Revenue Operations Manager will be responsible for leading the end-to-end sales process, with special focus on the Configure-Price-Quote (CPQ) process, order entry, deal desk and opportunity management areas of the Global Sales/Revenue Operations team. Reporting to the Director of Revenue Operations, you will be managing a small team and work directly with Trintech’s expanding global sales force.
Sales Opportunity Management
- Review and audit opportunities throughout the month to ensure accurate values are applied prior to closing out
- Track and administer opportunity splits rules as needed
- Review of outdated pipeline to ensure sales stages are being input correctly and opportunity hygiene exists
- Manage sales conversion programs and other strategic programs put in place for sales
- Administer credit request process in support of sales, ensuring that the proper approvals are in place for sales accommodation billing credits
- Manage overage process for customers that require notification of overage billing
CPQ Business Process
- Adoption of CPQ Business Processes (including approvals, discounts, and cross-organizational alignment)
- Drive overarching strategies aimed at maintenance and simplification of discounting and quote approval processes.
- Address needs for developing, maintaining, and auditing processes to ensure compliance and continuous improvement
- Work with Contracts and Sales Leadership to optimize contracting process
- Sales Order Processing
- Manage a team of contract administrators that are responsible for order generation and renewals
- Serve as product pricing experts for all products and solutions
- Support sales in quoting process for both new and expansion/add-on sales
Deal Desk Management
- Lead Trintech’s Deal Desk process to review and advance key deals
- Ensure fast track decision follow up on all Deal Desk deals
Sales Process Improvement
- Ensure Sales Operations team and broader Sales Team are consistently leveraging standard procedures
- Communicating relevant processes, events, changes, mentoring and developing team members
- Collaborate with Sales Ops Analytics and CRM lead and Sales Team on Sales analysis, management and related initiatives, sales predictability and forecasting accuracy
- Drive continuous improvement in sales productivity and efficiency of supporting processes.
Renewals
- Ensures team prepares renewal quotes and negotiates prices with clients while maintaining a 95% retention rate
- Preparing monthly reconciliation reports for processed renewals and assets
- Serves as pre-escalation point to vet or troubleshoot issues
- Manages team meetings and reports for cross functional teams
- Assists with training of new team members
REQUIRED KNOWLEDGE/SKILLS/ABILITIES
- Bachelor's degree or equivalent experience
- 3-5 years related experience, preferably in a Revenue/Sales Operations role
- Prior management/team lead or Project Management experience highly preferred
- Self-starter who is energized by process design
- Experience using CRM systems (SFDC preferred)
- Experience with Salesforce Enterprise, CPQ, and NetSuite a plus
- Experience with SaaS pricing models and contracting
- Must have an interest in understanding key customer pain points and the sales process
- Experience in start-up, high-growth companies and/or clearly articulated passion for entrepreneurial environments
- Analytical and decision-making skills
- Proactive nature with ability to solve problems with a sense of urgency
- Strong oral and written communications skills
- Great organization skills, extreme attention to detail, and eye for quality.
- High degree of proficiency with advanced features of the Microsoft Office Suite (Word, Excel)
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran
Preferred
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Leader: Inspires teammates to follow them
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Detail Oriented: Capable of carrying out a given task with all details necessary to get the task done well
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Dedicated: Devoted to a task or purpose with loyalty or integrity
Preferred
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Ability to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organization
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Goal Completion: Inspired to perform well by the completion of tasks