Reporting to the RVP, Revenue Operations, the Senior Manager, Revenue Operations will be responsible for supporting key functions within the Senior Care Business Unit, specifically: Sales, Customer Success, Professional Services, and Customer Support. This role will strategically align key stakeholder groups, leveraging exceptional communication skills in reporting on key business unit performance metrics to drive timely decision making. This is a dynamic and highly collaborative role, where a proactive, strategic thinking leader will partner cross-functionally at all levels to drive improvements in data, process and technology.
Key Responsibilities
- Provides strategic support to Sales, CS, PS, and Support leadership in developing reports for established KPIs and preparing scorecard and thoughtful trend analysis to support understanding of achievements and gaps, as well as business decision recommendations and continuous process improvements to drive operational efficiency and overall business performance
- Drives forecasting cadence across all Sales teams, including streamlining and automation of forecasting process, creating an effective rolling 12 month forecast, pipeline and lead process management, month end close activities, as well as improvements to SFDC hygiene, reporting and analysis, including a consolidated ‘single source of the truth’ view for BU and C-Suite leadership
- Responsible for building a PS forecasting model and methodology, reporting on PS backlog and utilization, as well as churn, tracking conversion of bookings/signed contracts to subscription revenue and delivering meaningful insights on these metrics to BU leadership, in order to accelerate revenue and reduce churn
- Leadership role in annual planning process, including budgeting, account planning, quota setting, and compensation design, in partnership with leaders across the BU, as well as Finance and HR leadership, and also leveraging machine learning models to identify whitespace and high-value prospects to maximize revenue conversion
- Partner with BU leadership to identify technology needs and opportunities for automation; collaborates with OCIO leadership to gather/document requirements, leading direct reports in testing and implementing changes, as well as driving overall change management, in collaboration with Enablement team
- Responsible for obtaining inputs and building presentation materials for leadership meetings, including communication of key information and analysis for BU leadership and C-Suite; interlock and represent Revenue Operations team with other cross-functional groups (Sales, Product Management, Marketing, Finance, SDO, OCIO, and HR, etc.) partnering on go-to-market projects and programs
- Collaborate with Marketing to optimize implementation of existing sales automation tools and formalized process for follow-up of marketing qualified leads
- Provide leadership across strategic transformational projects, supporting the SDO, driving continuous improvement initiatives across data, processes and systems
- Supports corporate merger and acquisition processes and activities, as required
- Other duties, as assigned
Qualifications & Skills
- 10 years of sales/business operations/financial analysis experience, within high-growth companies
- Bachelor’s degree in Business (MBA, Accounting, or Finance designation is considered an asset)
- 5+ years proven leadership responsibility in Sales Operations/Support and/or sales experience, ideally with broad experience in a variety of operational and support roles
- Strong leadership and program management skills to lead and influence change across all levels of an organization to effectively meet strategic and tactical goals
- Demonstrated success partnering with senior executives; C-Suite/Board communication and engagement skills
- Experienced in designing and implementing business plans, reporting and measurement and analysis
- Meticulous attention to detail and excellent organizational skills
- Can prioritize and manage multiple projects simultaneously
- Strong technical background, Python, Machine Learning, SQL, robust Salesforce CRM and CP
- Proficiency in Microsoft Office applications (Outlook, Word, PowerPoint, Power BI) and advanced Excel skills (complex pivot tables, advanced formulae, PowerPivot)
- Strong Tableau background required, Salesforce certified an asset
- Strong interpersonal and relationship-building skills
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Last updated on Oct 18, 2024