Sales Operations Director
- Recruiter
- JobLeads
- Location
- Addlestone
- Salary
- Competitive
- Posted
- 11 Jun 2018
- Closes
- 05 Jul 2018
- Sectors
- Sales, Sales Director
- Contract Type
- Permanent
- Hours
- Full Time
Reporting to the Senior Director of Media Division Sales Operations, the Sales Operations Director will be responsible for the oversight of operational functions within Sales Division, including, sales productivity reporting and forecasting, review of performance against various key business drivers/metrics, and establishing, managing, and evolving the monthly, quarterly review cadence and is accountable to provide an accurate forecast of the business. The individual will also be responsible for operationalizing annual business plans, including the development of the go-to-market plan and related coverage model that aligns with the annual budget; and the deployment of targets and quotas in conjunction with Sales planning functions and Sales and Division management. This individual will support the sales leadership, guide decisions, and will ensure that the business is supported by sound operational, strategic, market and analysis. The role will also ensure drive to preserve the predictability and profitability of the Division. About the Team Sales Operations organizes the data, runs the process and provides insight in order to enhance sales force productivity and effectiveness in the execution of their go-to-market strategy. EMEA Sales Operations supports the pan-EMEA sales leadership team, runs the planning process from go-to-market inception through to quota deployment, and supports execution through an operational cadence that focuses on the key metrics of the business. Responsibilities Sales Operations * Sales productivity and traffic forecasting; improve and implement metrics to monitor productivity, traffic performance, and account health. * Oversees for the end-to-end running of the quarterly forecasting processes for sales productivity and other non-revenue metrics (e.g., internet traffic) * Drive sales territory planning and executes sales target administration and quota setting across sales teams. * Manage and improve the processes and systems necessary to roll-up consistent global reporting to the senior executive team at Akamai, ensure scalability in process design. * Thought leadership and effective change management - assumes responsibility for pan sales operations initiatives, such as introducing new KPIs and improving our go-to-market planning process. * Quota setting and territory alignment; work with sales leadership to design, implement and monitor territory, account, and opportunity plans. * Provide decision support for development of compensation plans for the sales roles. * Mentor and coach analyst community at Akamai, to develop future talent and act as a link to share best practices across various departments and within the Global Operations team. * Responsible for creating, implementing, and monitoring infrastructure to enhance and support operation of the sales force, including sales reporting, sales analysis, and sales force alignment. * Create and/or implements sales productivity tools and process that ensure sales process adoption and compliance. * Collaborate with sales management to ensure timely, appropriate implementation of sales processes to drive corporate initiatives and sales results. * Leverages Sales finance functions to provide business results to Sales leadership as part of the operational cadence. Leverages them to analyzes progress vs Op Plan and Commit, identify trends, risks, and upsides for further investigation or action. * Support the cross functional long-term planning processes for the company, including budget cycles. * Ensures adherence to headcount and operating expense budgets Management and Leadership * Agree deadlines and deliverables for the team * Responsible for defining skill/capability gaps and requirements, * Proposes org design changes as necessary, partnering with Human Resources * Recruit and trains against it. * Talent management and succession planning * Coaching * Development * Annual performance reviews, objective setting and career conversations * Performance and conduct management * Work with other members of the wider Division Operations team to foster a culture of teamwork, collaboration and strong communication. * Relevant experience in Sales Operations at a technology company - including strategy and planning as well as Sales Ops execution and sales enablement. * MBA and/or ACMA or equivalent experience required * MS Excel expertise including the ability to build models. * Powerpoint proficiency * Experience with CRM suites (SAP, OBI, or Salesforce) * 5+ years people management experience * Excellent communication and influencing skills with ability to build strong business relationships, * A second European language and/or international work experience. * Management of cross-functional teams * Change management * Experience in the high-tech industry a plus.