Position Summary
This position is responsible for sales reporting & analytics for all sales channels – including prospecting, forecasting, pipeline analysis, quarter and year end reports, board presentations, deal tracking, funnel growth, funnel velocity, close rates, lead conversion, and more. The primary objective of the sales group is to drive high value, recurring revenue transactions and exceed bookings expectations by prospecting and selling to new customers, growing existing customer revenues, and providing solutions to all customers through a consultative sales process. The Sales Operations Analyst serves as a key member of the team and is expected to build effective relationships with across the whole organization to be most effective.
Key Responsibilities:
- Ownership of core sales operations functions around data analysis, forecasting, pipeline statistics, and process design.
- Provide detailed financial & operational analyses to sales to identify opportunities to improve financial results including discount analysis, productivity analysis, conversion rates, pipeline trends, etc.
- Develop key reports and dashboards for sales management to assist in day-to-day decision making and monitoring.
- Manage all pipeline reporting, analysis, KPI’s and dashboards utilizing SalesForce.com (SFDC) data as the source.
- Assist all sales team members as the primary point of contact/subject matter expert for SFDC questions regarding pipeline and account data, reporting and dashboards.
- Support process improvements and SFDC implementation and utilization, serving as an enterprise wide SFDC Admin to ensure system is running as best in class tool for sales utilization.
- Lead major initiatives to provide new tools and processes for sales including development and implementation of territory planning, account planning, and sales methodology.
- Support the sales organization in bookings and revenue forecasts for on-premises and cloud subscription revenue streams.
- Manage the global sales expense budget and reporting, including headcount, travel, channel marketing, and annual sales kickoff event.
- Review and evaluate monthly and quarterly sales financial results for accuracy and completeness, including performance to forecast and budget including detailed variance analysis.
- Re-create and organize the sales training calendar and onboarding program.
- Assist in coordinating responses to RFI’s, RFP’s and Due Diligence Questionnaires, including improvements to bid/no bid processes and win rate reviews.
Qualifications:
- Minimum of two (2) years of relevant software/SaaS field experience including Larger Enterprise Solution Sales experience. Domain experience required.
- Proven capability to develop and execute strategic and long-range plans across a wide scope within an organization.
- Ability to communicate detailed ROI and operational KPI impact analysis to cross-functional management audiences.
- Must be an articulate communicator and an instinctive listener.
- Exceptional relationship builder.
Physical Requirements:
- Sitting: Ability to sit for long periods of time.
- Lifting: Ability to lift equipment and or tools up to 20 pounds.
- Manual dexterity: Hand-eye coordination and manual dexterity to operate equipment and perform tasks such as assembling or disassembling machinery or devices.
- Vision: Normal or corrected vision to work with small parts and/or read schematics or technical manuals.
- Hearing: Normal or corrected hearing to communicate with colleagues or customers.
- Agility: Agile and able to work in tight spaces such as server rooms, data centers, or others.
If you’re ready to grow your career in an energetic, customer-focused environment, Waterfield may be looking for you!
