What you and your team will do:

Sales Forecasting

·       Manage the sales forecasting process, data collection, calculations, reporting, analytics.

·       Provide comprehensive and meaningful analytics on the forecast, forecast accuracy and drive

·       actions to improve.

·       Drive continuous improvement to the forecasting process, reporting and analytics to evolve with

·       the business needs.

Sales Performance Management

·       Develop an integrated set of data, dashboards and reports to ensure transparency on sales

·       performance including forecasting, pipeline, quota, expense, headcount, conversion rate, etc.

·       Leverage tools to provide transparency of performance at the executive, manager and seller

·       levels.

·       Provide a routine reporting analytics and recommendations to drive improvement in sales

·       productivity and performance.

Manage Sales cadence

·       Define, plan, schedule and manage quarterly/monthly/weekly management cadence

·       Build BI capability to provide centralized performance reporting into management cadence

·       Ensure effective & efficient content & structure to maximize management focus to achieving goals

·       Maintain accountability by tracking and follow up on critical actions

Sales Enablement Programs

·       Guide the Sales Training strategy and program for new hires and sales

·       Develop, execute and manage sales enablement programs aimed at sales growth, renewal

·       retention, customer engagement strategies, vertical specific programs etc

·       Own the sales lifecycle management – and work with key stake holders in the business to create

·       or re-engineer a quote to cash process that is simple, customer focused, and enabling the sales

·       force to sell and manage with success.

Revenue and Expense Budget Planning

·       Annual budget planning process, schedule, analysis of results/benchmarks/assumptions

·       Manage the set up for the new year into sales tools and process such as CRM and Forecasting

·       Quarterly tracking of critical planning assumptions; Drive action to materialize assumptions

·       Select and grow technical leaders within an expanding team - Consistently provides proven,

·       formal mentorship and recruiting

Global Sales Compensation

·       Design Global Sales compensation model for all quota carrying associates

·       Lead all aspects of sales incentive compensation design across all sales teams including setting the strategy and partnering with all appropriate parties to drive sound design principles, excellent governance, and next-level business results

·       Develop sales compensation education and design process

·       Direct the Annual Compensation Planning Process which includes review and design of sales incentive plans, long-term incentives, and merit increases

·       Partner effectively with key constituents across the organization: Sales, Sales Operations, HR, Finance, Legal, Audit, and Business Leaders

·       Partner effectively with Finance team to develop analytical tools and models to forecast and manage plan expense, and drive performance through prudent plan design, review and evaluation

·       Enhance techniques for compiling and preparing data for senior management

·       Accurately interpret, counsel, and educate sales leadership on complex sales plan mechanics, policy and guideline interpretations, and the use of contests and spiffs

·       Continue enhancement and maintenance of the Sales Incentive Plan Governance model

·       Implement, maintain, and enhance our Global Compensation Tool - Exactly. 

Other responsibilities:

·       Develops analytical framework for decision-making regarding: got to market, performance, market

·       segmentation, staffing levels, etc.

·       Partners with sales leadership and finance to establish quota allocation methodology.

·       Develop dashboards and reports to drive the sales performance and improve account management.

·       Leads by example; coaching, promoting, encouraging and mentoring the sales organization towards high

·       performance.

·       Leads the design and roll out of tools, SFDC reporting and tracking, and campaign analytics.

·       Establishes key sales enablement programs for prospect and client with the goal of driving new sales and

·       add on business.

·       Performs special projects as assigned.

What you will need:

·       7+ years' experience in sales \ business operations.

·       Operate at an executive sales level, with excellent interpersonal, communication and influencing skills

·       with both executive sales leaders.

·       Be an expert in sales forecasting, pipeline analysis, commercial reporting and analytics, sales \ business

·       planning.

·       Have solid understanding of best in class sales process & systems environment required to efficiently run

·       a commercial operation.

·       Be highly proficient, detailed and precise, analytics, process orientated and structured, strong attention to

·       detail and ensure output is high quality.

·       Be able to turn complex ideas and data into clear messages to support focus and action from the management team to improve sales productivity and performance.

·       Candidate should have a BA/BS degree.

What will set you apart:

·       7-12 years experience in either sales, sales analytics or financial analysis in a corporate environment, including 12 months of experience in sales operations.

·       Exactly Sales Compensation Tool Experience

·       Public Cloud Booking Policy Creation

·       MBA preferred