Senior Manager Sales Operations amp Performance Analytics

Profile

Travel: 

None

Location: 

McLean, VA, US, 22102

Education: 

Four-year college degree

Experience: 

At least 12 years of experience required

Equivalency: 

Combination of education & experience considered

Senior Manager, Sales Operations & Performance Analytics

Your role in helping us shape the future:

Manage a team of regional Sales Operations Analysts who enable Sales through work in both pre and post sales activities and lead team responsible for commercial analytics, company CRM and reporting/administrating Intelsat’s Sales Incentive Plan.   Provide complete and accurate monthly pipeline to FP&A ensuring both sales and product marketing inputs are accurately reflected.  Develop pipeline Key Performance Indicators (KPIs).  Identify and lead process improvement initiatives to ensure efficient workflow and complete information is provided to internal and external customers.  Perform as liaison between sales and product teams.  Develop and execute on Salesforce.com Roadmap in conjunction with Intelsat’s Information Technology department.  Transform Salesforce.com user experience and increase user adoption of CRM.  

Are you up to the challenge?

Conduct regular Funnel/Pipeline Reviews and deliver complete pipeline forecast to FP&A team on a monthly basis as part of Global company forecast.

Manage the day-to-day activities of a team of Sales Operations Analysts to ensure that Sales receives timely in-region support for crafting deals, SFDC level 1 support.

Lead KPI development and analysis for commercial organization.

Business Owner of SFDC and commercial sales process.  Lead the development of the SDFC transformation roadmap.  Deliver user enhancements increasing user adoption.

Ensure Sales Operations Analysts are fully versed in the commercial guidelines related to the specific products, assets, regions, and customers they support and are empowered to make decisions quickly with minimal need to refer deals back to headquarters for decision making.

Support the development and reporting of quotas for the Sales Incentive Plan (SIP) ensuring accurate roll-ups despite plan nuances and complexities.

Perform SIP forecasting and achievement analysis as part of company SIP payment cycle.  Highlighting outliers in each region to key stakeholders.

Serve as the key department stakeholder for Business Support Systems (BSS) refresh project as Sales Operations and SFDC subject Matter Expert

Ensure that the team confirm and record each deal's compliance with applicable strategic guidelines and corporate governance requirements; also ensure that appropriate approvals are received for terms that are outside of guidelines and ensure that the contracting and booking processes accurately reflect the approved deal parameters and are executed in a timely and efficient manner.

Establish clearly defined roles for the team in supporting the Sales team in their pre-sales, post-sales, and account management activities.

Monitor pricing and market trends, as well as non-standard deal metrics, and make recommendations to Sales, Product Management, Asset Management, and the pricing analysis function to help the company adapt to changing market conditions with modifications to the appropriate commercial guidelines and pricing structures.

Work with Global Accounts and Solutions Partner management to develop and implement deal guidelines for specific accounts.

Can you drive these processes?

Work with Sales to establish processes and procedures that provide differentiated levels of Business Analyst support based upon customer tiers and segmentation.

Continually seek to implement process and tool improvements that make Sales more self-sufficient, and identify and suggest ways in which customer support and account management activities may be more automated.

Lead training and education efforts to ensure that Sales is continually made aware of the latest changes in commercial guidelines, strategies, and processes; this will include updates to sales process, taxonomy implementation in SFDC, and commercial best practices for CRM use.  Drive accountability into organization.

Provide support to Sales in the generation of responses to requests for formal proposals, either directly or via Business Management Analysts.

Transform the way Intelsat uses Salesforce.com to be true CRM.  Increase User adoption.

You should definitely have:

A 4-year degree in finance or business

At least 12 years experience in Sales Operations, FP&A, Finance or other analytical role

Strong excel and PowerPoint skills to include use of pivot tables, V-look-ups and basic modeling

Strong financial/business acumen

Demonstrated people management and leadership skills, including ability to work with staff to develop skills and provide growth and development opportunities.

Must be a strong communicator and be able to articulate and implement a shared vision for the team; ability to manage team members in remote locations is essential.

Requires a thorough knowledge of the economics of satellite and terrestrial communications solutions with special emphasis on pricing and the competitive market place.

Must have excellent interpersonal skills, with the ability to rapidly establish and maintain highly productive working relationships at all levels across the company.

Excellent written and verbal communications skills required in English, as well as the ability to present information to audiences across a wide range of roles and functions.

Must have significant experience working within cross-functional teams.

It would be nice if you had:

Advanced Degree (MBA)

Project Management Experience and/or certifications

Ability to speak other languages that are relevant to the region would be considered an asset.

What it’s like to work with us:

Intelsat is connecting the world and transforming the satellite landscape by reaching beyond the traditional satellite industry. We are defining new products that will open new, profitable markets. To help us reach this goal, you should be a bold thinker who will perform a key role in shaping Intelsat innovation for years to come.

We emphasize personal and professional growth

Awesome benefits including PTO, medical, tuition reimbursement, and training

Fun, diverse, and inclusive culture

Other Job Info:

These statements are intended to describe the general nature and level of work being performed by employees assigned to this job.  This is not intended to be an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job.

Job requires ability to sit for long periods of time

These statements are intended to describe the general nature and level of work being performed by employees assigned to this job.  This is not intended to be an exhaustive list of all responsibilities, duties, and skills required of employees assigned to this job.

Company description: Intelsat is the largest provider of fixed satellite services worldwide. We enable providers of media, telecom and government services to deliver information and entertainment to people at home, in the office or on the move. On a day-to-day basis, Intelsat supplies video, data and voice connectivity in approximately 200 countries and territories for approximately 1,800 customers, many of which Intelsat has had relationships with for over 30 years. Some of the world’s leading media and communications companies, multinational corporations, Internet service providers and government/military organizations hallmark Intelsat’s customer base. Customers access capacity through extensive service offerings, which include transponder services, hybrid managed services combining satellite capacity and terrestrial facilities, and channel services.

Nearest Major Market:

Washington DC

Company info

Intelsat
Website : http://www.intelsat.com