Manager: Sales Operation

Job Purpose
To align and support all facets of the direct and indirect channels through process optimization, creation, transformation, operational advancements, data analysis, systems & business partner training. To ensure that our Sales teams & Business Partners have the support necessary to grow existing new customer acquisition through direct sales and indirect.
Role – Key Accountabilities
  • Align with senior management and sales management on corporate targets and priorities around solutions and sales enablement strategies.
  • Support the Direct and Indirect Channels in implementing cross-functional sales enablement programs by determining specific gaps in existing processes and skills, and ensuring they are addressed in new enablement development.
  • Ensure the Direct and Indirect channels are supported with appropriate training and operations support.
  • Ensure that all sales channels are prepared to effectively sell against the competition.
  • Manage the rollout, adoption and knowledge transfer on best practices on how to leverage key sales tools across the sales cycle.
  • To create uniform messaging that allows the Sales force to have consistent, effective and engaging conversations with prospects and customers at each stage of the sales cycle.
  • Lead or assist in the creation of enablement content for direct and indirect sales resources (e.g. playbooks, battle cards, scripts, presentations, training modules and demos).
  • Develop training and operational programs for Direct & Indirect sales channels that drive the best customer experience.
  • Develop a suite of sales enablement tools that spans the sales cycle, enabling the Sales force to drive higher levels of efficiency, effectiveness and overall professionalism.
  • Develop programs that drive motivation to both the Direct & Indirect Sales Teams to attain and exceed performance targets
  • Lead cross-departmental collaboration to achieve department and company goals
  • Gather empirical and anecdotal data and perform thorough analysis to uncover areas of opportunity within the Sales and Partner organizations
  • Measure the level of usage across tools to provide guidance on business impact, areas for improvement, and additional future projects
  • Identify risks and challenges and recommend actions to mitigate risk and overcome challenges
  • Develop process and cadence to communicate status and results to stakeholders
  • Define and deliver sales analytics and tools designed to optimize sales force productivity, sales growth and profitability
  • Implement practical, technology based tools to improve effectiveness
  • Research and promote the use of new methodologies, technologies, and industry-leading trends, and engage with vendors and partners to develop new competencies
  • Map sales processes with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force in order to increase velocity and conversion rates at each stage in those processes.
  • Collaborate with Marketing in the development of social media plans to support the products and solutions, as well as their ongoing lifecycle management.
  • Manage the content repository of sales tool assets
  • Help develop and implement a standard sales on-boarding program
Qualifications & Experience

  • Bachelor’s Degree in Information Technology or Equivalent.
  • 3 – 5 Years of experience in Sales Operations, Sales Training / Development, and /or Field Sales Enablement in the ICT Industry (essential)
  • Experience with project management and cross-functional collaborations (clear advantage)
  • 5yr Leadership/Management/Supervisory experience
  • Person specification – Behaviour
  • MS Office (Microsoft Outlook, MS Word, Excel, Power Point, Excel)
  • Strong understanding of pipeline management, relevant KPIs and account plans
  • Experience in sales, sales operations and innovative sales methodologies applied.
  • Have a strong customer facing presence (external and internal).
  • Have strong experience in commercial matters, budgeting and managing against budgets

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