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.

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.
• 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.

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.

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.

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.