Sales Operations Business Manager IV (R-20298)

Job Title:         Sales Operations Business Manager IV

Position Summary:

The Sales operations Business Manager drives health of the sales business through day-to-day management of operational activities; performance monitoring, pipeline reviews, process, incentives, analytics and insights. The position is a key contributor to strategic planning and execution for the Sales Leadership team, enabling their teams to exceed targets set for bookings, productivity and pipeline coverage. Works independently with wide latitude for judgement and independent decision- making. Very strong analytical skills and interpersonal skills. Maintains constant interaction with leaders and sellers. Build strong relationships with directors and managers of assigned segment. Has advanced understanding about the business they support. Ability to collaborate effectively across key stakeholders in enabling client success and influence/develop mutually beneficial peer relationships within Organization is vital.

Responsibilities:

Problem resolution: e.g. Proactive identification of issues. Mitigate challenges utilizing cross functional relationships.

Analyse trends related to organizational performance in order to direct training and enablement resources and identify organizational needs. Make recommendations back to the sales leaders based on trends.

Develops segment quota allocation, territory design, and budgetary spend.

Executes against a consistent operating cadence and methodology including:

Capacity planning and quota allocation

Territory management and account distribution

Sales stage process & forecasting

Pipeline management

Compensation planning

Contributes to strategic planning and execution for the Sales Leadership team.

Communicate and educate sellers on priorities, company policies (e.g. ROE), and processes (i.e. Attend staff meetings to message changes and bridge the gap between business and operations)

Monitor monthly/quarterly forecast and respective activities associated to current and future pipeline.

Manage and provide visibility around leading indicators of future pipeline development and revenue generation (i.e. activity based measures).

Analyse sales performance metrics for assigned teams. Recommend remediation plan at the team and individual contributor level to increase productivity of the team.

Responsible for change management on key initiatives at the manager and individual contributor levels.

Proactively consider and recommend improvements to the eco-system

Required Experience：

Bachelor’s degree in business

8-10 years’ experience in Sales, Strategy, Business Operations within a multinational technology company (preferably cloud services and/or software)

Strong proficiency with Microsoft Excel, Word and PowerPoint

Native level English language skills

Highly motivated, self-starter, strategic/analytical thinker with a “can-do” attitude, flexibility to accommodate evolving business needs and a keen eye for details.

Ability to deal with ambiguity and navigate through a high-paced, fast-changing and sometimes unpredictable work environment.

Strong communication, executive presence, interpersonal, and organizational skills. Ability to engage and influence individuals at all levels.

Preferred experiences in sales transformation, sales strategy and sales operations.

Familiarity with legal terminology and contract structures.

      Capabilities:

Strategic Thinking & Analytic Problem Solving: Ability to break down complex problems in a simplified way, creativity of ideas, innovation: develop and run analytical models to test out and refine the various strategies we may be considering

Project and Program Management Skills: Experience in estimation, planning, design, and implementation of business and IT efforts at software companies. Effective in influencing and making high quality decisions and taking decisive action

Business Leadership Skills: Strong, team-oriented leadership skills. Able to frame and confront issues and make tough decisions. Self-directed with strong initiative

Communication Skills: Exceptionally strong communicator equally adept at communications strategy and execution, with the ability to craft a full range of clear, high-impact communications. Ability to communicate in an open and authentic manner in all situations

Process Improvement Skills: Ability to analyse poorly defined areas and processes within a cross-functional organization. Effective in implementing new and improved processes

Influencing and Interpersonal Skills: Able to establish and build close working relationships. Strong personal credibility and counselling skills. Team-oriented planner and decision-maker.