SugarCRM

• Lead core Revenue Operations functions across Sales Operations, Client Success Operations, and Deal Desk. • Manage, coach, and develop a small but high-impact team, creating clarity around priorities, roles, service levels, and expected outcomes. • Partner with the VP, Revenue Operations to translate company strategy into scalable operational plans and team execution. • Build a culture of accountability, operational rigor, continuous improvement, and strong internal partnership. • Lead the design, standardization, documentation, and continuous improvement of core go-to-market processes across the lead-to-close, order-to-book, and customer lifecycle management motions. • Identify manual, inconsistent, and low-value workflows across Sales Ops, CS Ops, and Deal Desk, and implement automation to improve efficiency, accuracy, compliance, and user experience. • Establish scalable business rules, governance frameworks, and operating procedures that drive consistency across teams, functions, and geographies. • Partner with business stakeholders and systems teams to translate requirements into durable process improvements and automated solutions. • Optimize end-to-end sales processes to improve productivity, pipeline management, forecasting discipline, and rep execution. • Lead territory design, segmentation, and coverage planning across geographies, segments, and verticals. • Support quota operations, account assignment governance, account holdovers, certification tracking, and operational reporting. • Improve pipeline hygiene, forecasting accuracy, and reporting consistency through better process design, controls, and dashboards. • Support the operational infrastructure for customer lifecycle management, including renewals, expansion support, customer segmentation, success workflows, and performance visibility. • Standardize core Client Success processes, stage definitions, handoffs, and success metrics to improve consistency and scalability. • Oversee Deal Desk operations to ensure efficient management of approvals, pricing, discounting, exception handling, and policy adherence. • Deliver accurate, timely dashboards, executive reporting, and actionable insights across sales performance, customer retention, forecast risk, conversion trends, and productivity. • Own data quality standards and governance across CRM, BI, and related revenue systems.

• This role owns the strategic design and evolution of enablement across the go-to-market ecosystem—Sales, Customer Success, and Partners—aligned tightly to marketing strategy and business growth priorities. • While the primary focus is strategic, this role will initially deliver select high-impact enablement programs and content to accelerate business outcomes and establish foundational assets. • This individual will operate as a cross-functional leader, influencing senior stakeholders and ensuring enablement drives measurable revenue impact.

• Develop and execute comprehensive partner marketing plans aligned with company growth objectives. • Identify high-impact co-marketing opportunities with strategic partners (e.g., ISVs, SIs, resellers). • Align partner initiatives with product launches, campaigns, and regional priorities. • Drive joint demand generation programs with partners, including digital campaigns, events, webinars, and content syndication. • Track, measure, and optimize partner-sourced and partner-influenced pipeline. • Manage joint marketing budgets (MDF) and ensure ROI accountability. • Build scalable partner marketing toolkits, playbooks, and campaign-in-a-box assets. • Enable partners with messaging, positioning, and go-to-market resources. • Foster strong relationships with partner stakeholders to increase engagement and program adoption. • Work closely with Sales, Partner Alliances, Product Marketing, and Field Marketing teams to ensure alignment and execution. • Act as the marketing liaison for strategic partner accounts. • Define KPIs and track performance of partner marketing programs. • Deliver regular reporting on pipeline contribution, campaign effectiveness, and partner ROI. • Ensure consistent brand representation across partner-led initiatives. • Collaborate on joint value propositions and messaging frameworks.

• Build and maintain strong relationships with key stakeholders within client accounts. Act as a trusted advisor to guide clients in leveraging our CX platform for maximum impact, ensuring long-term satisfaction and value realization. • Own the entire post-sale lifecycle for assigned accounts, including ensuring timely contract renewals, driving retention strategies, and mitigating churn risks. • Identify and execute on opportunities for upselling and cross-selling across existing client portfolios. Leverage deep knowledge of clients’ business needs and our product offerings to provide tailored solutions. • Use client data and analytics to track account health, uncover opportunities, and tailor strategies that maximize customer success. Monitor key success metrics (e.g., adoption rates, usage patterns) to proactively address potential challenges and maximize renewal probability. • Work cross-functionally with sales, product, and support teams to address customer needs and deliver exceptional service. Identify new contacts and departments within existing accounts to expand product adoption and customer footprint. • Act as the voice of the customer within the company. Gather feedback and communicate customer needs and insights across product, sales, and marketing teams to help guide the direction of product development and marketing strategies.

• Own and lead the enterprise digital growth strategy, driving measurable impact on pipeline, revenue, retention, and expansion across the full customer lifecycle. • Act as a strategic advisor to marketing and GTM leaders, shaping digital activation strategies including channel mix, audience segmentation, personalization, and budget allocation. • Lead global web and digital experience strategy, including UX/UI, SEO, CRO, personalization, and experimentation to optimize conversion across inbound and account-based motions. • Own performance marketing and digital demand generation, improving efficiency (CAC, cost per pipeline) across paid and owned channels globally. • Design and scale lifecycle marketing programs, driving engagement, pipeline velocity, and expansion through data-driven segmentation and orchestration. • Oversee marketing automation and the digital tech stack, ensuring strong governance, innovation, and alignment with Revenue Operations. • Establish analytics, attribution, and performance measurement frameworks, linking digital activity to revenue outcomes and enabling data-driven decision making. • Build and lead a high-performing global team, managing budgets, agencies, and cross-functional collaboration to drive execution excellence.

• Develop and maintain strategic relationships with key stakeholders within large global accounts. • Work closely with Sugar teams across different regions to ensure a unified approach to account management. • Act as the voice of the customer within the company. • Collaborate throughout Sugar to ensure account renewals and expansions are executed seamlessly. • Track and analyze key account metrics across regions. • Serve as the escalation point for resolving any issues or challenges faced by customers.

