Director, Sales Operations DACH

At Mitel, you will have the opportunity to help businesses connect, collaborate and provide better experiences for our customers. You will deliver valuable contributions in creating business success within our global organization utilizing your unique attributes, skills and experience.

The Director, Sales Operations - DACH is a senior leadership role responsible for the operational effectiveness, productivity, and go-to-market efficiency of Mitel's sales organization across Germany, Austria, and Switzerland. The role sits at the intersection of strategy and execution, partnering directly with DACH Sales Leadership to drive performance through world-class processes, data-driven insight, and operational rigor.

Reporting to the Group Director, Sales Operations International, the Director will lead a dedicated DACH Sales Operations team and work in close partnership with cross-functional stakeholders across Finance, HR, Marketing, IT, and the global Revenue Operations function. This is a high-visibility role with direct impact on revenue, growth, and organizational effectiveness across one of Mitel's most strategically important regions.

• Lead sales forecasting, planning, and budgeting processes across the DACH region, ensuring accuracy, consistency, and strategic alignment with global Revenue Operations standards

• Design and own the equitable allocation of sales quotas across all DACH channels and resources, ensuring every team member is set up to succeed and all objectives are assigned on time

• Proactively monitor planning quality and process consistency; coordinate planning activities with Finance, HR, and global Sales Operations as required

• Attend and actively contribute to ELT forecast reviews, bi-weekly regional forecast reviews, and Close the Gap sessions, providing data-driven analysis and actionable recommendations

• Responsible for theatre communications within the DACH sales organisation on process, programmes, and initiatives

• Design and optimise go-to-market coverage models across the DACH region, ensuring the right sales resources are deployed against the highest-value market opportunities

• Lead account segmentation initiatives - analysing firmographic, revenue, and growth-potential data to classify accounts and align them to the most effective sales motions

• Own sales representative and channel assignment frameworks, balancing workload, market potential, and specialisation to maximise revenue per head and overall regional ROI

• Partner with Sales Leadership and Finance to model territory design scenarios, simulate revenue impact, and make data-driven recommendations on coverage changes

• Continuously monitor coverage efficiency metrics including whitespace analysis, account penetration rates, and capacity utilisation to identify and act on growth opportunities

• Define, document, and enforce clear rules of engagement between Mitel's direct sales force and channel partners, ensuring unambiguous account ownership and minimising conflict across DACH

• Own and maintain the account segmentation framework that determines which accounts are served direct versus through channel, based on criteria including account size, strategic value, geography, and partner capability

• Establish and govern escalation and arbitration processes for channel conflict, acting as the neutral arbiter when direct and partner routes overlap or compete for the same opportunity

• Work with Sales Leadership and Channel Management to implement systematic account tagging and CRM controls that enforce segregation policies and provide full visibility into coverage boundaries

• Conduct regular audits of direct and partner account assignments to detect and resolve boundary violations, ensuring compliance with Mitel's channel programme terms

• Partner with Legal, Finance, and Channel Programme teams to ensure compensation and incentive structures reinforce the segregation between direct and indirect sales motions

• Proactively identify and eliminate bottlenecks in the sales process, fostering a culture of continuous improvement and operational rigour across DACH

• Lead process definition and documentation for DACH Sales Operations, including approval policies, Pre Sales workflows, and Service processes - developing Business Requirement Documents (BRDs) and ensuring cross-functional alignment

• Facilitate cross-departmental workshops to define, align, and continuously improve Sales Operations processes in collaboration with Finance, Legal, HR, and IT

• Working with Sales Leaders and Marketing, implement internal sales SPIFFs and Partner Rewards programmes, managing the delivery tools

• Own and deliver process training programmes for Sales, Pre Sales, and Sales Management teams across DACH - preparing materials, conducting sessions, and monitoring adoption