Description du poste Planning
- Collaborate with PMM to calibrate Budget assumptions (Realty check : Growth / Arpac /
Units,…)
- Identify opportunities to drive productivity growth / Churn reduction
- Support PMM in the definition of the metrics to follow the Growth Plan
- Recommend GTM organisation design principles to enhance the performance
- Lead the monthly forecasting of Bookings & Renewals to feed into Finance Rolling
Forecast
Readiness
- Build Capacity models
- Align Demand Generation Plan across all Sources to deliver Budget Units with respective
Owners into Finance Rolling Forecast
- Calibrate Quotas and distribute across all roles
- Align Partners Programs to cover Budget (working closely with SPE
- Define Commission mechanics to deliver the targeted strategy
- Set up the commercial processes to run the trading (forecasting, measurement framework,
Logigramme, Reporting BIs & CRM…)
Forecasting & Trading cycle
- Align on the Forecasting methodologies for volume/value business
- Enable Sales on the methodology & tooling (working closely with Enablement)
- Lead the daily, weekly reviews of performance vs. the budget / RF identifying the root
causes and the opportunities to improve.
- Aggregate and share the forecasts with the leadership team enabling highly effective
performance discussions
- Analyse key assumptions & trends built into the forecast (capacity, demand pipe
conversion, Big deals)
- Own, and continuously update, the commercial risks and opportunities log
Performance
- Run analysis to understand the monthly Performance compared against Plan, PY and
Benchmarks (tbd)
- Identify the root causes and formulate insights
- Lead the monthly review of performance sharing insights to inform the execution plans
Responsabilités principales
