Field Excellence Program Manager

Job Summary

The Field Excellence Program Manager is responsible for translating APAC and global sales strategies into measurable field execution across India. The role focuses on driving program adoption, behavior change, and business impact by enabling sales and technical teams with clear execution plans, operating rhythms, and actionable insights.

This role acts as a bridge between the field, APAC leadership, and global stakeholders, ensuring programs are localized, practical, and effectively implemented. Success is measured by conversion of strategy → execution → adoption → revenue outcomes.

Job Requirements

Experience

• 10+ years in Sales Program Management / Field Excellence / RevOps / Enablement / GTM roles
• Strong exposure to enterprise B2B sales environments
• Experience working with senior leaders in matrix organizations
• Proven track record of managing end-to-end program lifecycle (planning → adoption → impact)

Core Skills & Capabilities

• Strategic translation: Converts strategy into actionable execution
• Program management rigor: Strong in planning, tracking, risk management
• Commercial acumen: Understands pipeline, bookings, forecasting, margin
• Data-driven mindset: Uses dashboards and insights to drive action
• Stakeholder management: Influences without authority across levels
• Communication: Clear executive updates, field messaging, and documentation
• Change management: Drives adoption during transformation initiatives
• Preferred Skills
• Experience in enterprise technology (cloud, storage, SaaS, infrastructure)
• Familiarity with Salesforce, pipeline analytics, dashboards
• Exposure to MEDDICC, solution selling, partner-led growth
• Experience supporting leadership events and execution cadences in APAC
• Success Metrics
• Programs successfully land and scale in India with measurable adoption
• Sales teams demonstrate clear behavior change and execution discipline
• Dashboards provide actionable insights and early risk detection
• Strong field feedback loop improves program effectiveness
• India contributes scalable best practices across APAC

Job Responsibilities

Field Excellence & Sales Transformation Lead

• Establish and lead the Field Excellence organization to foster a high-performance sales culture, driving consistency, accountability, and operational excellence across the sales organization.
• Lead transformation initiatives aimed at enhancing sales effectiveness through strong leadership, coaching, and change management practices.
• Design, implement, and continuously optimize sales processes to improve execution across geographically distributed teams, leveraging performance measurement and stakeholder feedback.
• Partner with executive leadership to align on strategic priorities, key programs, roadmaps, and the execution of sales strategies and best practices.
• Collaborate closely with the Worldwide Chief Customer Office (WW CCO) and APAC leadership teams to drive successful program implementation and adoption.

Program Management & Execution

• Understand program objectives, target audiences, routes-to-market (RTM), and desired business outcomes.
• Develop and execute launch plans across Areas, Countries, Segments, and Districts based on program requirements and organizational priorities.
• Identify and engage key program stakeholders, including Sales, Marketing, Channel Partners, Presales, Sales Operations, Professional Services, Finance, Business Desk, Customer Success, and other cross-functional teams.
• Define success metrics, milestones, and key performance indicators (KPIs) to measure program effectiveness and business impact.
• Establish management system data points, including pipeline goals, booking targets, revenue metrics, and adoption indicators, to support execution and governance.
• Implement performance measurement frameworks to evaluate program outcomes, identify improvement opportunities, and drive increased sales success.

Governance & Continuous Improvement

• Integrate program outcomes into existing sales management systems and encourage stakeholder-driven insights to improve effectiveness.
• Develop and maintain a structured feedback mechanism to assess program adoption, critical success factors, business impact, and areas requiring course correction.
• Provide regular updates and recommendations to the Global CCO team to support ongoing optimization and scalability of initiatives.
• Drive continuous program improvement by identifying enhancements to processes, tools, communication strategies, and execution frameworks.
• Enable agile decision-making by monitoring program performance and recommending adjustments when results differ from expected outcomes.
• Ensure alignment and coordination across multiple concurrent initiatives, including product launches, professional services programs, renewals, customer success initiatives, and learning services.

Cross-Functional Leadership

• Work collaboratively across all business functions to ensure programs are aligned with organizational goals, strategic priorities, and revenue objectives.
• Serve as a central point of coordination, governance, and support, ensuring consistent execution, communication, and stakeholder engagement across the organization.
• Promote best practices, operational rigor, and a culture of continuous improvement to maximize business impact and sales productivity.