• Join a diverse team around the world shares a passion for helping customers succeed. • Build a culture that values personal and professional growth; • Offer a different kind of customer relationship management (CRM) software. • Help sales teams reach their highest potential.

About SugarCRM From the very beginning, SugarCRM had a unique vision: to offer a different kind of customer relationship management (CRM) software. We pioneered a solution that easily adapts to customer needs, and now, more than two decades later, we’re on a mission to help sales teams reach their highest potential. Our diverse team around the world shares a passion for helping customers succeed. Together, we’re building a culture that values personal and professional growth—and we’re proud to be recognized as a Great Place to Work . We care about work/life balance and flexibility for our employees, and we're proud of how we show up for our customers every day. If you're looking to level up your career and help businesses grow better and faster, you’re in the right place. Learn more about SugarCRM careers and how you can be part of our journey. SugarCRM is seeking you to join our team as the Director of Solution Consulting to support the entire SugarCRM Sales organization. You love being a customer-facing, hands-on technologist and are passionate about supporting the continuous growth across SugarCRM. Using extensive market-based knowledge about CRM and CX (customer experience) business applications, combined with an in-depth understanding of SugarCRM’s software-platform architecture and capabilities, you are responsible for determining customer business objectives, discovery process, scoping and presenting the product vision. You will take ownership of the solution/technical aspects of a sales cycle and demonstrate how SugarCRM functionality can leverage positive business outcomes. In this role, you are the resident SugarCRM expert for both our internal and extended (reseller/partner) sales teams. This is a hands-on role and requires very strong customer interaction skills, presentation skills, an excellent understanding of a wide range of Enterprise software solutions, how to integrate these applications and the ability to work closely with internal and extended sales teams, and professional service engineering teams. Impact You Will Make in the Role: Support and enable both the Direct and Sugar reseller channel partners in being knowledgeable and capable in the SugarCRM application and as a platform for business solutions Lead the pre-sale aspects of the sales cycle, including initial discovery, requirements analysis, high-level solution design and the transition to the appropriate implementation and delivery services teams Preferred Qualifications: 3+ Customer Relationship Management experience Marketing Automation experience Business Analytics exposure BS / BA in relevant area We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team. Benefits and Perks: Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks: ·       Excellent healthcare package for you and your family ·       Savings and Investment – 401(k) match ·       Unlimited Paid Time Off ·       Paid Parental Leave ·       Online Legal Services (Rocket Lawyer) ·       Financial Planning Services (Origin) ·       Discounted Pet Insurance (Embrace Pet Insurance) ·       Corporate Benefit Program (Working Advantage).  This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public ·       Health and Wellness Reimbursement Program ·       Travel Discounts ·       Educational Resources - Career & Personal Development Program ·       Employee Referral Bonus Program ·       We are a merit-based company - many opportunities to learn, excel and grow your career! If you require a reasonable accommodation to search for a job opening or submit an application, please call +1 (877) 842-7276 with your request and contact information. Our company uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify . #LI-Hybrid

• Customer Relationship Management: Build and maintain strong relationships with key stakeholders within client accounts. Act as a trusted advisor to guide clients in leveraging our CX platform for maximum impact, ensuring long-term satisfaction and value realization. • Account Ownership & Renewals: Own the entire post-sale lifecycle for assigned accounts, including ensuring timely contract renewals, driving retention strategies, and mitigating churn risks. • Growth Opportunities: Identify and execute on opportunities for upselling and cross-selling across existing client portfolios. Leverage deep knowledge of clients’ business needs and our product offerings to provide tailored solutions. • Data-Driven Decision Making: Use client data and analytics to track account health, uncover opportunities, and tailor strategies that maximize customer success. Monitor key success metrics (e.g., adoption rates, usage patterns) to proactively address potential challenges and maximize renewal probability. • Collaboration & Networking: Work cross-functionally with sales, product, and support teams to address customer needs and deliver exceptional service. Identify new contacts and departments within existing accounts to expand product adoption and customer footprint. • Customer Advocacy: Act as the voice of the customer within the company. Gather feedback and communicate customer needs and insights across product, sales, and marketing teams to help guide the direction of product development and marketing strategies.

• Partner Relationship Management: Build and nurture strong relationships with local **channel partners (resellers, SIs, tech partners)**. Empower existing partners, resulting in growth opportunities and mutually beneficial outcomes for both parties. Serve as their trusted point of contact, understanding their business and helping them succeed with our solutions. • Pipeline Generation & Qualification: Proactively prospect, identify, and qualify opportunities in collaboration with partners. Leverage partners’ customer networks and market insights to source high-quality leads.  • Co-Selling & Deal Execution: Work closely with our direct sales team (Account Executives). Coordinate joint sales calls, meetings with partner sales teams to qualify and support in closing deals. Ensure a smooth handoff of qualified opportunities to AEs. • Partner Enablement: Train and enable partner sales staff to effectively sell our product. This includes sharing sales collateral, arranging product demos or training sessions, and even helping partners achieve any certifications that enhance their capability.  • Marketing & Demand Generation: Collaborate with partners and our Marketing team on **joint events, workshops, or campaigns** to generate demand. Support any co-marketing initiatives/joint demand-generation activities (events, workshops, campaigns) to fill the top of the funnel with relevant prospects. • Performance Tracking: Monitor key metrics and progress. You will be **measured on partner-sourced pipeline generation and closure**. Track partner-driven pipeline created, and partner engagement levels. Provide regular pipeline and forecast updates to leadership, and use data to refine your partner strategy. • Market Feedback & Growth: Stay attuned to market trends in the region and gather feedback from partners and customers. Identify new partnership opportunities or market segments to pursue. Continuously refine our channel strategy to expand coverage in India and SEA.