Head of Software Sales

Key Accountabilities & Responsibilities

Strategic Leadership & Operating Model
Lead the Zone Software Sales organization end-to-end, driving the shift to a software-centric, subscription-based model.
Ensure consistent adoption of the global Software Sales operating model, balancing standardization with scalable local execution.
Serve as a core member of the Zone Leadership Team, providing strategic direction on growth, profitability, and cost optimization.
Champion change management across the Zone, strengthening understanding of software value and customer-centric outcomes.
Software Sales Strategy & Execution
Own Zone go-to-market execution aligned with global priorities and value-based selling principles.
Translate global strategy into clear priorities, execution plans, and resource alignment across LCBs and functions.
Drive pipeline rigor, forecasting accuracy, and performance accountability through QBRs and disciplined sales processes.
Ensure integrated software selling across all channels, maximizing subscription and growth opportunities.
Oversee sales productivity, reporting, and adherence to global incentive and operating guidelines.
Business & Financial Performance
Hold full accountability for Software and Subscription Growth across the Zone.
Drive performance through clear KPIs, transparent reporting, and structured business reviews.
Prioritize growth initiatives and resource allocation in alignment with global objectives.
Customer & Market Engagement
Position software offerings around customer outcomes, digitalization, and lifecycle value.
Provide executive sponsorship for strategic opportunities and key initiatives.
Align sales execution with customer success, adoption, and long-term value creation.
Represent Zone insights and market feedback to global leadership.
Cross-Functional Collaboration & Compliance
Lead coordination across LCBs and align with global Software Sales and key functions (e.g., Partners, Finance, Services).
Partner closely with DISW and internal teams to drive integrated pipeline and deal execution.
Act as the Zone integrator for software within broader sales transformation efforts.
Ensure compliance with global governance, data standards, and regulatory requirements.
You will impress us by having these qualifications:

Experience & Skills:

10-15+ years of progressive leadership experience in sales, business development, or business operations, with a strong focus on software solution sales and Software and Subscription Growth models.
Proven track record of leading large virtual and cross-functional teams, driving significant change management, and achieving sales targets in a complex, global environment.
Deep understanding of sales motions, in-country operating models, and market dynamics within the Zone.
Proficiency in English is required; additional language skills relevant to the Zone are beneficial.
Preferred Qualifications:

Strong expertise in target setting, business planning, pipeline management, and forecasting, with the ability to convert opportunities into incremental value.

Proven ability to design streamlined seller processes and customer journeys using digital tools and sales enablement platforms.

Solid financial acumen, with capability to analyze performance and drive improvements in revenue, profitability, and cost efficiency.

Exceptional communication and influencing skills, with experience negotiating and engaging stakeholders at all levels.

Demonstrated track record in identifying and implementing process and system improvements, driving innovation and operational efficiency.

Experienced in leading complex change initiatives, particularly transitioning organizations to software-centric, subscription-based models.

Entrepreneurial and proactive, with a strong sense of ownership and ability to operate both independently and collaboratively.

Strategic thinker with the ability to connect cross-functional initiatives and drive end-to-end execution across portfolios and channels.

Influential leader skilled in building high-performing teams, fostering collaboration, and driving alignment across stakeholders and organizations.

Effective change agent who thrives in ambiguity and accelerates adoption of new ways of working.

Strong analytical and problem-solving capabilities, with a focus on risk identification and mitigation.

Customer-centric mindset, focused on delivering value and enhancing customer outcomes through software solutions.