Job Description
POSITION & TEAM OVERVIEW:
The Global Commercial Operations lead is a critical leadership role reporting to the Chief Commercial Officer. As the strategic architect and leader of the Business Development team, they will build and own the BD go-to-market operational roadmap, infrastructure, and delivery to enable scalable enterprise growth accelerating customer acquisition and retention. As the right hand to the CCO, they will drive organizational work processes, systems, and key metric reporting to improve efficiency and conversion. Leveraging quantitative and qualitative analysis, the Global Sales Operations VP will devise customer acquisition strategies that enable business outcomes. Will have extensive business development experience leading teams and a proven history of driving significant and measurable growth for global companies through commercial enablement, customer activation processes, data visualization, reporting and sales enablement tools management. The Global VP of Commercial Operations will positively contribute to the Analytic Partners culture and foster our core values of People, Passion, and Growth.
YOU WILL OWN & COLLABORATE ON:
Sales Operation Leadership:
- Provide leadership of the global Business Development and sales operation teams
- Ensure all team members have clear expectations and accountability metrics
- Own the Global Business Development strategy, plan, and execution
- Identify opportunities to further support our business development efforts including but not limited to refining organizational structure and potential sales enablement technology platforms
- Design compensation structure for Business Development team
- Lead cross functional initiatives to create sales enablement practices and content
- Work with the CCO to develop and progress a pipeline of qualified opportunities sufficient to reliably hit aggressive revenue targets
- Monitor and report on leads through all stages of the conversion pipeline
- Oversee BD team’s timely and complete capture of sales activity in Salesforce and maintain the discipline of pipeline management to achieve targets
- Drive accountability with Customer Engagement Team for data integrity and forecast accuracy on existing customer renewals and expansion
- Drive the execution of insightful analytics and strategic programs that enable the productivity and effectiveness of the sales and customer engagement organizations to achieve its annual growth targets
- Support the executive team with reporting of key financial metrics aligned to business performance and corporate Objectives and Key Results.
- Provide ongoing reporting of Business Development team performance including pipeline development, win-rate and achievement to quarterly quotas
- Support contract and pricing management, coordinate deal approval process to facilitate easier audits and consistent global pricing framework.
Process Design:
- Lead continuous improvement approach to all sales operations processes
- Drive strategic projects such as:
o establishing consistent and scalable deal desk processes
o designing and implementing new headcount planning and optimization tools and reporting
o enhancing sales compensation processes
o enhancing pricing strategy to drive more consistency and overall company profitability
- Partner with senior sales leadership to identify opportunities for sales process improvement.
Sales Analysis and Tools:
- Provide data-supported recommendations, define optimal metrics and performance management programs required to ensure success.
- Own integrity of the sales pipeline data in SalesForce and Gainsight by developing and driving accountability for good data hygiene and monitoring user behaviors to provide coaching on consistent process execution.
- Lead team to model scenarios and run analyses driving adaptive strategic plan shifts aligned to revenue forecast, provide sales and channel insights, provide competitive intelligence and segment insights, highlighting opportunities for growth.
CAPABILITIES YOU WILL BRING:
Proven problem-solving experience analyzing data, generating insights, and telling a compelling story- Proven experience in Business Operations, Sales Operations, Sales Finance, Management Consulting, or a comparable field
- An analytical problem solver comfortable tackling ambiguous, complex opportunities and driving the analysis
- Strong financial modeling skills, including proficiency in Excel, with ability to blend quantitative and qualitative data to make people related decisions
QUALIFICATIONS & EXPERIENCE YOU WILL NEED:
- 20+ years of progressive sales operations experience, in commercially focused roles, and selling complex servicing products and consultative services
- Experience utilizing and implementing sales enablement technology
- Bachelors degree required
- Experience in selling digital and or marketing services and technology solutions to marketers preferred
- Strong familiarity with the use of analytics to measure and improve marketing return on investment and business performance a plus
- Ability to thrive in a fast-paced, entrepreneurial environment with ability to manage change seamlessly
- Experience of influencing change through a sales process across a wide range of industries and business sizes
- An entrepreneurial mindset with experience of turning ideas into action and results
- Self-motivated individual with a passion and drive to win new business
- Experience of working with a marketing team to drive leads and generate new business
- Experience managing stakeholders and priorities in a matrix environment with multiple influencers
COMPANY OVERVIEW:
Founded in 2000, Analytic Partners (AP) has grown to be the independent global leader in analytics consulting and technology. We help top-tier companies adapt to the rapidly evolving world of data, analytics, and strategic and tactical data-driven decisioning. We are fast growing with global operations across our full-service offices in New York City, Denver, Charlottesville, Miami, Dublin, London, Paris, Hamburg, Munich, Sydney, Melbourne, Singapore, and Shanghai. We are the premier provider of integrated analytic technology and services, leveraging adaptive modeling techniques to help companies generate better business results, drive growth, and, ultimately, grow closer to their customers.
Analytic Partners is a Certified Women-Owned Business, and a recognized leader in marketing measurement and optimization, and named a Leader in The Forrester Wave™ Marketing Measurement and Optimization Q1 2020, with top ranks in Strategy and Current Offering categories among all evaluated vendors.
OUR VALUES:
Our differentiator is – Our People! We hire the brightest talent and develop them into leaders. We foster a culture of PEOPLE, PASSION, and GROWTH.
- People: We value our people, clients, and partners
- Passion: We love what we do
- Growth: Unlimited growth means unlimited potential
AP is a client-focused, team-oriented organization where innovation and results are rewarded, and individuals can chart the course of their own careers.
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