SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.
Job Title: Senior Manager, Business Operations EMEA & APAC
Location: Solihull West Midlands - Hybrid working model (Monday, Wednesday and Friday)
Who we are -
SOTI is a Canadian software company, with our 2,000 employees we operate worldwide. We are committed to developing and delivering best-in-class mobile and IoT device management solutions. To this end, we work very closely with customers, trading partners and other manufacturers in our ecosystem.
What we are looking for -
We’re looking for someone to lead the execution of SOTI’s global sales strategy across EMEA and APAC, ensuring alignment and success in these regions. This role supports regional teams with training, opportunity management, and sales process optimization, while continuously improving tools and systems to drive growth. Reporting to the Director of Global Sales Operations, the ideal candidate will be commercially savvy, process-driven, and highly collaborative across sales, marketing, and operations.
What’s in it for you?
The People – From our humble beginnings in our founder’s basement to our industry-leading position today, SOTI has worked hard to foster a company culture we can all believe in. A culture that emphasizes personal development, continuous innovation and the fun of working together.
Growth – Our environment fosters new ideas, fresh perspectives, and the ability to get them across the finish line. SOTI offers a fast-paced environment with global reach that encourages you to make a name for yourself and become part of something big!
The technology – you’ll get the chance to work with cutting-edge technology and take on complex, interesting projects as part of highly collaborative and agile teams. They work with strong SOTI partners, including world-leading technology companies.
Responsibilities:

Business Planning and Strategy

• Lead the execution of the SOTI governance model ensuring all agreed planning and measurement milestones are achieved
• Develop strategic initiatives for regional growth and profitability related to commercial offerings in alignment with corporate goals
• Facilitate good communication and feedback between Sales and other functional teams and deliver a successful operational process for Sales
• Hire, develop and lead an inclusive, engaged, and high performing team
• Collaborate on global project strategies and initiatives to drive global alignment of SOTI standards across the EMEA & APAC region

Responsibilities

• Support Sales organization to achieve company revenue targets through the execution of Impactful sales methodology incorporating best practice
• Support training and execution of quarterly sales planning cycle with regional sales teams, to ensure documentation of action plans, accuracy of forecast and assessment of metrics and KPIs to manage sales strategy execution and performance
• Support training and execution of quarterly sales planning cycle with regional sales teams, to ensure documentation of action plans, accuracy of forecast and assessment of metrics and KPIs to manage sales strategy execution and performance
• Drive accurate forecasting through focus on opportunity management and funnel hygiene, rolling forecast views, variance and opportunity analysis

• Provide insights and analysis across sales performance, designing programs and tools to increase prospect conversion, new customer acquisition, increase customer retention and to improve sales efficiency

  Commercials and Pricing

• Support regional Sales Operations Business Partners to evaluate deal economics, commercial terms and conditions, operational requirements and non-standard structuring requests. Act as point of escalation for all pricing requests across EMEA & APAC

• Ensure deal SLAs are met, all commercial asks are answered, and Salesforce cases are managed consistently for EMEA & APAC Partner with finance and sales teams to find solutions to complex deal challenges including providing pricing guidance, deal structure alternatives and system changes to accommodate future requests
• Draw insights from pricing and deal structure trends across the region, revenue streams and product sets to advise on future go to market strategy

• Support rollout of commercial framework for new product introduction and launch

  Additional responsibilities

• Drive continuous improvements of sales tools and processes to streamline the sales cycle, and input to roadmap for future integration with Salesforce.com

• Execute effective change management across all functions of the organization to support the implementation of changes to sales processes, systems and tools
• Deliver ad-Hoc reporting as required

Required Qualifications

• 5-10 years Business / Sales / Revenue Operations (management level) experience
• Deal desk or commercial knowledge
• Experience within high-growth technology organization
• Collaborative leader with cross functional influencing skills
• Experienced Leader, demonstrated ability to hire, manage and develop talent into a high performing team
• Excellent communication and interpersonal skills
• Exceptional organizational and time management skills, ability to manage competing projects with tight deadlines effectively
• Strong business, commercial and financial acumen, and ability to provide input/draft commercial language in contracts
• Experience working with senior management and cultivating positive working relationships with cross functional teams and peers

Desired Qualifications

• SAAS industry experience is a distinct advantage
• Experience in a dynamic sales and marketing environment with cross-regional exposure
• Strong initiative, intellectual curiosity, analytical capabilities and willingness to take ownership of complex problems
• Self-starter that thrives in the face of challenge and is relentless in clearing obstacles with a resourceful and creative approach to problem-solving
• Advanced PowerPoint & Excel skills
• Working knowledge of Salesforce.com & Power BI
• Experience working with senior management and cultivating positive working relationships with cross functional teams and peers

Please note This role will be hybrid based, from our Solihull, UK office (Monday, Wednesday and Friday)
About SOTI
SOTI is the world’s most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI’s innovative portfolio of solutions and services provides the tools organizations need to truly mobilize their operations and optimize their investments. SOTI extends Secure Mobility Management to provide a comprehensive, flexible solution for managing and securing all mobile devices and connected peripherals deployed in an organization.
At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity employer. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to market. We offer careers with #EndlessPossibilities. What are you waiting for? Apply today: https://www.soti.net/careers

LI-SF1

If you want to bring your ideas to life, apply at SOTI today.
Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee

Responsibilities

• Support Sales organization to achieve company revenue targets through the execution of Impactful sales methodology incorporating best practice
• Support training and execution of quarterly sales planning cycle with regional sales teams, to ensure documentation of action plans, accuracy of forecast and assessment of metrics and KPIs to manage sales strategy execution and performance
• Support training and execution of quarterly sales planning cycle with regional sales teams, to ensure documentation of action plans, accuracy of forecast and assessment of metrics and KPIs to manage sales strategy execution and performance
• Drive accurate forecasting through focus on opportunity management and funnel hygiene, rolling forecast views, variance and opportunity analysis
• Provide insights and analysis across sales performance, designing programs and tools to increase prospect conversion, new customer acquisition, increase customer retention and to improve sales efficienc

Additional responsibilities

• Drive continuous improvements of sales tools and processes to streamline the sales cycle, and input to roadmap for future integration with Salesforce.com
• Execute effective change management across all functions of the organization to support the implementation of changes to sales processes, systems and tools
• Deliver ad-Hoc reporting as require