Job Overview

The Sales Operations & Excellence function has been identified as a critical one for the organization in our transformation journey. This team is responsible for planning and managing programs and defining recommended process improvements to streamline and report on all metrics. The role holder will be accountable for enabling success of renewal and business development planning. The ideal candidate earns trust through performance and relationship building, thinks analytically about business challenges, has experience in program management and has an analytic background to assist sales organization in delivering results. He/she will collaborate on sales goal strategy, implement new reporting solutions, identify risks, and deliver against high operational standards.

Core Areas

Key Roles and Responsibilities:

Driven by data & business intelligence, the incumbent's deliverables include detailed analytics models, custom performance analysis, salesforce standardisation and insights on pipeline
Incumbent will drive data capture, analyses and intelligence in a systematic manner that enables business growth

Roles & Responsibilities

Lead ongoing analysis of business performance to support strategy and sales planning Manage sales operations programs across multiple Business Units and stakeholders.
Drive global standardization of program delivery practices, businesses processes, and reporting.
Work directly with stakeholders and Finance to orchestrate metrics, key performance indicators and decision criteria.
Utilize tools including, like Salesforce and Excel, to create dashboards and insights from data.
Set-up the framework and effectively analyzing data and feedback for insights
Manage delivery of sales modelling and analytics that contribute to sales budget planning process, quota build, and territory alignment
Engages with Sales teams to accelerate deals, share operational practices and improve overall pipeline health
Develop improved sales forecasting to provide executive team with pipeline insights by business lines, industry verticals and segments
Design and interpret key sales performance metrics. Deliver insights & recommendations to enhance performance tracking
Collect market intel towards better sales goalsetting using professional networks
Have good understanding of Salesforce CRM including metadata management, data quality and integrity, reports and dashboards, automation of business processes through workflow rules

Key Performance Indicators

Pipeline Management - Responsible for health of sales pipeline
Advanced Excel Modelling skills, for pipeline reporting and reconciliation

Reporting Structure

The role will report to the Head of Sales Operations
Collaborate and work closely with the following stakeholders and teams - All directs of the Business Heads, Business Transformation team, Sales & CRM leads, Operations support team and Finance
The position will be in Individual contributor

Qualification & Experience (Critical And Desirable)

Know How (Critical and Desirable)

Know-how

Critical

"Advanced Excel Modelling" skills are a MUST
Experience of using Salesforce, and integrating different tenants of Salesforce
Expert user of MS office

Desirable

MBA in Finance, Sales & Marketing, Strategy or Finance

Knowledge of power BI, Tableau and similar advance analytical tools

Personal Attributes/Traits

Competencies

Consultative
Analytical ability
Socially confident
Influencing Others
Achievement oriented
Decisive and action oriented
Creative
Eager to learn
Resilient

Experience

Qualifications - External

2-9 years' experience in IT/ITeS industry with at least 3 years' in Operations/sales operations, Pipeline Management

Proven experience in driving Sales Operations a multi-geography medium to large-sized organization (Preferable experience in BFSI, T&M and HC domains)

Have worked in BPM or IT services with familiarity in Sales Enablement

Experience of working with internal stakeholders to shape, develop and execute analytical forecasting, reporting and review in areas of sales operations, analytics, sales incentives

Rationalz

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