Role Summary:
As a key member of the APJ Go to Market Team, reporting into the APJ Managing Director, the Senior Sales Operations Analyst works closely with the APJ Sales Teams, to drive ongoing improvement in Demand Generation, Sales Enablement, Sales Execution and Pipeline Management. The primary objective is to accelerate Syniti Software & Services Bookings and Revenue Growth across the APJ Region, thereby helping Syniti to scale rapidly and become The Worlds Greatest Data Company.
The Senior Sales Operations Analyst is responsible for ensuring the Sales Teams have the information and insights they need to progress new business through the pipeline and maximise deal conversion through each of the key sales channels (Direct, SAP and GSI/Partner), as well as ensuring they are trained in, adhering and benefitting from established best practices and cadences etc to successfully meet/exceed their software and services bookings growth and renewals targets.
The Senior Sales Operations Analyst is expected to work effectively with the APJ Sales Teams and wider Syniti GTM global organization, and to be a key voice within the APJ Regional Leadership Team by providing sales operations insights that supports Syniti’s growth ambition within the APJ Market
Key Responsibilities:
· Work cross-functionally and collaboratively with Sales, Pre-Sales, Contracts Manager, Marketing, Delivery Services, Resource Management, Product Development and Finance to ensure smooth operation of the business and consistent achievement of operational goals specific to growing the business.
· Assists with the day-to-day operations of the APJ region with a specific focus on CAE support, Deal Qualification, Forecast Call Management, Demand Management/Generation
· Provide support to the Sales team on various deliverables related to proposal creation, Salesforce questions, process questions, contracting queries and RFP responses
· Collaborate with other departments to complete proposals, Statements of Work and RFPs
· Generate and manage reports and dashboards out of company’s CRM system (Salesforce.com) to track sales performance by region
· Analyzes weekly, monthly and quarterly Sales Performance data while providing recommendations & insights to improve Sales performance
· Supports APJ Sales & GTM Leadership by monitoring and evaluating of KPIs to drive sales productivity and business growth
· Preparation of APJ sales performance analysis reports for sales leadership presentations including global meetings and board meetings
· Collaborate with global counterparts and roll-out of new Global and Regional Sales Processes / Tools across the APJ Sales team. Including, identify and drive opportunities for process improvements
· Enforce sales team adherence to sales standard operating procedures, processes and tools
· Oversees the APJ Sales Team onboarding process aligning with the global team on best practice content and approaches
· Identify knowledge gaps across the Regional Sales Teams, aligns with the Global Enablement on needs of the regional team and ensures the skills and capabilities are kept up to date and relevant
· Assist with the planning and logistics of annual sales kickoffs, mid-year meetings and other sales related events
· Responsible for sales operational performance and priorities across APJ
Qualifications & Skills:
· Accomplished, hands-on with a successful track record in sales operations, support and enablement.
· Proficient with Salesforce.com, Microsoft Excel, Powerpoint, Outlook, Teams, Word
· Deep experience in both Professional Services and Software Businesses – understands what drives business success and operational performance
· Successfully worked across different Channels – in particular via Partner Channels (eg SAP and GSIs) – to Large and Very Large Enterprise Clients
· Excellent analytical skills. Able to synthesize complex data into useful and actionable insights
· Detail orientated, organised and an ability to multitask with strong work ethic
· Action orientated, results focused and thrives in a fast-paced environment
· Ability to define ambitious business plans and metrics, communicating the status and then providing recommended actions to drive to stretch goals
· Strong written and verbal skills. Communicates effectively across all levels of the organization
· Proven ability to take ownership, work independently and resolve competing priorities
· Is a team player – recognizes that winning is a team sport
· Appetite to learn and desire to solve problems coupled with the ability to meet tight and sometimes competing deadlines.
· 5+ years’ experience in Sales Operations Management
