Go-To-Market Operations Analyst

Job Description:

This position is responsible for owning specific business platforms related to sales operations and compensation. This position is also responsible for

partnering with the organization to drive and at times lead projects that involve sales strategy implementation, process improvement, and systems enhancements

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Working cross functionally with sales, ops, finance and accounting for sales crediting.
• Develop, implement, and maintain ongoing business processes and/or improvements leading to enhanced sales productivity.
• Develop and implement a sales operations and analytics roadmap that yields increased productivity, improved customer interactions and sales competence using best practices.
• Use of Salesforce.com Lighting reports and other applicable analytics platforms (Qlik, PowerBI, etc.) to support:
• Go-to-market (GTM) / Account based sales analytics and strategies
• To directly support GTM areas of Sales, Channel, Partner, and Alliances
• Identify whitespace opportunities in specific geographies and industries.
• Monitor and track Leads, Activities, Pipeline and Forecast
• Work closely with Sales, Marketing, Product Management and others to effectively communicate the organization’s value proposition
• Enabling the Sales and Channel organization to replicate key reporting and analytics and messaging effectively in all interactions
• Updating workflows in Salesforce.com (or another CRM system).
• Debugging things gone awry.
• Optimizing sales efficiency by refining processes and making systematic enhancements.
• Resolving operational inconsistencies and bottlenecks that are slowing down the sales team.
• Maintaining software and systems sales teams also for email prospecting, call recording, contract management, etc.
• Building and maintain report within CRM system.
• Updating workflows
• Provide the data that guides conversations regarding major business decisions.
• Provide guidance to and mentor more junior team members
• Participate in other projects or duties.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Innovative thinking and analytical skills.
• Proven track record of being highly motivated and self-directed - you should be able to drive a project from conception to start to finish, not just execute on an existing plan.
• Familiarity with how CRM’s work.
• Advanced Microsoft Excel skills.
• Microsoft Access skills preferred.
• Strategic thinker who can take broad visions and concepts, develop and execute structured plans, actions and assess results through measurable metrics
• Problem solver with affinity for complex and creative problem solving and the desire to create and build new processes.
• Excellent communications skills including strong presentation skills and the ability to articulate complex concepts to cross functional audiences verbally and in writing
• Strong organizational skills and attention-to-detail with the ability to multi-task and prioritize
• Strong cross-functional collaborator and ability to build relationships with cross-functional stakeholders at all levels.
• Proven experience designing and implementing programs that improve sales and/or field productivity.Proven excellence in program and project management; proven ability to lead and manage at senior levels without direct authority
• Deep understanding of sales and marketing functions and ability to work well with both constituencies

EDUCATION AND TRAINING:

• Bachelor’s Degree in Business or related field or equivalent experience
• Demonstrable years total experience in sales or revenue operations, finance, Business Applications, or accounting systems and processes.
• Experience and advanced business knowledge of sales credit and compensation best practices and systems
• Experience with Xactly or other sales compensation tool
• Development, and/or Sales metrics and data models
• Experience in collecting and synthesizing data and measuring key sales metrics to drive sales, sales credit and program effectiveness as well as creating, supporting a comprehensive
• Salesforce.com (SFDC) dashboard and reporting program.
• Experience supporting an Enterprise Sales organization
• Experience developing and leading Sale Operations processes
• Experience rolling out sales program’s methodologies, or other significant change management efforts, to a sales organization.
• Sales experience a plus
• Strong business acumen
• Salesforce certification(s) or other relevant equivalent preferred.
• Or equivalent combination of education and/or experience

Other Qualifications
The Winning Way behaviours that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.