About the role
Own and evolve the Segmentation framework that underpins coverage, capacity, and resource-allocation decisions, synthesizing strategic direction, market insights, investment priorities, and field feedback into a scalable, actionable model that stays aligned to business strategy and operationally viable for Sales Planning. Translate segmentation strategy into coverage and capacity recommendations, developing the analytical models that connect segments to seller deployment, account coverage, territory design, and capacity scenarios, while partnering with Investment Planning and business leaders to inform resource-allocation decisions. Drive cross-functional alignment as the central coordination point across business teams, engineering, product, Global Commercial Strategy and Operations (GCSO), the MSA Leadership and field stakeholders — gathering inputs, reconciling competing perspectives, and building consensus on segmentation decisions and tradeoffs. Build the signals, modeling, and assessment processes that collect inputs, test and refine models, and evaluate outcomes, continuously improving the framework as business needs evolve. Enable downstream planning by partnering with Sales Planning and related teams to ensure segmentation outputs can be operationalized through book setting, quota setting, capacity planning, and other planning motions. Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field 5+ years experience using data to drive business outcomes or inform business decisions. 5+ years experience managing relationships with stakeholders, clients, and/or customers. Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience. 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience. Experience with Sales Planning, segmentation, quota setting, or related sales operations functions in a global or highly matrixed sales organization. Demonstrated success translating business strategy into scalable operating models, programs, and governance frameworks that drive measurable business outcomes and inform future strategic decisions. Proven ability to influence senior executives, and navigate ambiguity, balancing competing stakeholder priorities to make high-impact business decisions. Experience leveraging AI, automation, data, or process redesign to transform business operations and improve organizational effectiveness.
