The Role
The responsibilities of the Sales Operations Manager (SOM) is a subset of the sales leaders roles. The goal of the SOM is to ensure that every seller has the required processes, knowledge, skills, resources/content and behaviors to optimize every interaction with buyers. By managing business activities and processes, the SOM helps the sales organization run effectively, efficiently and in support of business strategies and objectives. The SOM represents the needs of sales in meetings and cross‐functional projects and acts as a liaison for sales with other parts of the organization.
The Sales Operations Manager is responsible for the processes, tools, and technologies that support the Sales and Marketing teams of the company. The ideal candidate is a type-A person that is self motivated, always puts clients first and is driven for high performance for the company.
Specific Responsibilities Include
- Manages a 2-person Sales Operations team (Sales Operations Manager and SFDC Administrator & Analyst) to partner with Sales Leadership in assuring sales performance and reporting.
- Work with the Chief Sales Officer and Director of Member Growth and their respective sales teams to manage an accurate SFDC sales environment.
- Establishes and communicates goals and objectives for the Client and Member Growth sales teams that are in line with the corporate direction.
- Provides input into decisions around hiring and terminations for the Client and Member Growth sales teams. Reviews individual and team performance and provides constructive feedback for each sales team member.
- Manages and coordinates all sales activities and programs including, but not limited to, new hire training program, continuing education/training events, and major sales initiatives.
- Holds sales team members accountable for having an active account plan for each key top opportunity and conducting QBR’s for all accounts.
- Own the week sales pipeline review process for both Client sales (vendor) and Member sales (end user) lines of business.
- Own the sales performance analysis process for both Client sales (vendor) and Member sales (end user) lines of business.
- Manage the weekly/monthly/quarterly sales pipeline and assure sales forecast accuracy and improvements.
- Assure that all Clients and Member sales teams achieve monthly bookings quota goals.
- Assure that all Clients and Member sales teams achieve monthly and annual renewals goals.
- Drives effective training programs that help sales people retain information and turn it into value for prospects.
- Contributes to the strategic discussion around buyer personas, target markets, etc. Recommends sales methodologies that the company should consider and employ.
- Work with each product owner across the company to assure that all products are sold and renewed according budgeted growth expectations.
- Work with Controller’s team to assure that all sales, contracts and revenue are managed and accounted for in both SFDC and Financial Force systems.
- Manage the Company Sales and Member Growth KPI dashboards and metrics for all sales, renewal, upsell, financial and strategic metrics.
- Conduct analysis on the SAPinsider Membership including profile composition, demographics, on-boarding rate, engagement, conversions and retention while developing recommendations for overall improvement.
- Develop Top Client (vendor) analysis for bookings, revenues, product penetration rates, renewals and margin contribution.
- Develop Top Member (end user) analysis for bookings, revenue, business unit penetration rates and renewal conversions.
- Improve sales and member growth selling processes and systems by studying current practices; designing modifications and measuring performance improvements.
Professional Qualifications
An ideal candidate will possess:
- Experience as a leader of successful Sales Operations and teams.
- Understanding of sales in a membership, content, digital and events operating environment.
- Keen understanding of sales, upselling, client success and renewal processes and operational requirements.
- Proven experience in working with sales teams to develop accurate and predictable sales pipeline forecasts.
- Experience with marketing data modeling including variance analysis, web traffic, lead conversion, impression marketing, scenario analysis and data modeling.
- Ability to work with mathematical concepts such as probability and statistical inference in developing actionable forecast models.
- Expert level understanding on SFDC.
- Experience in managing, updating and migrating sales team territory account assignments and lead delivery in an SFDC and SQL data environment.
- Strong skills with project management and project management tools including SmartSheet and JIRA.
- Strong skills in building online sales pipeline reporting and data visualizations.
- Excellent written communication and executive level speaking skills.
- BA or equivalent in statistics, data science, business or marketing with an MBA strongly preferred.
Compensation
The Sales Operations Manager enjoys a competitive base salary and annual performance bonus. In addition, the role participates in all SAPinsider employee benefit programs including healthcare coverage, life insurance, 4 weeks paid vacation, commuter rail benefits and 401K plan.
Next Steps: Take the Lead on Your Future.
Send your confidential resume to Jamie Bedard at james.bedard@sapinsider.org and reference the role in your cover letter and why this is the right next step for you.
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