(Sr.) Operations Manager - Greater China

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(Sr.) Operations Manager - Greater China

Job Description

In this role, you will primarily support Greater China (GC) GM as well as partner with Greater China Finance BP to plan and drive GC business growth in key areas such as Strategic Planning, Sales Performance Management, Pipeline and Forecast management, and Business Reviews.

You will also partner and support GC regional sales leaders, different RTMs by providing business information, tools, analysis, and insight, helping GM and the sales team making more data-driven, informed decisions, and driving their business strategy. You will provide 'real time' support and analysis, be a trusted adviser and always look to add value that will assist them in decision making.

Specifically In Each Of The Key Sales Operations Area, You Are Expected To Be Very Hands-on And Deliver But Not Limited To

• Optimize GTM coverage model, plan account segment, suggest headcount investment and segment.
• Quota deployment and sales performance analysis.
• Drive weekly accounts review; drive weekly pipeline creation.
• Ensure forecast accuracy and linearity management.
• Generate & present key business review reports and presentations, e.g. QBR, All-hands, Sales kick-off meeting, as well as other reviews/analysis requested on ad-hoc basis by various key stakeholders.
  
  

This role will report directly to APAC Revenue Operations Manager and may be assigned other project works outside GC scope as appropriate & required.



Responsibilities

Specifically, the role’s day-to-day routine job are as follows but this is not an exhaustive list:

Forecasting

• Provide support to the Region Manager, Sales Managers and their teams for forecasting and pipeline reporting requirements, including the weekly forecast process, and the end of quarter requirements
• Working with the team to ensure a high level of data accuracy and data quality in SFDC and other core systems.
• Tracking quarterly forecast accuracy metrics
• With the roll out of Clari - as the forecast system - be across the application and be involved with the continuing enablement of the salesforce in its use.
  
  

Commissions

• Annually work with the commission team to ensure the commission system is setup
• Valid accurate account assignment engine setup
• Validation of bookings from rep to team hierarchy and overlay crediting
• Monthly compensation data validation, working with the commission analyst and finance for review of queries and preparation of the commission calculation
• Ensure accurate compensation attainment results for Field sales roles
  
  

SFDC

• Be the SFDC SME (Subject Matter Expert) in GC
• Setup sales people's roles with criteria sets, account assignments, review and approve, account assignment requests, account approvals etc.
• Review SFDC from a Hygiene perspective, and implement reporting, action plans.
• Train new hires on the use of SFDC
• Reporting - be able to help the sales team with reports
  
  

Planning

• Work with the Region Manager on Financial Year plans including resource requirement, and quota setting, including necessary analysis to support plans.
• Quota setting - includes development of individual quotas, taking into account all elements, e.g. market conditions, territory definitions
• Producing Regions quota letters
  
  

Field Tool Enablement

• Providing assistance and enablement to the field teams on use of key tools.
• Working with the team to ensure a high level of data accuracy and data quality in SFDC and other core systems
• Be the expert on key systems for the Region including but no limited to ; SFDC, Clari, PBI
• Provides direct and ongoing support for operation systems and processes for the GC sales organization.
• Reports and analyzes order pipeline, bookings, revenue forecasting, revenue reporting, sales productivity, and goal attainment.
• Communicates operations status and escalates issues to direct managers, sales leader/managers, program managers, sales representatives, and internal partners.
• Proactively identifies opportunities for process improvement opportunities.
• Ensures proper knowledge transfer to support ongoing Sales Operations optimization and process development.
  
  

Coordinate and work with other key teams within the Revenue Operations team including, renewal, planning, partner eco-systems and the commercial team, ensuring their program and plans are rolled out in the Greater China region.

Be agile and adaptable to the requests of the business to be involved, contribute and collaborate in activities related to other functional teams outside Revenue Operations. This may be involved providing specific commercial support, coordination or UAT testing.

Education And Experience Required

• First level university degree or equivalent experience required. May have advanced university degree.
• Typically, 5 to 10 years experience in a sales operations role in multinational corporations, with some experience in managerial capacity.
  
  

Knowledge And Skills

• Strong leadership skills, including coaching, team building, and conflict resolution.
• Project management skills including time management, resource prioritization, and project structuring.
• Advance user in spreadsheet and slides including MS Office and Google.
• Strong analytical and problem-solving skills.
• Strong verbal and written communication skills, including presentation.
• Advanced business acumen, technical knowledge, and extensive knowledge in applications and technologies
• Strong multi-tasking and prioritization skills
• Mastery in Chinese and English
• Good understanding of MNC's policies and processes
  
  

Job

Sales / Customer Operations

What We Offer

We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements. 

SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.

This is a compelling opportunity for the right person to join us as we continue to scale and prosper.  

If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now! 

We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.  

Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.

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• We are passionate about customers 
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• We are SUSE! 
  
  

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