CLIENT SUMMARY

Our client is a global design & build company that has done projects for tech's most impressive companies. The Regional Sales Business Operations Partner will be a core member of the Regional Leadership team focusing on driving strategic initiatives and operational excellence in Business leveraging. The role is also an Inside Sales program manager role, with a focus on operations excellence.

RESPONSIBILITIES

The focus will be to drive Business operational strategy with the below key business imperatives –
- Achieve Business growth and NNN (Net New Names) targets
- Increase YoY sales productivity
- Drive sales simplification through operational excellence

The role requires a trusted business advisor with the following expectations and tasks –
- Support strategic growth initiatives in Business, Operationalise the strategy and drive the operational plan towards successful delivery
- Manage the Business Operational portfolio, this includes GTM Strategy, Sales Planning, Demand Management, Forecasting, Deal Execution, and Performance Management
- Stakeholder relationship to ensure business is an integral part of cadences
- Drive operational governance/automation to improve business performance
- Provides analytical insights to create the GTM Plan for Business and sets up an assessment framework to do regular GTM health checks with MUs and incorporate learnings/feedback to
further optimize the GTM execution plan
- Orchestrate, simplify and standardize the operating principles, processes and practices to drive seamless business execution. Leverage standard tools/ dashboards to drive the following –

  • Operationalize the GTM plan
  • Drive sales and operational excellence in Territory Planning and Partner Planning
  • Institute Demand Management Councils to review Pipeline Health and recommend corrective measures
  • Establish Deal Execution governance
  • Ensure forecast predictability and accuracy
  • Establish regular sales performance reviews, business reviews to monitor the state of the business

- Leverage analytical insights to create the operational agility in the business model to facilitate continuous business improvements

The role is also an Inside Sales program manager role, with a focus on operations excellence. The key business imperatives are –
- Achieve net new names targets
- Achieve sales activities targets
- Ensure operational excellence by the Inside Sales function


The role is expected of the following tasks:

  • Ensure business visibility, e.g. strength of pipeline, level of prospecting activities. The visibility is achieved by having the relevant reportings in place, the data management by Inside Sales reps in Hubspot and Excel.
  • Where reports cannot be automated, the role creates manual Excel reports on Inside Sales key activities, to stakeholders on a scheduled basis
  • Manage the Inside Sales team's monthly submission for variable commission (with relevant business functions)
  • Quarterback Inside Sales-related programs/activities for Inside Sales to execute on them. Eg: facilitate Inside Sales training with trainers, contact database enhancement, etc
REQUIREMENTS
  • Master’s degree or comparable experience; MBA/ Major in economics is an advantage
  • 10+ years of working experience, thereof 5+ in Sales /Sales Operations
  • Strong relationship building skills, and able to navigate and effectively manage his/her activities successfully in a matrix organization
  • Excellent business and commercial acumen – strong strategic agility
  • Deep sales process domain experience and ability to influence without authority
  • Strong problem solving and hands-on analytical skills with the ability to synthesize conclusions
  • Good communication and presentation skills
  • Executive presence and highly developed interpersonal skills with strong ability to work collaboratively across the organisation and obtain positive visibility and credibility
  • Self-starter with profound leadership skills
  • Experience with business reporting and usage of Excel and pipeline management tools
  • Have attention to detail

 


 

JOB ID: 1121

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