Field Excellence Program Manager

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., 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

1. 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

1. 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

1. 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

1. 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

• 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