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About The Opportunity

This is a strategic role that supports the sales organization and guides our organization’s investments in improving salesforce productivity. Required to identify and mitigate operational gaps in the sales organization by managing existing processes and/or by leading large-scale change initiatives where necessary and feasible. Implement and manage sales forecasting, opportunity management processes, and planning and budgeting processes. Establish quality, accuracy and process consistency in planning, forecasting and budgeting approaches used by the sales organization. Appropriately integrate sales planning, forecasting and budgeting with other planning processes followed within our organization.

Partner with the corresponding sales leadership to identify opportunities for sales process improvement. Work closely with the corresponding sales leader and IT to understand the associated sales organization’s sales and technology strategy.
Work closely with corresponding sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success.
Partner with sales leadership to size the sales force and produce a scalable, cost-effective organization design.
Ensure optimal deployment of sales personnel. Make recommendations to change sales roles, coverage models, or team configurations in order to maximize sales productivity.
Align reporting, training and incentive programs with performance management priorities.
Establish a management system to plan, forecast and budget.
Own and drive the regional pipeline management and forecasting process.
Establish a specific management system focusing on Company’s strategic and growth drivers.
Project Management Responsibilities
Ensure timely assignment of all sales organization objectives.
Ensure implementation and success of sales-organization-impacting initiatives.
Ensure efficient allocation of technology, support and training resources impacting the sales organization.
Leverage available tools and technology to support the efficacy of the entire commercial organization.
Develop and lead a high-performing sales operations team.
Provide strategic advice to the sales leader regarding overall targeted growth, operational efficiency and capital strategy initiatives.
Serve as a business partner and trusted advisor to sales leadership.
Foster an organizational culture of continuous process improvement.
Work with the sales leader, HR and finance to establish and maintain sales compensation plans that provide market-competitive pay, reinforce sales organization strategy and align with business and sales organization objectives.
Assign sales force quotas and ensure business’s financial objectives are optimally allocated to all sales channels and resources.
Monitor sales work performance with the sales leader, HR and finance to validate the compensation plan and forecast sales expense.

About You

Excellent written and oral communication.
Past experience in leading sales operations in a high-growth environment (or equivalent functions, such as revenue operations, commercial operations, marketing operations).
Demonstrated success in the analysis, design and improvement of sales processes.
Strong ability to logically analyze problems and develop solutions.
Strong leadership skills and people management experience.
Ability to manage multiple concurrent projects and summarize status to senior executive level.
Creativity and strategic thinking and the agility necessary to master both the daily hands-on analysis and the big picture strategy.
Self-starter who sets aggressive goals and is driven to succeed both personally and professionally; focused on productivity; deeply committed to quality and integrity.
Able to create a culture of shared values throughout the company in which people work together cooperatively toward common and mutually recognized objectives. Sophisticated understanding of sales performance metrics and KPIs
Experience in sales quota and compensation plan design.
Experience in sales forecasting.
Experience in sales analytics.
Experience in business process development and flow.

Compensation

The pay range for this opportunity is from $178,700 to $241,250 + performance-related bonus + benefits

This range represents the anticipated low and high end of the salary for this position. This role is also eligible to receive an annual bonus that aligns with individual and company performance. Actual salaries will vary and are based on factors such as a candidate’s qualifications, skills, competencies, and location.

Experience

10+ Years of Experience

Education

Bachelor degree or equivalent experience

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Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason. You may also review the Avaya Global Privacy Policy (accessible at https://www.avaya.com/en/privacy/policy/) and applicable Privacy Statement relevant to this job posting (accessible at https://www.avaya.com/en/documents/info-applicants.pdf).

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