Provides strategic and operational direction in the areas of sales and marketing, to the business unit to maximize sales revenues and meet BU objectives. Enables high quality operations to run effectively, efficiently and in full alignment with business unit functional strategies and objectives. Serves as a key collaboration source between sales and finance, marketing, account management, legal, Product, HR, IT. Shares responsibility for sales support functions. Ensures that sales goals and forecasts are consistent with the long-range company strategic objectives and achieved on monthly, quarterly and annual timeframe.
Careel Level Summary
- Establishes overall direction and strategic initiatives for the Sales Operations function. Influences sales strategy as a member of the Sales leadership team. Leads through direct and indirect reporting lines
Critical Competencies
- Has primary accountability for the financial performance of a support function, non-core business unit or region
- Develops and executes function, business or region strategy
- Influences the allocation of resources across multiple divisions, regions or sub-functions/functions
- Applies in-depth knowledge of how own area of responsibility integrates with other businesses across the company and how the company differentiates itself from competitors to create competitive advantage.
Key Responsibilities
- Provides strategic and operational direction to maximize sales bookings and meet business unit objectives. Ensures the proper use and level of financial and human resources to meet the goals and objectives. Responsible for attracting, developing, retaining, engaging a team of world class operations leaders’ necessary to enable the strategy and plan of the sales marketing teams.
- Business Management: (finance marketing dependency collaboration)
- Reporting, analytics and analysis for bookings management including: a. forecasting, b. demand/lead generation, c. pipeline d. post sales process effectiveness
- Process creation facilitation for driving weekly/monthly/quarterly business management rhythm for bookings management including: a. forecasting, b. demand generation, c. pipeline d. post sales process effectiveness
- Design and co-lead quarterly sales business reviews with inside and outside sales teams and cross functional leadership
- Scorecard design and facilitate management including activity tracking
- Insight development leading to action – This is a key element of the business management aspect of the role – What are the “so what’s?” of the data that lead to changes that optimize sales results?
- Develop and maintain key sales metrics – KPIs, activity, productivity vs. benchmarks
- Co-develop and maintain key sales activity, productivity metrics vs. key benchmarks
- Analyze root cause for missing key metrics and KPIs and offer suggestions to improve
- Sales Effectiveness: (finance legal dependency collaboration)
- Comprehensive sales productivity development via methodology adoption management including selection, training, mentorship, community management, etc.
- Deal coaching large deal management process – lead the sales manager, vs. being led
- Commercial terms proposal support
- Pricing support
- Sales Strategy: (finance marketing dependency collaboration)
- Assist the Business Unit in Customer segmentation buying propensity scoring design
- Assist the Business Unit in sales model, territory design optimization
- Assist the Business Unit in Resource distribution
- Assist the Business Unit in Sales program design management
- Manage Rules of Engagement (ROE) development dispute resolution across Operating Units
Knowledge
- Excellent management skills with the ability to effectively direct sales and field operations in order to maximize revenues and profits.
- Deep knowledge of sales principles and practices.
- Superb time management, communication, decision-making, interpersonal, presentation, and organizational skills.
- Proven ability to develop, lead, and motivate high performing teams and inspire team confidence and respect: mentoring, coaching, collaborating, providing clear expectations, training, guidance, career growth opportunities, and conflict resolution.
Education
- Bachelor’s degree required, preferably in Finance, Business or a related field.
- High school diploma or equivalent required
Experience
- 15 - 20 years of progressively responsible experience in Business Operations, Sales Operations and/or sales, including a minimum of 5 years of experience setting strategy and direction for sales organizations.
About Rackspace Technology
We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.
More on Rackspace Technology
Though we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.
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