Dir. Sales Ops-Higher Education/Digital Course Materials (3279) (closed)

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Leader in DIGITAL COURSE MATERIALS looking for BAY AREA OPS MANAGERS with technology sales experience selling into the Higher Education vertical.

Our Client offers a dynamic, fast growing start-up environment with peers who are experienced entrepreneurs and passionate about the role digital course materials can play in the future learning environment.  Investors include the 5 largest higher education textbook publishers: Pearson, Cengage Learning, McGraw-Hill Education, John Wiley & Sons, and the Bedford, Worth, Freeman Publishing Group.

THE OPPORTUNITY:

The Director of Sales Operations reports directly to the SVP Business Development.

The role encompasses analysis, reporting and support to the team of Business Development Directors and for all aspects of the sales process from a regional and consolidated Planning, Budgeting, Forecasting, Pipeline Management, Sales Process, Revenue Recognition, administration of the Sales Force Automation System and Leads and Marketing activities perspective for and with the Business Development Team.

REQUIREMENTS: 

• Practical experience in the Software sector.
• Exposure to CRM and Revenue/Marketing Analytical Tools.
• Prior management and administration of SF.com
• Solid understanding of Project Management, Budgeting/Consolidation, Compensation Plans, team management and strong Reporting & Analysis skills.
• Ability to work effectively across different cultures, team spirit, and a can-do and proactive approach is a must.
• Bachelor’s Degree required (MBA preferred) ideally in Finance and/or Marketing.

KEY RESPONSIBILITIES:

• Hire and manage the Account Management team
• Manage the Contracts Process to streamline for Business Development team and internal approvals
• Direct the development and ongoing enhancement of the tools to support and streamline the sales processes and optimize sales productivity
  • Gather feedback from the field regarding ease of implementation and execution of new tools and programs while communicating responses to relevant departments
• Solicit, document and share best practices across the business development organization
• Proactively diagnose the analytics requirements of the business development organization; design and deliver processes, metrics, and resource allocation for growth
• Guide implementation of and administer Salesforce.com
• Develop comprehensive pipeline reporting tools via Salesforce.com tools
• Setup, maintain, and modify sales territories and provide comprehensive analysis of territory alignment decisions
• Assist in all facets of sales planning, inclusive of quota-setting, headcount and business planning
• Work with the CRM team to define business requirements and support the sales organization
• Pipeline, Forecast and Upside Analysis (pipeline health) for Current quarter and total FY including Data Quality review in Salesforce.com
• Annual Budgeting Process working together with CFO, SVP – BD to allocate and consolidate Quotas and monitor uplifts etc., including Commission structure and financial what-if impact
• Publish monthly company-wide business development bulletin
• Value added and ad-hoc info/ process improvements:
  • Customized reporting/analysis tools (EXCEL pivot tables and Salesforce)
  • Good shared practices to be applied
  • Sales methodology