Director, Sales Systems & Tools, Operations
Altus Group

Job Info

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Job Category:
Product, Software

Opportunity Awaits at Altus Group!

Director, Sales Systems & Tools, Operations

Job Description Summary

TheGlobal Sales Operations Team works to create predictable revenue by incorporating the sales process with best practices and automation. We focus on systems and technology to ensure that Go To Market teams reach their targets.

In the role of Sales Operations Directorthis individual will be a trusted advisor and architect, supporting the business in developing strategy and ensuring execution of the processes and systems used to support our Go to Market team. In this role the successful candidate will be a subject matter expert in the system design and architecture and take a leadership role in the evolution of our systems, tools and tech stack. This position will be a people manager, overseeing the systems and tools team.

The individual in the role will be able to demonstrate strong analytical and problem-solving skills, including the ability to derive impactful insights from large amounts of information and clearly communicate sophisticated ideas to executives, while incorporating feedback.

Job Responsibilities

This role will be a key player in providing input on the requirements and objectives of Information Systems and Programs (i.e., Salesforce.com, Xactly, CPQ,CLM, Forecasting, Reporting, etc....) required by the Sales organization to enable productivity and performance improvements for sales and sales management as well as a focus on the full lead to quote to cash process.

• Work closely with cross functional teams to understand business needs and translate them into use cases and business requirements.
• Work in partnership with our IT group to prioritize the portfolio of business needs, oversee the development of solutions, oversee user acceptance testing and lead roll out efforts of new systems, processes, and tools
• Analyze sales processes and identify opportunities to increase efficiency
• Develop and implement business controls, policies, procedures, and best practices to maximize sales performance and comply with market requirements.
• Manage and refine sales policies such as rules of engagement and lead routing across a complex multi-segment sales organization
• Own and refine the rules of engagement to coordinate various sales roles and routes to market and ensure systems readiness
• Design reporting to provide sales and finance leadership with key information required to manage the business
• Manage and design key sales processes such as quote to cash management
• Evaluate tool usability and drive improvements and adoption
• Work closely with marketing operations team to ensure effective go-to-market coordination and performance tracking
• Serve as a key liaison between sales and finance, IT, legal, marketing
• Support and drive sales technology adoption across the Go to Market teams, overseeing compliance and management through technology.
• Provide data-driven input on sales structure, segmentation and coverage, business planning, investment prioritization, productivity improvement.
• Have a deep understanding of data structure and governance
• Determine the requirements and provide support for new product introductions, review and ensure readiness into sales systems & tools.
• Lead the integration of acquisitions for Sales, ensuring maximum continuity through effective cross functional collaboration and efficient integration of new Sales resources/data/contracts/environments.

Desired Skills & Experience

TheSales Operations/ Systems Architecture & Design Directorshould have 10 years or more experience in business operations, and expertise in a sales focused environment. The successful candidate will possess strong systems, process, and sales enablement knowledge to be able to manage priorities and programs serving a large constituency within the sales organization. Key skills include:

• Experience working in matrixed environments with multiple stakeholders
• Experience in analyzing sales processes, identifying areas for process improvement and understanding use cases for key systems and developing business requirements
• Demonstrated ability to work independently and within a team, conduct research, formulate and present conclusions regarding complex issues
• Excellent project management, organizational, and follow-up skills necessary to prioritize and complete multiple projects and tasks and effectively handle short notice assignments
• Strong interpersonal skills necessary to communicate effectively with all levels of the organization; ability to generate concise presentation decks to illustrate and share various business-related information
• Experience with key go-to-market tools such as salesforce. com, Marketing (Pardot), as well as business intelligence, forecasting, compensation administration (Xactly) , CPQ, CLM

Qualifications:

• 10 years of equivalent experience in sales operations with a deep focus on sales systems, processes, and tools.
• Excellent skillset with mathematical, comparative analysis, and general analytics to effectively create meaningful, understandable insights and metrics.
• Proficiency in Excel with advanced spreadsheet management skills
• Bachelor's degree required, Masters is desirable

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Come realize your potential at Altus Group!

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

Applicants with disabilities may contact Altus Group to request and arrange for accommodations. If you need assistance to accommodate a disability, you may request an accommodation at any time. Please contact us at accessibilityusa@altusgroup.com or . (416) 641-9500

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