An overview of the role
GTM Sales Operations Lead has been identified as a critical role for the organization in our journey. The role holder with a small team is accountable for enabling success of renewal and business development planning. The ideal candidate earns trust through performance and relationship building, thinks strategically and analytically about business challenges, has experience in program management and has a deep analytic background to assist sales organization in delivering results. They will collaborate on sales goal strategy, implement new reporting solutions, identify risks, and deliver against high operational standards.
The core areas of responsibility include:
Setup and lead a Sales Ops team in India to drive Sales governance across Business Units identifying and assessing gaps to drive new and renewal sales productivity, and success criteria. Based on findings, design and implement process changes in our core tools, suggest modifications to policies, rules of engagement and benchmark sales people against key drivers of productivity Driven by data & business intelligence, the incumbent s deliverables include detailed analytics models, custom performance analysis, salesforce standardization and insights on pipeline Incumbent will drive data capture, analyses and intelligence in a systematic manner that enables business growth Provide inputs to redesign sales compensation plans working with our Clients
Lead ongoing analysis of business performance to support strategy and sales planning Manage sales operations programs across multiple Business Units and stakeholders. Drive global standardization of program delivery practices, businesses processes, and reporting. Work directly within BU leaders and Finance to orchestrate metrics, key performance indicators and decision criteria. Utilize tools including, like Salesforce etc, to create dashboards and insights from data. Set-up the framework and effectively analyzing data and feedback for insights Manage delivery of sales modelling and analytics that contribute to sales budget planning process, quota build, and territory alignment Engages with Sales teams to accelerate deals, share operational practices and improve overall pipeline health Develop improved sales forecasting to provide executive team with pipeline insights by business lines, industry verticals and segments Design and interpret key sales performance metrics. Deliver insights & recommendations to enhance performance tracking
Collect market intel towards better sales goalsetting using professional networks Advise Sales, BU heads and Total Rewards in redesigning Sales compensation plans, especially Sales commission and incentives Have good understanding of Salesforce CRM including metadata management, data quality and integrity, reports and dashboards, automation of business processes through workflow rules
Why this role?
Marketing and Sales outsourcing is a new area for us, sso this is an ideal time to join something early on its its growth and help drive excellence within our offering.
•Customer Adoption & Success
•Customer Analysis and Segmentation
•Customer Master Data Management
•Strong analytical skills
Candidate Background & Qualification:
•8-10 years experience in IT/ITeS industry with at least 5 years in Sales Operations Proven experience in leading Sales Operations a multi-geography medium to large-sized organization (Preferable experience in BFSI, T&M and HC domains)
•Have worked in BPM or IT services with clear familiarity with go-to-market strategies Experience of working with senior internal stakeholders (CEO, CXOs /BU heads, Sales Heads & leadership, Finance, Strategy)
•Shape, develop and execute analytical forecasting, reporting and review in areas of sales operations, analytics, sales incentives
Graduate in Statistics, Economics or Business Management Experience of using Salesforce, and integrating different tenants of Salesforce Financial management Expert user of MS office
Capgemini positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender identity, religion or belief, marital status, or pregnancy and maternity. We are committed to hiring, developing and retaining the best people to deliver innovative, world-class solutions for our clients. We foster an inclusive culture that enables everyone to achieve their full potential and enjoy a fulfilling career with us. Our comprehensive flexible benefits package and lifestyle policies enable our employees to balance their individual, family and work-life needs.
Capgemini is a global leader in consulting, digital transformation, technology and engineering services. The Group is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50-year+ heritage and deep industry-specific expertise, Capgemini enables organisations to realise their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. Today, it is a multicultural company of 270,000 team members in almost 50 countries. With Altran, the Group reported 2019 combined revenues of €17billion.