Sales Operations is the driving force behind every Sales organization, responsible for accelerating the growth of the business by enabling sellers to sell most effectively.
Our APJ team is seeking a Field Operations Manager to support our Australia, New Zealand, ASEAN and India sales region. In this role you will partner with cross functional teams in defining, landing, and executing Snowflake’s strategic priorities. You will apply your strategic planning, financial acumen, creative thinking, and deep analytics skills to deliver key projects of the Sales Operations team: annual business planning, territory optimization, pipeline and forecast analysis, etc.
In addition, this role will have management oversight of the Sales Operations function for the upcoming Snowflake China deployment. This would involve bridging internal global processes with the China-based operating partner and ensure a frictionless experience for all stakeholders.
Reporting to the Head of APJ Sales Operations, you will play a critical role in providing insightful analyses and actionable recommendations to the sales leadership team that will influence strategy and implementation of objectives aimed to achieve Snowflake’s business goals. Our hyper-growth environment requires an ever-evolving approach to managing our go-to-market strategy.
In this role you will be responsible for:
Business Planning and local Go-to-Market execution
- Partner with sales management to drive territory planning, quota setting and business plan recommendation;
- Lead projects such as territory optimization, product transitions and introduction, new sales programs, etc.
- Manage territory and quota process for headcount changes (new hires, terms, and transfers) and ensure quota coverage and governance;
- Execute the local Go-To-Market strategy for Australia, New Zealand, ASEAN and India;
Field Operations
- Manage the forecast and reporting process for Australia, New Zealand, ASEAN and India;
- Draw on a variety of data sources to increase performance visibility and analyze the health of the business;
- Interpret key leading and lagging indicators of pipeline health and craft action plan to address areas of opportunity;
- Prepare for and participate in quarterly business review with sales management;
Operational Excellence
- Communicate effectively across the business operations ecosystem and sales segments to drive operational excellence on business initiatives;
- Collaborate with cross-functional teams and act as the SME for escalations for key issues such as quoting, pricing, compensation, and deal approvals;
- Partner with the sales enablement team to ensure participation and drive adoption;
On day one we will expect you to have:
- 8+ years of experience in Software/Technology Sales Operations supporting go-to-market execution and best practise;
- 5+ years of experience supporting consumption based go-to-market models in Australia, New Zealand, ASEAN and India including bottom-up Sales Capacity modeling, compensation/incentive design and working cross-functionally with Channel Partners, Deal Desk, Finance, Legal, Order Management and IT;
- Native level proficiency in spoken/written Chinese and understanding of cultural norms;
- High level expertise using Salesforce CRM and Tableau;
- Ability to use SQL and query/extract data on the Snowflake Data Cloud Platform;
- Ability to structure complex problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level;
- Ability to work effectively in an fast-paced environment requiring new perspectives and creative approaches, all while balancing competing deadlines;
- Master’s degree from a QS Top 20 University
Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.
