054285-GTM Sales Operations Lead (remote)

About Capgemini



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 organizations to realize 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.


Visit us at www.capgemini.com. People matter, results count.



Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.




Click the following link for more information on your rights as an Applicant –http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law



Capgemini’s Sales outsourcing services is an emerging offer, focused on delivering latest and best in class digital solutions to large corporations for their marketing and sales outcomes, driven through enhanced tools adoption, digital and agile operations. You will part of a high performing global team and will be responsible for leading and driving go to market activities for the North America region with a goal to establish the offering as a high growth offer from Capgemini.


Role & Responsibilities:


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

Domain Knowledge:

Customer Adoption & Success

Customer Analysis and Segmentation

Customer Master Data Management

Problem-solving skills

Strong analytical skills



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



Posted on:

June 9, 2021

Experience level:


Education level:

Bachelor's Degree (±16 years)

Contract type:


Business units:

BUSSERV (us-en)