Sales Support

Sales & Channel Bellevue, Washington


Description

Position Description

The Business Operations Lead is responsible for supporting orchestration and management of a global sales force.

 

Essential Duties and Responsibilities

  • Manage project plan and ROB supporting the Internal business development functions
  • Ensuring integration content is published, developing value proposition and landing with account teams
  • Drive the planning process for various planning workstreams 1) Sales model & org design, investments, productivity modeling 2) Sales orchestration through the customer’s Sales Process stages 3) rhythm of business processes 4) Customer & field events 5) Quota & scorecard target setting guidance and landing 6) Executive level strategy & content 7) Overall Global Role Owners and Role Excellence initiatives, including community calls, job / hiring profiles, incentive compensation
  • Develop ROB calendar and monthly/quarterly workback schedule
  • Manage and support the transition to new fiscal year planning, including regular meeting with executives, take notes, action items from calls
  • Align with stakeholders to create and organize agenda, coordinate speakers etc.
  • The person will work closely with executive leadership, strategic sales, and field sales teams for both customers and sell-with partner organizations.
  • Develop and Implement consistent ROB with partners that includes opportunity and pipeline management as well as reporting standards (pipeline, scorecards, wins/loss, etc.)
  • Develop and publish a monthly sales scorecard for program
  • Monthly assembly and synthesis of business results and insights from work stream owners to be distributed in monthly executive email, , financial guidance, and field monthly business review decks. ? Gather data/information from various sources to maintain results dashboard/summary
  • Support pipeline management process to track new market maker recruitment ? Gather insights from the field to guide program strategy and incentives Content Management
  • Maintain partner business planning, direct the field toward appropriate resources
  • Create and update revenue and seat modeling for quarterly business reviews, mid year executive reviews
  • Identify gap vs forecast to determine required corrective actions
  • Create and maintain pipeline management and drive downstream alignment between partners and customer internal sales teams
  • Financial Management & Planning: Ongoing planning and budgeting processes.
  • Ongoing review and inspection of OPEX and Variable Spend (Marketing, External Resources and BIF).
  • Scorecard forecast entry, management, review and report out.
  • Prepare monthly Executive Reporting, including assembly and synthesis of business results and insights from work stream owners to be distributed in monthly executive email, initiative highlights, financial guidance, and field MBU decks.
  • Collaborate across team to help prioritize, set and drive strategy and execution for Team.
  • Work in partnership with LT to provide solid business content to support cadences and reviews.
  • Collaborate closely with other teams in the creation and development of ROB content.
  • Support business management roles that define and set up a rhythm of the business for a new team to provide more structure. RoB tasks include meeting cadence, taking meeting notes, communications, reporting.
  • Lead the planning, support, and facilitation of team meetings, driving follow up accountability throughout team. Monthly Executive Reporting
  • Manage ROB with stakeholders, scheduling and conducting meetings with Partner Marketing, Engineering, Business Development, and other teams as needed
  • Run Rhythm of the Business (ROB) planning, support, and facilitation
  • Track action item and accountability log
  • Rationalize individual team priorities and accountabilities
  • Drive with other organizational goals and strategies
  • Develop communications strategy (summit/meeting session decks, newsletter content)
  • Summarize monthly trends and prepare exec update
  • Recap and distribute action items
  • Write & deliver all Executive level communications (internal & external), and stakeholder updates
  • Create a revised/improved holistic communications framework (who, what, to whom, cadence, etc.) for all field sales communication and content; this step will draw from assessment of existing framework with adjustments and refinements as appropriate
  • Assess current communications framework, including inventory of channels and assessment of current effectiveness
  • Ensure an effective push/pull mechanism for getting content to field across all relevant elements of framework & channels (newsletter, internal websites, community calls, field role events, etc.)
  • Explore ways to drive more closed-loop action on field escalations and communications resulting from ROB, e.g. take "hot items" from field escalations and make them topics for proactive discussion in future community calls or
  • Once framework is developed, move to "execution" mode and manage all field communications for the team on an on-going basis, including VP newsletter, community calls, internal website updates, & event(s)
  • Communications: Develop and execute the communications rhythm and strategy for the team, create key connection points, ensure alignment of messages, coordinate cross-segment communications and deliver quality executive communications. · Coordinate and prepare executive participation in internal events, external customer and partner events in coordination with the event owners, including identifying objectives, development of presentations, briefing materials and preparation

 

Required Knowledge, Skills and Abilities

  • ROB/Monthly Rhythm of the Business
  • Sales Operations scorecard
  • Sales Goals & Metrics/Business reporting
  • Business Planning
  • Communication planning
  • x-team & x-subsidiary/countries collaboration for data gathering and metrics report out
  • Executive status reporting

 

Education and Experience

  • 5+ years of direct selling and/or operational support of large sales forces
  • 3+ years as a seller of products and/or services or in role supporting this community
  • Minimum Business Administration degree
  • Prefer a Master of Business Administration degree

 

Bridge Partners is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.