Head of Sales Operations

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Typically manages professional employees who are responsible for forecasting, financial modeling, and/or commission calculations.

Working at NTT

The primary objective of Sales Operations and Enablement Management is to operationally manage a team of functional individual contributors in enabling the sales force with relevant and valuable sales tools, processes, methods, and training. This individual will provide support to internal stakeholders and direct reports in the achievement of their goals.

Key Roles and Responsibilities:

• Assist the sales team to define the way they approach the market and achieve set targets through enabling effective sales processes, tools and training.
• Act as mentor/coach and advisor that assists the sales force by delivering consistent and valuable training interventions that enable continuous improvement and revenue growth whilst closing skills gaps.
• Provide sales tools and methodologies that assist with the management of account opportunities, pipelines, and forecasting efforts, ensuring accessibility and tool utility training.
• Plans and organizes multiple work outputs by assigning priorities and continuously reviewing objectives and goals.
• Improve sales performance through continuously evolving processes, technology, and methodologies to meet deliverables.
• Act as a change agent for sales initiatives by executing enabling activities such as tools, processes, and methods.
• Identify and develop improvements to current processes and methods.
• Provide the knowledge and skills that enable successful customer business outcomes.
• Working with smaller sales teams and providing operational management to a team of functional individual contributors, implementing sales onboarding, training, and coaching.
• Track sales metrics and manage the accuracy, providing related reporting to the relevant stakeholders.
• Provide sales process management support to sales teams.
• Ensure the delivery of content and communication related to marketing and sales collateral and commercial messaging.
• Work with internal stakeholders and benchmark external data to assist with the development of compensation plans.
• Ensures that enablement technology continues to provide value and regularly review and audit the technology stack to ensure relevance and usefulness.

Knowledge, Skills, and Attributes:

• A good understanding of the vast range of IT operations and NTT service offerings
• Demonstrable knowledge and understanding of IT industry environment and business needs
• Demonstrate operational team management and leadership skills and be able to effectively manage the resources that report to them
• Good collaboration skills and able to interact professionally
• Good relationship building skills and knowledge of the client environment
• Analytical in approach with good attention to detail
• Ability to make sound decisions based on information/statistics
• Understanding of the local sales environment and ability to grasp the challenges facing the sales force
• Ability to identify trends and areas for improvement
• Thorough understanding of solution selling concepts and solid knowledge of sales process design

Academic Qualifications and Certifications:

• Bachelors degree
• Relevant certifications

Required Experience:

• Demonstrable level of relevant experience in a similar role within a related environment
• Solid previous experience operationally managing a sales operations/effectiveness team
• Solid experience dealing with stakeholders to influence sales
• Previous demonstrable experience in the sales operations/effectiveness management role
• Some strategic and operational planning experience
• Experience with process engineering and management
• Systems experience

What will make you a good fit for the role?