The Sales Operations Leader supports all functions essential to sales force productivity in the EMEA region . These functions include planning, reporting, performance management, quota setting and management, sales process optimization, sales job design, sales program implementation, sales compensation design and administration
The position is responsible for the overall productivity and effectiveness of the EMEA Sales organization. Reporting to the Vice President of Global Sales Operations and Systems, this position will work closely with the EMEA Vice President of Sales and their direct reports to ensure the appropriate objectives and priorities are enabled and supported within the sales organization.
Main duties :
Work in partnership with the VP and Sales Management teams, develop the business strategy for the region and ensure that the appropriate operation support mechanisms are in place, well managed and meet the needs of the business
Work with the Regional Sales Management team to develop the annual go-to-market strategy, planning sales territories, appropriate coverage and optimum resourcing levels and establishing what is needed to implement the strategy
Manage EMEA sales operations team as well as manage and leverage resources located aborad.
Create detailed territory alignment plans to achieve the optimum coverage and number of accounts per sales executive. Work with Sales Management to define
Manage, monitor, review and report regional activity against Key Performance Indicators, identifying trends and any issues and raise with the Sales Management team
Identify productivity trends across the region and use insight from reporting to create and drive efficient processes to improve productivity
Work with the RVP and Finance to produce the budget according to the yearly planning cycle, clearly expressing the needs of the region and challenging anomalies
Carry out weekly, monthly and quarterly review of sales forecast for the region. Work with sales managers to generate forecasts and assess, interpret, challenge and support accordingly.
Discuss and request relevant approvals for discounting, billings, deal structure etc with the local Finance representative, representing the needs of the region and understanding the implications of requests
Represent the region in global operations-oriented projects such as new product introductions, new systems, tools or processes.
Work collaboratively within project teams and communicate status, actions and aims to the region as per the requirements of the project
Provide reporting and analytics for the range of operational requirements- forecast and forecasting process, pipeline metrics, productivity metrics and KPIs.
Use internal CRM (Salesforce) and other systems to provide clear and concise data
Analyze and present sales force trends through the appropriate means- spreadsheet, presentation, discussion
Be a local Superuser’ for CRM, providing guidance and training on best practices and processes within the region
Provide a breakdown of agreed metrics and measures to the VP of Global Sales and Channel Operations on a minimum of a monthly basis.
Skills & experience :
Extensive working in sales operations roles, with experience working for a company
Working and supporting VP level roles and management structure supporting the VP
Reporting, analytics experience in a sales, preferably channel-driven, environment
Analyze sales trends, provide guidance to managers and sellers
Sales forecasting accuracy and budgetary planning
Experience with SFDC, Clari, PowerBI or other business intelligence tools preferred
Working in and responding to an environment of rapid change, anticipating and responding early to organizational needs
Excellent verbal and written communication
Able to influence and manage change
Equal Opportunities & Privacy
Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.