VP, WW Sales Operations

Posted on Dec 12, 2018 by ARRIS

Sunnyvale, CA 94085
Sales
Immediate Start
Annual Salary
Full-Time
VP, WW Sales Operations - () Description VP WW Sales Ops (SOPS) General -The VP WW SOPS (the position) is a chief of staff role reporting to the SVP, WW Sales Ruckus Networks -S/he will be responsible for designing, implementing and managing all systems, processes and tools that support a high performance, highly efficient WW sales and support organization. This includes: Forecasting -Managing the training, communication and related processes that ensure accurate and timely forecasting at the rep, region, partner and GEO level. - Define and implement standardized definitions of sales stages, sales stage exit criteria and deal probability - Responsible for managing a weekly forecast cadence with the worldwide sales leadership teams and rolling up a consolidated quarterly and annual sales and revenue forecast to executive leadership on a weekly basis - Responsible for tracking and reporting against all critical sales metrics outside of bookings and revenue CRM - Own the implementation and maintenance of and drive the discipline and adoption of SFDC as the single source of truth for all forecast, customer intelligence and opportunity and account planning. - Own the global and strategic account and opportunity planning process including the Altify account planning tool to develop a sales culture around the Target Account Selling process - Develop SFDC and other tools to provide greater visibility into the health of the business at the rep, account, partner, regional, GEO and WW level. Deals Desk - Implement and manage an exception based pricing process based on discount "swim lanes" and levels of delegated approvals. - Develop a set of standard reports that show discount and margin trends at the rep and regional level. - Provide deal support and analysis to assist sales teams in maximizing revenue and margin. - Work closely with Legal and Finance teams to support contract management and other agreements. Channel Operations - work with VP WW channel to support channel reporting requirements (e.g. proof of sale), deal registration and MDF programs. Quota setting and management - work with regional sales leadership to distribute and assign quotas in support of the company operating plan and based on industry standard productivity and performance metrics. - Manage and approve all quota adjustments Compensation plan design and management - Design and implement the sales compensation plan in conjunction with Finance that supports the company revenue, margin and expense plan. - Benchmark comp plan against industry peer groups - Ensure that the comp plan motivates and rewards desired sales behavior commensurate with a high performance, sales driven, rewards and recognition culture. Sales incentives - Work with sales leaders to design, document, implement, track and report "out of plan" sales incentives designed to drive specific behaviors and results in support of company goals. Dashboards and reporting - Develop and manage a series of standard reports and dashboards that provide granular visibility of the critical sales metrics and trends, and the overall health of the business to support decision making for senior and regional sales leadership e.g. new logos, average deal size, deals above specific $$ amounts, gross margin by region, channel driven vs channel fulfilled business, rep productivity by region etc. Sales process management - Review all existing sales processes to maximize efficiency and enable timely decision making. Examples include split policy and arbitration between sales teams Implementation and management of sales tools - Review all current sales tools and ensure consistent adoption. - Research and implement new tools that enhance productivity and performance. Sales force planning and optimization - Ensure consistent implementation of sales model as defined in the sales plan (territory sales model) - Investigate and report on areas of potential inefficiency e.g. Commission stacking, and sub-optimal allocation of sales and SE resources. Sales productivity metrics - Establish and document a set of sales productivity metrics that ensure consistency in terms of rep and region yield. - Establish and document detailed job descriptions for all roles along with position profiles to support recruitment. Sales training - Work with training team to develop training and development programs for all key sales positions including product and competitive as well as other skills based training (account planning, presentations skills, negotiation etc.) - work with HR to develop leadership development program for people managers Sales on-boarding - Maintain a rigorous on boarding program (e.g. Ruck U. Sales Academy) for all new sales and SEs in conjunction with the sales leadership and other cross-functional teams designed to accelerate the ramp to full productivity of all new hires. - Define required training and testing - Work with sales and marketing to provide new reps with detailed territory and account info - Enforce 30 and 90 day review program Key forums and meetings - Define, publish and maintain the calendar of important sales meetings and events (QBR, SKO, Regional Sales meetings) - work with other functions (marketing and PLM) to build agendas and content, manage logistics, calendaring and attendance Qualifications Candidate profile - 15 years + experience in IT/high tech sales ops or finance management roles. - Bachelors degree or equivalent experience required. - Very strong finance and analytical background. - Deep understanding of sales processes, forecasting, comp planning, decision support reporting. - Extremely process oriented with the ability to adapt and do what's right for the business. - Excellent communication and presentation skills at all organization levels - Strategic thinker with ability to execute. - Strong people manager, team builder. - Team player and able to work cross functionally to build consensus and get the job done - Must be based in San Francisco Bay Area or willing to spend up to 40% of time in Ruckus Enterprise Networks Sunnyvale office if remote - Willing to travel domestically and/or internationally at least once per quarter Primary Location : NORTH_AMERICA-United States-CA-USACASUN-Sunnyvale Job : Sales Travel : Yes, 25 % of the Time Job Posting : Dec 4, 2018, 10:58:38 AM Job Type : Experienced 15 years + experience in IT/high tech sales ops or finance management roles. - Bachelors degree or equivalent experience required. - Very strong finance and analytical background. - Deep understanding of sales processes, forecasting, comp planning, decision support reporting. - Extremely process oriented with the ability to adapt and do what's right for the business. - Excellent communication and presentation skills at all organization levels - Strategic thinker with ability to execute. - Strong people manager, team builder. - Team player and able to work cross functionally to build consensus and get the job done - Must be based in San Francisco Bay Area or willing to spend up to 40% of time in Ruckus Enterprise Networks Sunnyvale office if remote - Willing to travel domestically and/or internationally at least once per quarter

Reference: 599216455

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