Sales Operations Manager

About the Job:

The Sales Operations Manager is responsible for the overall productivity and effectiveness of the Sales organization. The position is expected to raise sales efficiency, sales productivity and process compliance within the organization by means of consulting with the sales force and management to implement best practice sales and operational processes.

In addition to supporting the sales force, the position will also include leading and participating in various projects such as continuous improvement of policies, procedures and processes.  As part of this role’s responsibilities, the individual will assist with and be the lead on financial deliverables and analysis of both routine and ad hoc nature. Therefore, strong business acumen is a must. This role will report to the VP, Sales & Marketing and work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are identified and achieved within the Sales organization.

Responsibilities:

• Forecasting
  • Partners closely with Finance to lead/coordinate sales forecasting, planning, and budgeting processes on a strategic, quarterly and annual basis.
  • Leads/coordinates the creation and maintenance of sales metrics and analytics, such as KPIs and board deck preparation.
  • Provides input and support for the quarterly revenue QBR process.
• Process Improvement
  • Proactively identifies opportunities for sales process improvement. Works closely with Sales team and management to review and evaluate sales process quality and prioritizes opportunities for improvement including understanding process bottlenecks and inconsistencies.
  • Monitors and strives to maintain high levels of quality, accuracy, and process consistency in the Sales organization’s planning efforts.
• Project Management
  • Facilitates successful implementation of new programs by ensuring a well-defined, efficient sales process is selected and implemented prior to launch.
  • Coordinates planning activities with other functions and stakeholders within Cloudian.
• Workforce Optimization
  • Reviews, evaluates and makes recommendations for changing Sales roles, coverage territories, or team configurations in order to maximize sales productivity.
  • Consults with the entire organization including Sales management to manage periodic sales territory, hierarchy and sales rep changes to ensure appropriate mapping into our sales systems.
• Sales Tools and Productivity
  • Engages Sales team to identify and isolate barriers to sales productivity. Suggests and sponsors a program of cross functional sales productivity improvement initiatives. Leverages support teams to provide tangible improvement in environment that supports the Sales team (process, tools, reporting, selling tools, training, templates, lead reporting and assignment, etc.).
  • Analyzes, recommends and prioritizes investments in enabling technologies in support of Sales organization productivity.
  • Works closely with the Sales leadership team to understand sales and technology strategy.
  • Recommends/implements changes and enhancements to the company Customer Relationship Management (“CRM”) technology platform including CRM and mobility tools to Sales teams.
  • Monitors the accuracy and efficient distribution of sales reports and other analytics and intelligence essential to the Sales organization. Recommends revisions to existing reports and assists in the development of new reporting tools as needed.
  • Monitors the assigned Sales organization’s compliance with required standards for maintaining CRM data. Works closely with Sales management to optimize the effectiveness of Cloudian’s technology investments.
  • Coordinates with Training team to deliver tools/resources and ensures support of such to the entire Sales organization including Sales management and Sales support personnel.
• Sales Incentive Planning/Compensation
  • Leads and drives the process and supports the equitable assignment of sales force objectives and ensures objectives are optimally allocated to all Sales functions and provides leadership on resources required.
  • Works to ensure all Sales organization objectives are assigned in a timely fashion.
  • Investigate, analyze, and recommend appropriate technologies to enhance the efficiency and effectiveness of calculating and paying sales commissions.
  • Develops and provides input to senior leadership in the development and administration of sales incentive compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, processes and procedures associated with sales compensation.
  • Works closely with Human Resources Compensation team and acts as a primary contact for sales compensation issues.
• Other
  • Supports Sales management team and Human Resources with new employee setup/admin tasks for the assigned regions/segment.
  • Leads and supports broader Sales Operations initiatives and projects.
  • Other responsibilities/tasks as assigned and dictate by business needs.

Requirements:

• Bachelor’s degree and a minimum of 5-7 years of experience in a sales operation’s role or equivalent mix of experience and education.
• 3-5 years’ software/hardware company analytics experience.
• 3-6 years of experience as a Salesforce.com Administrator
• MSFT Excel master – serious requirement.com master
• Proven sales operations experience and application of business acumen skills a must.
• Proven ability to influence individuals from the senior to junior levels of the organization to implement change and ability to build peer support and strong internal company
• relationships with other key management personnel.
• Excellent project management skills.
• Excellent oral and written communication skills required.
• Comfortable with ambiguity and constant change, able to methodically work through complex problems, set priorities and execute on commitments.
• Has a passion for creating successful organization and helping drive a strong and winning culture.