(Sr.) Operations Manager - Greater China
SUSE
- 北京市
- 长期
- 全职
- Optimize GTM coverage model, plan account segment, suggest headcount investment and segment.
- Quota deployment and sales performance analysis.
- Drive weekly accounts review; drive weekly pipeline creation.
- Ensure forecast accuracy and linearity management.
- Generate & present key business review reports and presentations, e.g. QBR, All-hands, Sales kick-off meeting, as well as other reviews/analysis requested on ad-hoc basis by various key stakeholders.
- Provide support to the Region Manager, Sales Managers and their teams for forecasting and pipeline reporting requirements, including the weekly forecast process, and the end of quarter requirements
- Working with the team to ensure a high level of data accuracy and data quality in SFDC and other core systems.
- Tracking quarterly forecast accuracy metrics
- With the roll out of Clari - as the forecast system - be across the application and be involved with the continuing enablement of the salesforce in its use.
- Annually work with the commission team to ensure the commission system is setup
- Valid accurate account assignment engine setup
- Validation of bookings from rep to team hierarchy and overlay crediting
- Monthly compensation data validation, working with the commission analyst and finance for review of queries and preparation of the commission calculation
- Ensure accurate compensation attainment results for Field sales roles
- Be the SFDC SME (Subject Matter Expert) in GC
- Setup sales people's roles with criteria sets, account assignments, review and approve, account assignment requests, account approvals etc.
- Review SFDC from a Hygiene perspective, and implement reporting, action plans.
- Train new hires on the use of SFDC
- Reporting - be able to help the sales team with reports
- Work with the Region Manager on Financial Year plans including resource requirement, and quota setting, including necessary analysis to support plans.
- Quota setting - includes development of individual quotas, taking into account all elements, e.g. market conditions, territory definitions
- Producing Regions quota letters
- Providing assistance and enablement to the field teams on use of key tools.
- Working with the team to ensure a high level of data accuracy and data quality in SFDC and other core systems
- Be the expert on key systems for the Region including but no limited to ; SFDC, Clari, PBI
- Provides direct and ongoing support for operation systems and processes for the GC sales organization.
- Reports and analyzes order pipeline, bookings, revenue forecasting, revenue reporting, sales productivity, and goal attainment.
- Communicates operations status and escalates issues to direct managers, sales leader/managers, program managers, sales representatives, and internal partners.
- Proactively identifies opportunities for process improvement opportunities.
- Ensures proper knowledge transfer to support ongoing Sales Operations optimization and process development.
- First level university degree or equivalent experience required. May have advanced university degree.
- Typically, 5 to 10 years experience in a sales operations role in multinational corporations, with some experience in managerial capacity.
- Strong leadership skills, including coaching, team building, and conflict resolution.
- Project management skills including time management, resource prioritization, and project structuring.
- Advance user in spreadsheet and slides including MS Office and Google.
- Strong analytical and problem-solving skills.
- Strong verbal and written communication skills, including presentation.
- Advanced business acumen, technical knowledge, and extensive knowledge in applications and technologies
- Strong multi-tasking and prioritization skills
- Mastery in Chinese and English
- Good understanding of MNC's policies and processes