Head of Sales Operations

Key purpose:

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, training, and sales compensation. This individual will provide support to internal stakeholders across Middle East and Africa and direct reports in the achievement of their goals.

Duties 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.
• Provide sales tools and methodologies that assist with the management of account opportunities, pipelines, and forecasting efforts, ensuring accessibility and tool utility training, in alignment with that of company policies.
• Improve sales performance through continuously evolving processes, technology, and methodologies to meet deliverables (across the entire sales lifecycle, including order to cash and order to management).
• Act as a change agent for sales initiatives by executing enabling activities such as tools, processes, and methods.
• Provide sales process management support to sales teams.
• Track sales metrics and manage the accuracy, providing related reporting to the relevant stakeholders.
• Work with company Sales Operations team and internal stakeholders to agree on the reporting requirements for sales and ultimately build and manage these reports throughout the financial year.
• Work with relevant stakeholders to ensure data accuracy across all systems required for reporting purposes (Salesforce, relevant ERPs, PowerBI Dashboards)
• Assist Sales Leaders in the execution of segmentation, resource modelling and Territory and Quota Planning, in alignment with company methodology.
• 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.
• Work with the company to manage and execute the talent strategy for the sales organization and design, build and deliver transformation sales training and development that empowers each sales persona to deliver value to our clients.
• Collaborate with company enablement leads, HR leads and other central functions to oversee the curation and delivery of training and development content, and instructor led training to help the sales organization sell more effectively.
• Ensure the delivery of content and communication related to marketing and sales collateral and commercial messaging.
• Ensures that enablement technology continues to provide value and regularly review and audit the technology stack to ensure relevance and usefulness in collaboration with company enablement leads.
• Work with the company Sales Operations team, internal stakeholders, and benchmark external data to assist with the development of compensation plans.
• Work with the assigned geography stakeholders and the commissions team to ensure that sales commission policy, programs, models, and systems are implemented and allow for the timeline and accurate payment to sales staff.
• Participate in the design and delivery of incentive compensation plans using relevant software.
• Partners with the company Sales Operations team, Sales Leaders, and other relevant stakeholders in the design of sales commissions and incentive programs.
• Coordinate and govern the implementation of the sales compensation framework in all the MEA regions.
• Contributes to the development and documenting of compensation procedures that ensure statutory compliance and managing regional Remuneration Committees where there is non-compliance.
• Provide the knowledge and skills that enable successful client business outcomes.
• Working with smaller sales teams and providing operational management to a team of functional individual contributors, implementing sales onboarding, training, and coaching.
• Plans and organizes multiple work outputs by assigning priorities and continuously reviewing objectives and goals.
• Effectively manage a team, their resources, capacity, and overall performance.
• Coach and mentor individuals in the team.

Qualifications and experience:

• Bachelors degree
• Relevant certifications
• 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
• Strategic and operational planning experience
• Experience with process engineering and management

Knowledge, skills and attributes:

• A good understanding of the vast range of IT operations and company 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
• Excellent collaboration skills and able to interact professionally
• Exceptional relationship building skills and knowledge of the client environment
• Ability to make sound decisions based on information/statistics
• Comprehensive 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
• Detail oriented and organized
• Demonstrate the ability to think strategically and creatively, aligning learning interventions to the business strategy
• Ability to work in a high paced environment
• Excellent ability to lead and manage a sales training and enablement team(s)
• Must be adaptable and be able to consistently deal with ever-changing conditions and a fast-paced environment
• Possess the ability to engage with business leaders with the ability to build and maintain effective working relationships
• Comprehensive knowledge and understanding of sales processes, tools, and methodologies
• Able to work in a team and independently with a proactive approach to work and assignments
• Strong process-driven and analytical skills