Job Role and Responsibilities :
The Senior Analyst, Americas Channel Sales Operations will report to the Sr. Manager, Americas Channel Sales Operation. In this role, you will be directly aligned to a number of Channel Sales Directors as their day to day business partner and operations lead, supporting them to successfully deliver against booking targets and business priorities through sound planning and quality execution across core operational processes.
Specifically, you will be responsible for driving key programs and processes including fiscal planning activities, quota-setting, sales GTM and coverage, supporting Channel Programs, forecasting and pipeline management, and managing the rhythm of the business.
Be a trusted advisor to channel sales leadership by delivering insights and helping to define strategies and programs in support of organizational priorities and key growth initiatives
Define standards of sales performance and drive actions and activities at the sales rep / territory level that is consistent with predefined success criteria for the sales organization;
track and report on these activities on a regular basis
Drive the end-to-end sales planning process, inclusive of segmentation, sales coverage, territory definitions, quota-setting, and headcount management
Administer, manage and report on bookings performance using VMware forecasting and pipeline management methodologies; drive adoption of forecasting tools and dashboards down to front-line sales
Administer, manage, and report on revenue forecasting using VMware methodology and automation / forecasting tools, drive adoption of forecasting tools and dashboards within respective regions
Drive standards of performance and specific actions that drive sales activities at the territory level that is consistent with predefined success criteria for the sales organization and the GEO;
track and report on these activities on a periodic basis
Generate weekly forecast and metric reports & provide analysis for Sales Management
Proactively diagnose the analytical requirements of the sales organizations; design and deliver reporting to meet their requirements
Develop comprehensive pipeline reporting tools
Partner with Sales Management on business planning and strategy for their respective sales areas
Setup, maintain, and modify sales territories and provide comprehensive analysis of territory alignment decisions
Assist in all facets of sales planning, inclusive of regular updates to quotas, headcount and sales plan
Liaise with WW and GEO Teams as a proxy for unique business needs
Required Skills :
5+ years of sales operations, sales finance, and / or channel experience, with a strong preference for candidates with software industry and channel experience
Channel Programs experience / knowledge a plus
Strong business skills and knowledge preferably in a software business, including SaaS. Must have clear understanding of typical channel sales models, software business models, GTM strategies, and software bookings recognition
SaaS transformation experience is a plus
Ability to quickly and efficiently sort through data to identify key issues or variables to consider in marking critically important strategic decisions
Strong analytics, communication, and problem-solving skills and the ability to work with all levels of management and across multiple and varied functional teams from working to executive level
Ability to work with executives to accomplish organizational priorities and guide leadership teams through the impact of decision alternatives
Track record of understanding and supporting business and professional requirements
Ability to be proxy for sales leadership
Expert level Power Point and presentation skills
High level of motivation and self-starter
This job requisition is not eligible for employment-based immigration sponsored by VMware
Category : Sales
Subcategory : Sales Administration
Experience : Manager and Professional
Full Time / Part Time : Full Time
Posted Date : 2021-06-11
Worldwide Customer Operations : VMware’s Worldwide Customer Operations team manages nearly every company activity that touches our customers.
That includes corporate planning, go-to-market strategies, the introduction of new products and services, and end-of-life strategies for all company offerings, too.
Our team acts as a crucial connection between VMware’s sales teams, partners, and customers. We educate all three groups so they’re informed on the company’s solutions, how best to use them, and how to yield their maximum potential.
We help customers succeed by ensuring that our salespeople are well-prepared and equipped to deliver the right VMware solutions for the customer’s specific challenges.
Are you interested in helping drive success for the company and our customers? Join our team, and you’ll be exposed to nearly every aspect of VMware’s business, from strategy to selling.
You’ll gain experience that can boost your career and help our customers accelerate their digital transformation at the same time.