HR team to understand and embed Sage’s People strategy

Work with Sales Enablement to create and approve content to provide business development colleagues with what they need to deliver successfully (Product/Technical knowledge, Vertical/Industry Awareness, Value Propositions, Sales Pitch, Sales Methodology, Sage Tools/Systems/Processes), actively delivers coaching in the field where appropriate

Collaborate cross the RTR Sales Excellence and Enablement team to document, test and iterate modular Functional Blueprints, align on sales methodology and clear roles, responsibilities

Work with the Global Process team to define and document process aligned to the sales craft, broadly aligned to the lead to order process, acting as the single voice of the craft during detailed discussions and decision making

Identify and define business/functional requirements for the introduction of technology to automate craft execution

Maximises the use of external thought leadership and best practices to evolve the sales craft. Creating opportunities to innovate and test whilst driving a culture of innovation

Requirements

Recent and relevant experience delivering or managing the xDR craft

A coach with mature coaching skills

Must be a team player and able to work collaboratively with and through others

Exceptional communication skills, both written and verbal

Excellent active listening skills and forward looking with a holistic approach

Innovative, seeks new ways of working and not afraid to challenge status quo. Open to experimentation

and supporting others to do the same

Strong presence with ability to clearly articulate messages to a variety of audiences

Ability to establish and maintain strong relationships and influence others to move toward a common vision or goal

Strong Commercial and Business acumen. Understanding of Sage organisational issues and challenges

Resilient and tenacious with a propensity to persevere

Comfortable with ambiguity and delivering with agility

Experience in defining and documenting detailed process

Demonstrable experience in organisational development with the ability to independently lead

discrete pieces of work with limited oversight and be seen as an expert in this field

Experience in hiring and developing talent

Key Deliverables

Career Pathways

Craft Productivity metrics/baselines

Craft Role and Competency Footprints

Craft Role Descriptions

Interview Questions and guidance

Business Development Competencies and Critical Capabilities

Sales Methodology and processes

Community Engagement Plan

Craft Capacity Plans, Craft Process and Methodology Enablement requirements

Craft Sales skills and Coaching Enablement requirements

Execution Plan aligned to Goals and Objectives

Reporting

#LI-RM1

Function

Routes to Revenue

Country

Canada

Office Location

Toronto

Work Place type

Hybrid

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