Sales Operations Director - Paris, France - Avanade
Description
'Together we do what matters.'
At Avanade, we have a bold ambition to be the world's leading digital innovator, making a genuine human impact for our clients, our people, and our communities.
Avanade is embarking on a multi-year sales transformation as part of a wider CEO-led company-wide business transformation to dramatically grow Avanade across multiple corporate metrics such as sales, revenue, profit and market share.
The transformation includes creating a high performing sales function with a refreshed sales operating model with a clear identity, career model, modern tools and systems to support a growing sales force to deliver exceptional results in a supportive, inclusive and rewarding work environment.
The sales transformation will contribute to the ongoing evolution of Avanade's GTM models and channel strategy.Responsibilities & Essential functions
- Own the pipeline, sales forecasting and opportunity close processes for a multimillion $ portfolio across the entire Region.
- Deliver improvements to the mid and longterm visibility of sales performance outlook.
- Deliver regular, innovative and forwardlooking insights to the Region Sales & Executive Leadership on sales performance & outlook, sales productivity, cost of sale, client portfolio performance, sales headcount, and sales planning.
- Act on behalf of the Region Sales Lead on key matters relating to sales; own and drive the Rhythm of Business cadence for sales.
- Own the annual sales budgeting, account planning and territories and quota planning process.
- Shape and drive the territory assignment, sales force deployments and quotas process in line with key market opportunities and growth potential.
- Partner closely with other functional areas and members of the Region Sales & Leadership Team to identify and target profitable growth opportunities.
- Accountable for the E2E Deal Management processes for the Region and ensuring compliance to internal policies. Work closely with shared service functions to execute processes to quality and SLAs.
- Manage the Regional Sales Operations function and team across the Region including functions delivered from our shared service centres offshore.
- Identify and implement operational improvements across both the Deal Management and Sales Operations functions.
- Partner with Sales Operations leaders across the business to reimagine the sales ops function to ensure it is focused on highvalue activities and is a desirable career path for individuals.
- Elevate the discipline of Sales Operations and Sales Excellence in the organization by establishing close relationships with other functional leaders.
- Cultivate strong and mutually respected relationships across the organization and partner with the Regional Sales Leadership Team to solve complex problems and identify productivity improvement opportunities.
- Act as change agent for sales and sales ops initiatives.
- Drive a culture of continuous innovation and globally consistent standards.
Analytical Mindset
- The ability to logically analyse data and present relevant business insights and recommendations in a condensed and impactful way to leadership.
- Sophisticated understanding of sales performance metrics and KPIs.
- Expert at executing data analysis with Excel and PowerBI.
- The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.
- An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries.
- The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.
- The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
- Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
- A leader who is viewed by others as having a high degree of integrity and thoughtful in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.
- The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
- The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards.
- A leader who is selfreflective, growth minded and aware of his/her own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and selfimprovement
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