Sales Operation Manager

The Manager, Sales Operations and Enablement, is a management role, responsible for operationally managing a team of functional individual contributors focused on enabling the sales force with relevant and valuable sales tools, processes, methods and training. 

This role is responsible for the operational management and leadership of a team of functional individual contributors fostering a collaborative and innovative team culture focused on operational excellence.

Knowledge and application:

Works on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors.

Receives objective based assignments and determines resources to meet schedules and goals.

Problem solving: 

Follow processes and operational policies in selecting methods and techniques for obtaining solutions often with insufficient information.

Implementation of solutions often requires a longer-term view taking multiple perspectives into consideration.

Interaction:

Effectively communicates and presents results and recommendations across discipline, advising diverse stakeholders on complex matters.

Partners with key contacts outside own area of expertise and other external stakeholders.

Provides guidance to subordinates within the latitude of established company policies.

Impact:

Develops and manages operational plans to deliver tactical results and focus team on medium term goals.

Mistakes or failure to achieve results will add to costs and may have up to a one-year impact; Decisions impact others in the immediate team and influences methods and techniques.

Accountability:

Accountable for meeting short-term to medium targets across discipline, providing guidance to subordinates within the latitude of established company policies.

Develops and manages operational initiatives to deliver tactical results.

Provides input into the budgeting process.

Key Responsibilities:

Assists the sales team to define the way they approach the market and achieve set targets through enabling effective sales processes, tools and training.

Acts as mentor/coach and advisor that assists the sales force by delivering consistent and valuable training interventions that enable continuous improvement and revenue growth whilst closing skills gaps.

Provides sales tools and methodologies that assist with the management of account opportunities, pipelines and forecasting efforts, ensuring accessibility and tool utility training.

Plans and organize multiple work outputs by assigning priorities and continuously reviewing objectives and goals.

Improves sales performance through continuously evolving processes, technology and methodologies to meet deliverables.

Acts as a change agent for sales initiatives by executing enabling activities such as tools, process and methods.

Identifies and develop improvements to current processes and methods.

Provides the knowledge and skills that enable successful customer business outcomes.

Works with smaller sales teams and provides operational management to a team of functional individual contributors, implements sales onboarding, as well as relevant training and coaching.

Tracks sales metrics and manages accuracy, providing related reporting to the relevant stakeholders.

Provides sales process management support for sales teams.

Ensures the delivery of content and communication related to marketing and sales collateral and commercial messaging.

Works with internal stakeholders and benchmark external data to assist with the development of compensation plans.

Ensures that enablement technology continues to provide value and regularly review and audit the technology stack to ensure relevance and usefulness.

Knowledge and Attributes:

Advanced understanding of the vast range of IT operations and service offerings.

Demonstrable advanced knowledge and understanding of IT industry environment and business needs.

Advanced strategic and operational team leadership skills and able to effectively manage the resources that report to them.

Advanced business and commercial acumen.

Advanced collaboration skills and able to interact professionally and to build sound relationships at all levels internally and externally.

Advanced knowledge of the client environment.

Advanced understanding of the local, regional and global sales environments and ability to grasp the challenges facing the sales force.

Advanced ability to identify trends and areas for improvement.

Advanced understanding of solution selling concepts and solid knowledge on sales process design.

Advanced problem analysis and solution formulation skills.

Demonstrates learning and service orientation.

Academic Qualifications and Certifications:

Bachelor's degree or equivalent in business or sales or a related field.

Relevant certifications such as SPIN and Solution Selling are desirable.

Required Experience:

Advanced demonstrable level of relevant experience in similar role within a related environment.

Advanced previous experience operationally managing a sales operations / effectiveness team.

Advanced experience dealing with stakeholders to influence sales.

Advanced demonstrable experience in the sales operations / effective management role.

Advanced strategic and operational planning experience.

Advanced process engineering and management.

Advanced systems experience.

Knowledge and application:

Works on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors.

Receives objective based assignments and determines resources to meet schedules and goals.

Problem solving: 

Follow processes and operational policies in selecting methods and techniques for obtaining solutions often with insufficient information.

Implementation of solutions often requires a longer-term view taking multiple perspectives into consideration.

Interaction:

Effectively communicates and presents results and recommendations across discipline, advising diverse stakeholders on complex matters.

Partners with key contacts outside own area of expertise and other external stakeholders.

Provides guidance to subordinates within the latitude of established company policies.

Impact:

Develops and manages operational plans to deliver tactical results and focus team on medium term goals.

Mistakes or failure to achieve results will add to costs and may have up to a one-year impact; Decisions impact others in the immediate team and influences methods and techniques.

Accountability:

Accountable for meeting short-term to medium targets across discipline, providing guidance to subordinates within the latitude of established company policies.

Develops and manages operational initiatives to deliver tactical results.

Provides input into the budgeting process