Sr. Director, Evergreen Subscription Sales (EMEA)

The Sr. Director, Evergreen Subscription Sales leads the strategy, vision, and execution of Evergreen subscription sales across EMEA. This role translates global portfolio direction and company objectives into segment-specific commercial strategies, sales motions, operating models, and performance mechanisms that increase subscription adoption, recurring revenue, pipeline progression, customer value, and commercial effectiveness worldwide.

The Senior Director leads a global Evergreen Subscription Sales organisation and establishes the priorities, standards, resources, and operating cadence required to execute consistently across regions. The role partners with the Strategics and GSI segment leadership teams, Regional Sales, Account Executives, alliance and partner leaders, and executive stakeholders across Product, Finance, Customer Success, Marketing, Services, and Operations. The role has broad responsibility and significant operational latitude within the defined segments, while the Global VP retains overall ownership of the Evergreen portfolio strategy and global portfolio direction.

• Develop the global Evergreen subscription sales strategy, vision, and multi-year roadmap for EMEA within the context of global portfolio and company objectives.
• Translate global portfolio direction into integrated segment objectives, priorities, policies, resource plans, sales motions, and operating mechanisms.
• Establish and own global objectives for subscription adoption, recurring revenue growth, qualified pipeline progression, sales productivity, customer value, retention, and expansion across the two segments.
• Define global coverage, prioritisation, account, and partner strategies that reflect the needs of strategic customers, GSI relationships, regional markets, and field organisations.
• Participate with executive leadership in strategic planning, business reviews, forecasting, and decisions affecting the company’s commercial position in the Strategics and GSI segments.
• Make final implementation decisions within delegated authority and ensure operational effectiveness across the global Evergreen Subscription Sales organisation and its cross-functional programs.
• Provide informed input into global portfolio strategy, commercial policy, pricing and packaging discussions, and company-wide methods based on segment performance, customer insight, and market dynamics.

• Lead the global Evergreen Subscription Sales overlay for the Strategics and GSI segments, establishing engagement standards and aligning with segment leaders, Regional Sales, and Account Executives on priorities, coverage, and execution.
• Engage early in the most strategic and complex customer and partner opportunities to shape commercial strategy, subscription adoption, deal structure, and long-term account or ecosystem value.
• Develop repeatable Evergreen sales plays for strategic accounts and GSI-led motions, and drive consistent adoption across relevant regions and field teams.
• Coach and challenge segment and field leaders on Evergreen value propositions, customer outcomes, competitive differentiation, executive engagement, and commercial execution.
• Establish executive-level inspection of global pipeline health, opportunity progression, forecast inputs, adoption, financial performance, and execution risks; drive corrective action where needed.
• Build trusted relationships with executive customers, GSI partners, alliances, and internal leaders, representing the company in critical negotiations and strategic engagements.
• Serve as the global voice of Strategics and GSI customer and partner insight, ensuring market feedback informs portfolio evolution, commercial strategy, and operating priorities.

• Lead the global Strategics and GSI Evergreen Subscription Sales organisation through subordinate managers, senior leaders, and experienced professionals, as established by the organisation design.
• Set the organisation’s structure, priorities, objectives, operating cadence, and performance expectations in alignment with global portfolio and company-wide direction.
• Build organisational capability through coaching, leadership development, succession planning, workforce planning, and performance management across geographies and segments.
• Establish a global culture of accountability, commercial excellence, customer focus, inclusion, innovation, and continuous improvement.
• Lead the development of new methods, scalable sales capabilities, and global practices that improve Evergreen effectiveness across the two segments and contribute to broader company solutions.
• Create clarity and momentum through growth, transformation, organisational change, and evolving subscription and commercial models.

• Partner with Product Management to shape portfolio priorities, commercial readiness, and product or solution responses to Strategics and GSI customer and market requirements.
• Collaborate with Finance and Operations on global business planning, forecasting, performance management, resource allocation, and budgets with functional or multi-department impact.
• Work with Customer Success, Services, Marketing, and Sales Operations to optimise the end-to-end customer lifecycle and improve adoption, expansion, and partner outcomes.
• Influence functional policies, processes, evaluation criteria, enablement, and operating standards that improve commercial effectiveness across the Strategics and GSI segments.
• Reconcile competing perspectives across segments, regions, functions, customers, and partners and make decisions on sensitive, high-impact matters while preserving relationships and advancing business results.
• Represent Strategics and GSI priorities, risks, and customer or partner insight in global governance and executive planning forums.

#LI-ONSITE