Nathan Ditton Email & Phone Number

Guildford, England, Gb

Santa Clara, California, Us

Santa Clara, California, Us

Promoted to Northern EMEA Sales Operations Manager, leading a team of six to execute on business priorities and objectives with operational excellence.• Business Partner with the Sales VP and Leadership team delivering business analysis, advising on best practice, problem solving and project management.• Define and run the business cadence with forecasting, account planning, deal reviews, and quarterly business reviews.• Driving the MEDDPICC sales methodology and guiding CRM (Salesforce) hygiene to achieve greater win rates and forecast accuracy.• Manage the fiscal year planning process from strategy, account segmentation, Sales organisation design, to quota setting.• Coordinate with technical presales, professional services, legal, financial solutions, and pricing teams to ensure deals are constructed profitably with great customer outcomes. • Work with supply chain and finance teams to ensure deal revenue recognition.

Santa Clara, California, Us

EMEA Sales Operations Programme Manager• Responsible for a team of 3, drove operational excellence for the EMEA Digital Infrastructure division.• Led Annual Planning for the EMEA organisation of 220 Sales & Presales. Coordinated teams across the Go-to-Market, AOP target setting, organisation design, account segmentation, quota setting, and compensation plan issuance. Utilised Anaplan and PowerBI to deliver our 2020 Vision dashboard to revolutionise the planning process with data access for more strategic decision-making.• Rebuilt Reporting & Business Intelligence (BI) across forecasting, pipeline management, and Sales 1:1s.• Optimised Sales systems and processes, collected feedback, and influenced global direction.• Coordinated the new EMEA Inside Sales Go-to-Market strategy, defined global best practices, and coordinated system changes with ongoing business support and management.• Operations Support for the VSP 5000 Series (Jupiter) product launch, worked as part of a cross-functional team to deliver enablement, track progress, and collect feedback.

Palo Alto, California, Us

EMEA Sales Operations Lead, Software & Brocade Divisions:• Managed Sales Operations for the EMEA CA Technologies and Brocade Sales organisation of 120.• Partnered with Sales Directors and teams to lead through changes to organisation design, go-to-market strategy, Sales process and policy, operational metrics, and compensation plan.• Advised senior Broadcom business leaders on the CA Technologies acquisition. Designed and presented analysis, and modelled resource planning with EMEA leadership.• Worked with Sales leaders to formulate the Annual Operating Plan (AOP), by reviewing the renewal portfolio and identifying key growth accounts and alignment to longer-term corporate goals.• Conducted regular forecast calls to inspect pipeline, mitigate risks and support deal closure.• Optimised and led business review cadence, including creation of templates and data sources.• Rolled out self-sufficient model of Incorta dashboarding and reporting to provide essential data.• EMEA lead on the global design, test, rollout, and enablement of the migration to Oracle CRM, CPQ and ERP systems.• Enabled the Sales teams effectively through Sales training, and coordinated and delivered in-person training across five sites for the EMEA team of over 120.

San Jose, California, Us

Promoted to EMEA Renewals and Mainframe Sales Operations Lead, and EMEA Sales Annual Planning Lead. • Business Partnership with a Senior Sales VP. Provided insight and direction to Sales organisation of 70.• Led the end-to-end fiscal year transition planning process for the EMEA Renewals team, involving organisation, compensation, systems testing, enablement, Renewals portfolio reporting insight.• Operations Lead for new 40-person Inside Sales team, from design to execution & management.• Led the overall EMEA annual planning process for the organisation of 500, working cross-functionally on performance reviews, process & system redesign, coverage model, territory design, compensation model & plan design, and quota setting.

San Jose, California, Us

EMEA Sales Operations Analyst, Strategic Insight:• Defined and ran EMEA business cadence, focused on forecast and business reviews.• Created actionable insight through management reporting and analysis.• Prepared the EMEA forecast each week, calculating numbers across BU, country, business type.• Part of a team that implemented Anaplan for forecasting in EMEA - allowing a move away from Excel-based tools into the cloud, with more insight and significantly less overhead.• Led a project to provide new insight to the UKI leadership team, working collaboratively across Operations, Marketing and Sales to address a new market opportunity and generate new pipeline.

San Jose, California, Us

Sales Operations Placement Year, Northern EMEA• Managed CRM (Salesforce) data integrity, and reporting & business analysis.• Led projects and process improvement in a local and international team.• Managed the handover through a contract extension, created documents & delivered sessions.