Position Summary:
This role provides leadership and support to all sales regions in the company. Responsible for driving sales productivity, sales forecasting, sales analytics and modeling, deal structuring, discounts process, incentive compensation initiatives, and field automation. Direct responsibility for inside sales and field marketing initiatives while working closely with the sales, pre-sales, professional services and marketing organizations.
Key Responsibilities:
- Administer, manage and report on sales forecasting using Kalido methodology and automation/forecasting tools; drive adoption and compliance with forecasting tools across the sales force.
- Drive standards of performance and specific actions that drive sales activities at the territory level that is consistent with predefined success criteria for the sales organization; track and report on these activities on a periodic basis.
- Proactively diagnose the analytical requirements of the sales organizations; design and deliver reporting to meet their requirements. Generate weekly forecast and metric reports & provide analysis for Sales Management. Develop and maintain comprehensive pipeline reporting tools.
- Partner with Sales Management on business planning and strategy for their respective sales areas. Setup, maintain, and modify sales territories and provide comprehensive analysis of territory alignment decisions. Assist in all facets of sales planning, inclusive of regular updates to quotas, headcount and sales plan.
- Work with the marketing team to define business requirements and support the sales organization. Directly manage the field marketing organization, working in close coordination with digital, community and product marketing to promote a consistent brand while driving top of funnel.
- Directly manage the Americas inside sales team to drive qualification and conversion of leads from marketing or sourced directly. Provide guidance and structure for EMEA inside sales.
- Manage pipeline reporting for sales organization. Analyze changes, trends and concerns on the pipeline and how sales organization is tracking against plan. Report findings to senior leadership within organization that are used directly in forecasting.
- Commissions - Partner with finance and sales leadership to finalize and approve commission statements, resolve issues and discrepancies in commission calculations. Interpret compensation plans and ensure consistency within treatment of plans.
- Pricing Administration - Manage compliance aspect of pricing for Kalido software products.
- Drive consistency with Sales leadership on discount administration.
- Key Reporting - Assist in the design and implement a consistent reporting process of Key Performance Indicators (KPIs) for sales organization, including regular (e.g., weekly, monthly) graphical reports. Help sales managers with team-specific KPIs.
- Legal and Contract Process - Assist in the structuring and approval process of deals using the Kalido Price List and in coordination with Kalido legal and finance to prioritize and facilitate legal review for contracts. Help assure compliance with the Kalido accounting policies and practices.
RFX Response Management - lead request for proposal (RFP) and request for information (RFI)and Proposal (RFX) process for sales organization. Assure task delegation allowing timely and professional submittal to customers.
Required Skills and Experience:
- 8-10 years experience in Sales Operations or Business Operations.
- Superior analytical skills.
- Advanced MS Excel skills.
- Experience using CRM applications; Salesforce.com or Oracle a plus.
- Enterprise software sales experience strongly preferred.
- Bachelors Degree in Business Administration or related field. MBA preferred.
- Field marketing experience a plus.
Personal Characteristics:
- Excellent written/ verbal communication/cross functional skills.
- High level of integrity.
- Works independently.
- Customer focused.
- Able to demonstrate initiative and self-motivation.
- Adaptable to change.