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
1. Program Deployment & Execution
Translate global/APAC priorities into India-specific execution plans
Define milestones, ownership, dependencies, and success metrics
Build structured launch and landing plans across segments and roles
Drive 30/60/90-day execution plans post leadership events
2. Field Readiness & Behavior Change
Enable role-based readiness (Sales, SE, Managers, Partners)
Drive adoption of sales methodologies (SPIN, MEDDICC, solution selling)
Convert enablement into practical field behaviors (discovery, deal inspection, exec meetings)
Conduct coaching clinics, office hours, and local champion programs
3. Pipeline & Deal Quality Management
Support pipeline creation, acceleration, and progression
Track funnel metrics from lead → opportunity → close
Identify gaps in adoption, deal quality, and stalled deals
Align compensation, pricing discipline, and deal inspection practices
4. Cross-Functional Orchestration
Coordinate across Sales, SE, Marketing, Channels, RevOps, Finance, PS
Simplify execution by reducing field confusion and overlapping initiatives
Serve as India SPOC for APAC/global program alignment
Represent field feedback, localization needs, and market realities
5. Measurement & Continuous Improvement
Build and maintain program scorecards and dashboards
Track readiness, adoption, pipeline impact, and business outcomes
Lead regular stakeholder reviews and escalation management
Document best practices and scalable playbooks