Overview:
RES is hiring a Sales Operations Analyst to serve as an individual contributor that further leads and supports the development, reach, and impact of this function. This position can sit in any of our RES offices or remotely.
The Mission: Reporting to the Head of Sales Operations, this is an exciting opportunity to further advance your career by gaining a broad variety of operational experience through identifying and developing solutions to improve sales force efficiency and effectiveness, working with a diverse sales and marketing organization, and making an immediate impact to the mission of RES: restoring a resilient earth for a modern world.
In collaboration with both the corporate leadership team and local regional sales teams, you will identify opportunities to improve sales force effectiveness and efficiency, while implementing solutions to directly make an impact to the business. You will not be afraid to get your hands dirty, managing data hygiene and integrity across systems, performing ad-hoc data analysis requests, working closely with the sellers directly, and building tools, systems, and dashboards to support both the sellers and corporate requirements. You will foster close working relationships with field P&L leaders, project managers, and technical resources who also impact the sales process.
What your day-to-day might look like?:
The Sales Operations Analyst will allocate time to:
1) Sales Enablement: Support the day-to-day needs of the sellers directly, supporting the development and implementation of a Knowledge Management System which will include on-boarding and continuous Learning and Development, developing and implementing cross-regional knowledge sharing frameworks, and development and roll out of trainings related to sales and marketing systems.
2) Sales Process and Performance: Streamlining sales processes, reducing inefficiencies, and ensuring the sales team follows best practices. This includes supporting the continued implementation of pipeline management standards, supporting the development of new processes related to lead generation and a buyer’s journey, further operationalizing existing sales process maps. Tracking KPIs to evaluate the performance of the sales team to understand which strategies are working and where improvements are needed.
3) Strategic Growth Initiatives: Both leading and supporting strategic initiatives, including but not limited to: CRM utilization and optimization improvements, development of processes and tools to promote top of funnel growth and pipeline optimization, and channel partnership initiatives.
4) Data Management, Reporting, and Forecasting: Maintain and manage sales and marketing data, ensuring its accuracy, consistency, and availability across CRM system and Marketing Automation Platform. This includes setting up proper tagging, data validation, and removal of duplicate records. Maintenance and development of data visualization tools, ad-hoc analysis from both corporate leadership team and local regional sales teams. Optimization and automation of reporting and forecasting processes, implementation of processes and tools to streamline efforts pertaining to annual bookings forecasting and planning, monthly and quarterly bookings reporting.
5) Marketing Support: Support and lead marketing operations capabilities to drive top of funnel growth and reduce pipeline friction. This includes marketing campaign support, automated lead capture from event and conferences, lead tracking, contact management, website analytics, and integration of Marketing Automation Platform and CRM.
Your key business partners include:
- RES leadership team
- Corporate sales leadership
- Marketing
- Financial Planning & Analysis (FP&A)
- Head of Business Applications (IT)
- Regional sales teams – including sellers, regional P&L and sales management, and market analysts
Please note that this is not an exhaustive list of your job duties.
Qualifications:
We would love to talk to you if you have many of the following:
-
Bachelor’s Degree
- 2-5 years of professional experience
- Demonstrated ability to manage various stakeholders and competing priorities Ability to communicate effectively and influence change
- Ability to analyze, make, and advocate for data-driven decisions
- Technology Stack
- Demonstrated proficiency in modern revenue operations tech stack, including CRM, marketing automation, and data enrichment platforms (e.g. Salesforce, Hubspot, ZoomInfo, etc.)
- Understanding of system workflows and integrations
- Developer/configuration experience with data visualization tools such as Tableau and/or Power BI
- Familiarity with sales enablement tools (e.g. Seismic, Showpad)
- Data Management and Analysis
- Demonstrated ability to analyze and interpret sales data to identify bottlenecks and opportunities for improvements; ability to perform data cleaning, and ensuring record maintenance across tech stack
- Demonstrated proficiency in creating and managing reports and dashboards to track sales performance metrics and benchmarking
- Sales Processes
- Understanding of sales pipeline management and forecasting practices; knowledge of sales process stages and the ability to analyze conversion and win rates
- Basic process mapping and re-engineering skills
- Basic understanding of Account-Based Marketing techniques, tools, and best practices
- Optimization and automation – ability to implement tools and systems that automate repetitive tasks
- Sales Enablement
- Understanding of marketing’s role and impact to the sales process – ability to support campaign activities, events and conferences, lead and contact management, lead and contact enrichment, and website analytics
- Experience in creating and delivering training content
- Basic understanding of sales methodologies (e.g. MEDDIC, BANT)
What will make you stand out?
- CRM Admin Certification
- Data Visualization (Tableau or Power BI) Certification
- Experience in a B2B sales motion with deal sizes ranging from $500K-$20M+ revenue with a sales cycle time of 3-36+ months
- Experience in AEC, project-based selling, or professional services industries
- Experience working in a matrix organization with various stakeholders
- Technical aptitude with the ability to learn new business and technical concepts, translating business objectives into technical requirements
VEVRAA Federal Contractor
RES is an equal-opportunity employer that recognizes the value of a diverse workforce. All qualified individuals will receive consideration for employment without regard to race, color, age, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, genetic information, or any other criteria protected by federal, state or local law.
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