Key Accountabilities
- Develop and implement strategies to maximize the efficiency of the enterprise sales pipeline and workforce productivity.
- Work together with Sales teams vertical heads to build and maintain a strong pipeline, ensuring accurate forecasting and timely deal progression.
- Manage the Pre-Sales team of Solution Consultants to design customer-centric solutions, ensuring technical feasibility, innovation, and alignment with enterprise requirements.
- Manage the Bid Management team of Bid Managers to drive end-to-end RFP responses, ensuring quality, competitiveness, and a high win ratio.
- Oversee legal and contracts management within the Lead-to-Order phase to ensure compliance, mitigate risks, and safeguard organizational interests.
- Collaborate with cross functional teams to maintain sales operations best practices and align sales processes with overall business objectives.
- Analyze sales performance metrics to identify areas for improvement and implement corrective actions.
- Provide regular reporting and insights to executive leadership on sales pipeline health and overall performance.
- Manage other business requirements including and not limited to preparation of annual budget, RRMC, CRs requirements, monitoring of cost of sale, partner communications and Ignite rollout.
- Accountable for OCC monitoring and execution for Large and Medium Enterprise segment.
- Manage and deliver executive presentations and board reporting.
- Accountable for Performance Management data to collate Account Managers Performance.
- Oversee vendor management, including selection, contracting, performance monitoring, and compliance with organizational and regulatory requirements.
- Manage Account Mapping.
- Manage ASCADE/BSCS billing.
- Manage Lead Management function.
Qualifications
Qualifications, experience, skills and competencies
- Bachelor's degree in Business, Marketing, or a related field.
Experience
- Minimum of 8 years of experience in sales operations or a related field.
Skills
- Proven experience in a senior sales operations or pipeline management role.
- Strong understanding of enterprise sales processes and methodologies.
- Excellent analytical and problem-solving skills with a data-driven mindset.
- Demonstrated leadership experience in managing and developing high-performing teams.
- Proficiency in CRM systems and sales enablement tools.
- Effective communication skills with the ability to interact with various stakeholders.
- Strategic thinker with the ability to translate strategy into actionable plans.
Competencies
Please provide the level of competency as per the grade: Level 1 for Band 6, Level 2 for Band 5, level 3 for Band 4, level 4 for Band 3.
- Think strategically (Level 4 of 5)
- Achieve tangible results (Level 4 of 5)
- Lead breakthrough change (Level 4 of 5)
- Exceed customer expectations (Level 4 of 5)
- Nurture, Inspire and Motivate (Level 4 of 5)
- Target win-win outcomes (Level 4 of 5)
