The Director, Sales Operations & Planning will be responsible for the activities of the sales operations function and work with the Sales, Human Resources and Finance departments to develop and administer the company’s sales compensation plans, pipeline and revenue forecast. The Director will maintain relationships with field sales management and leadership teams, to ensure timely adoption and understanding of compensation plans, updates to account and opportunity information. This position will interact extensively at a senior management level with cross-functional teams including sales, finance, legal, services, marketing, human resources and customer support.
Quota setting and territory alignment; work with sales leadership to design, implement and monitor territory, account, and opportunity plans.
Productivity and revenue forecasting; develop and implement metrics to monitor productivity and revenue performance.
Collaborating with sales leadership, human resources, commissions and other cross functional departments to conceptualize and build sales compensation plans, as well as roll-out of plans.
Manage and improve the processes and systems necessary to roll-up consistent global reporting to the senior executive team at Akamai, ensure scalability in process design.
Mentor and coach analyst community at Akamai, to develop future talent and act as a link to share best practices across various departments and within the Global Operations team.
Responsible for creating, implementing, and monitoring infrastructure to enhance and support operation of the sales force, including sales reporting, sales analysis, and sales force alignment.
Create and implements sales productivity tools that ensure sales process adoption and compliance.
Collaborate with sales management to ensure timely, appropriate implementation of sales processes to drive corporate initiatives and sales results.
Provide decision support for development of compensation plans for the sales roles.
Serve as the Finance interface for Sales (month-end close, budget administration, accruals, etc.).
Sales management communications, e.g. developing business review presentations, reporting, and analysis required for monthly, quarterly, and annual management meetings.
Interface and work with Business Analysts that support Global Operations and Planning team.
Travel approx 30% Internationally.
BA/BS degree. MBA Preferred.
Minimum 8 years of experience in sales or business operations.
Minimum 5 years of experience with planning and tracking operational results.
Minimum 3 years of experience managing a Salesforce.com CRM system.
Direct Management Experience in managing a team of individuals in remote locations.
Functional knowledge of statistics as applied in a business environment.
Experiences with other CRM systems a plus.
Expertise in working with cross-functional teams (especially sales, finance, legal, services, and customer support).
A successful record of accomplishment of working with executives at high levels in the organization, as well as staff personnel.
Experience leading change.
Excellent communication and influencing skills with ability to build strong business relationships.
Experience in the high-tech industry a plus.
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