A quick snapshot….
The Sales Operations function is charged with improving sales performance through better processes, technology, and methodologies. This role will provide direct support to the sales leadership team that enables them to more effectively lead their teams and increase the rate of adoption of sales best practices, while increasing the overall productivity and effectiveness of the sales organization. The Sales Operations Manager is responsible for the development and oversight of processes and tools that drive efficiency across a variety of roles within the EMEA and APAC sales organizations.
Here’s what you’ll do…
- Provide operational assistance thus allowing Sales Leaders and Sales Executives to focus attention on the success of customers, prospects, and sales associates.
- Leverage Salesforce.com for regular reporting, pipeline analysis, campaign tracking and support sales leaders and executives with Salesforce.com requests.
- Forecast sales based on trends, pipeline analysis, and deal reviews with sales teams.
- Support sales leadership in quarterly business reviews and provide relevant insights for cadence driven processes enabling business focus, sales execution, and transparency (e.g. bi-monthly forecasts, pipeline status, etc…).
- Communicate effectively with sales leaders to identify and address areas for improvement within their respective teams and assist them where needed with internal meeting preparation, territory analysis, and sales executive-level reporting.
- Review potential deals for pricing, product, finance concerns and recommend deal structures.
- Work with sales leadership to develop and coordinate sales programs.
- Development and analysis of key sales metrics
- Govern and oversee overall proposal (RFI, RFP) process for EMEA and APAC.
- Acts as a liaison to finance, marketing and product management departments
- Build peer support and strong internal-company relationships with other key management personnel.
- Manage programs in areas including demand generation, deal governance, process guidelines, standards, methods and tools.
- Drive alignment between the efforts of Sales organization and those of the businesses supported.
- Monitor process compliance and compliance to Company-wide standards, and proactively identify opportunities to share best practices.
Here’s what experience you need…
- Bachelor’s Degree
- 3+ years of experience in a Sales Enablement, Sales Support or Sales Operations role, preferably in a a B2B SaaS software environment.
- Prior experience with Salesforce.com
Here’s what will skills you’ll need…
- Demonstrated comfort working in a cross-functional, matrix-oriented environment
- Experience indicating an understanding of the sales process and the support needs of a sales organization.
- Experience indicating an ability to understand and effectively communicate with multiple functional groups.
- Demonstrated understanding of key sales performance metrics and processes (pipeline, forecasting, demand generation, etc.)
- Demonstrated ability to interact with and support senior leaders
- Sales forecasting experience
- A self-starter with the ability to clearly articulate issues/concerns and work to identify and implement solutions
- Strong organizational and time management skills
- Strong relationship building skills
- Strong communications skills (written and oral)
Passion. We know it when we see it. Passion is not saying how much you love what you do in your most excited voice. Passion is revealed in your truest self. It’s about what you’ve accomplished; how you want to grow; the ideas you have; your philosophies. It’s demonstrating through your words and your actions that you truly believe in what you do — and where you work. That it matters to you. And that’s pretty cool.
Resourcefulness and application. At Aptos, we have a pioneering spirit — when we have questions, we find answers; when we’re faced with challenges, we find solutions. We turn to a variety of resources, including our own colleagues, our professional network, the Internet, articles and books — whatever helps us get the job done. But it’s not just about using a variety of resources to gain knowledge — it’s also about applying that knowledge to other areas of the job or business where it might make sense.
Initiative. You don’t wait around for things to happen or for your manager to tell you what to do. You’re not only proactive about completing your own work, but when you sense the need to introduce a project that will benefit the team or the organization — even if it’s outside your scope of work — you put a proposal together, talk to the team about it, and own it. And that also goes back to having a pioneering spirit.
Quality orientation. You rarely make mistakes because you have good processes in place to ensure that every last detail is correct. There’s hardly an error that gets past you — even when you’re under pressure to complete something in a very short timeframe.
Did we pique your interest?
If this sounds like the kind of job you would love in the kind of environment in which you would thrive, please drop us a line — we’d love to hear from you!