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IMPORTANT: This Advertiser has requested that applicants MUST be National Residents / Valid Work Permit-holders. Other applicants need not apply.
We are looking for a smart, high-horsepower, analytically-driven, and experienced executive leader for our Sales Operations department. In this role, you will lead building and optimizing our sales operations function to help support our rapid sales, and sales team growth.
You will bring sophistication, maturity, and real-world learning in Sales Operations to help enhance our tools and processes; you will use your analytical skills to identify and capitalize on opportunities to streamline our sales cycle; you will drive the company’s sales planning and forecasting, working closely with sales leaders and executives to ensure that we meet our quarterly and annual goals. Importantly, you will also own managing our sales support, technical pre-sales, and contracting functions, allowing for a diverse and broad portfolio of management and responsibilities.
ABOUT YOU
This is an ideal job for a seasoned sales operations executive who wants to make an immediate impact within a rapidly growing startup, have ownership over their team’s work, and work hard at achieving a dramatic success in the vibrant GreenTech marketplace.
ABOUT THE JOB
Lead and direct the sales operations team including the traditional sales operations functions such as planning, forecasting, and KPI-tracking, but also own the sales support, technical pre-sales, and contracting functions.
Planning, Forecasting, KPIs
- Work closely with the SVP of Sales to drive the company’s sales planning and ongoing forecasting. You will own the goal setting and forecasting process.
- Work closely with regional sales VPs and sales executives on building pipeline, pipeline movements, and progress towards quarterly and annual targets.
- Own providing the business with real-time visibility into the pipeline and the performance of the sales team; collaborate with leadership team in mapping out our overall sales effectiveness activities including KPIs, reporting, and decision making
- Guide your team in developing analytical reporting tools, performance tracking, and metrics that drive a deeper understanding of our business, and that help identify opportunities to accelerate our selling processes
- Effectively lead efforts to ensure that we accelerate the timeline from lead to conversion while minimizing the cost of sales and maximizing prospect/client satisfaction
- Work across the organization to enhance our CRM capabilities to drive greater efficiencies and visibility across the sales team and the company—OPOWER uses Salesforce.com
- Work closely with Sales, Finance, and Human Resources to design and implement sales compensation plans that align with corporate goals and priorities
Sales Support
- Lead a team in providing world-class sales support, including bid and proposal (including RFP) generation, key meeting preparations, and account planning
- Your team will help drive effective field sales by ensuring Regional VPs and Client Solutions Executives have been appropriately armed for these meetings
- Align with Product Marketing to design and implement new/additional methods for lead acquisition, data analysis, and usability for all sales
- Align with Product Marketing to design and implement improved sales tools
Technical Pre-Sales
- Lead the technical pre-sales support team, ensuring that the sales team has the tools, client meeting support, and the technical alignment with our operations , product, and engineering teams such that sales can meet technical pre-sales requirements without overburdening other parts of the organization.
Contracting
- In collaboration with sales management and legal, manage the contracting process, and own the driving of deals towards a timely close to meet quarterly objectives
- Negotiate deals, working closely with legal and sales management to ensure OPOWER’s business objectives are met
REQUIREMENTS
- 10+ years of experience building strong competencies in a similar role within a growing high technology sales organization
- 5+ years of leadership and management experience of a team of sales operations professionals, to include some or all of the planning, forecasting, KPI development and management, sales support, technical pre-sales, and contracting functions
- Significant business exposure in software industry; SaaS experience preferred
- Proven experience in evaluating and summarizing sales operational data
- Excellent analytical skills as applies to sales and/or marketing, and experience in implementing processes to leverage this analysis
- Outstanding leadership and communications skills: verbal and written
- Tactical and strategic problem solving skills along with work planning, organization, ability to influence and work cross-functionally, and the ability to manage multiple details
- Experience working in or with Sales, Finance, HR, and Marketing teams to support the sales leaders in meeting their primary growth objectives
- Experience in leveraging and optimizing Salesforce.com is critical
- Advanced skills in MS Office (particularly Excel)
- Undergraduate degree with emphasis in a business related field (Business Administration/ Finance/Economics/Marketing); Graduate degree highly desired
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