Sales Operations Manager, Americas

at  Verifino GmbH Co KG

UNLOCK YOUR ALTUS EXPERIENCE!

If you’re looking to advance your career in data analytics, expertise, and technology for the rapidly growing global CRE market, there’s no better place than Altus Group. At Altus, our work is purposeful. Every day, our employees drive impact, innovate, and shape the global commercial real estate (CRE) and PropTech industry.
Our people-centric culture empowers you to deliver in a high trust, high performance culture, surrounded by an inclusive team that’s collaborating to modernize our industry. We invest in our people with training and growth opportunities designed to propel you further in your career while providing a flexible and progressive workplace that reflects our values and teams.

JOB SUMMARY:

This role will partner with and enable GTM management, directing efficient and effective support to our GTM teams to maximize revenue and bookings, managing operational cadence and transparency of the and representing GTM in driving GTM productivity improvement. This role will also partner with the GTM leadership as a trusted advisor, supporting the GTM leaders in developing strategy and turning strategy into operational execution, maximizing GTM coverage. This role will reside on the Global Operations Team with a direct and hands on partnership with the American GTM Leadership team.

KEY QUALIFICATIONS:

• 8+ years of experience in GTM Operations with a focus on GTM tools and analytics
• Bachelor’s degree in accounting or Economics, Finance, Business, IT
• Strong background in sales operations with general forecasting and analytical
• Solid understanding of compensation design, forecasting methodologies, pipeline management, GTM enablement skills to effectively create meaningful, understandable insights and metrics.
• Proficiency in Salesforce.com, building reports, dashboards, and advanced formulas.
• Proficiency in Excel with advanced spreadsheet management skills.
• Strong written, verbal and presentation communications skills; ability to communicate effectively with senior management .
• Strong interpersonal skills necessary to communicate effectively with all levels of the organization; ability to generate concise presentation decks to illustrate and share various business-related information.
• Demonstrated leadership and expertise in GTM operations at a geographic or global level.
• Highly collaborative, with strong leadership skills, but also detailed and execution orientated.

• Partner with the GTM leadership to develop strategy, improve coverage, have objective insight into productivity, and recommend strategic improvement.
• Leverage GTM Operations to build mechanisms to provide transparency on performance metrics; support GTM managers in the quarterly cadence of quarterly business and performance reviews. Work with GTM leadership to drive an efficient forecasting and quarter end close process. Utilize systems and tools to enable performance management throughout the GTM hierarchy on a weekly basis.
• Lead on behalf of GTM management the annual and quarterly planning activities; ensure effective and productive executive GTM reviews; maintain transparency and global consistency on key GTM execution and enablement topics; support GTM leadership in effective GTM team communication.
• Analyze and provide insight on GTM coverage model opportunities in line with GTM strategy; support GTM leaders in managing change to GTM coverage.
• Track progress on top deals and provide transparency on key issues and required enablement; lead and coordinate Deals Desk as required to enable efficient back office engagement and execution on key deals;
• Supports the teams with navigation through SFDC, Powerbi Reporting and optimization of the GTM tech stack. Coordinates with offer and marketing teams on the new product releases and the impacts on current processes. Drives efficiency through hands on field GTM support and training.
• Lead and coordinate the forecast cadence and process for the GTM managers; drive and encourage GTM discipline for accurate, consistent and timely forecast submission based on disciplined use of the GTM process and tools. Create a pipeline cadence to regularly inspect and ensure pipeline is in proper order and coverage measurements are being met.
• Engage the GTM teams to identify and isolate barriers to productivity; Engage in cross functional GTM productivity improvement initiatives. Leverage GTM support teams and the wider GTM operations team to provide tangible improvement in environment that supports GTM (process, tools, reporting, selling tools, training, templates, lead reporting and assignment etc) leveraging “locally” developed best practices for global adoption.
• Manage business analytics that are required to support the progression of the executive analytics requirements. Define key performance metrics and targets, utilize our BI dashboard reporting to derive insights into the health of the business, identify areas of weakness and present improvement recommendations to GTM leadership.
• Create executive-level presentations for leadership reviews; help assist with quarterly business review presentations, GTM Executive Meetings, Planning and Interlock deliverables and strategies.
• Provide input to the GTM Incentive Plan evolution. Assist in the communication and understanding of the GTM Incentive Plan to the field. Support GTM leadership in quota assignment. Assist in issue resolution.
• Optimizes GTM team productivity through GTM onboarding and enablement. Identify and understand the gap and work with the Ops team to build out enablement programs and tech tool training.
• Proactively identifies opportunities for GTM process improvement. Works closely with GTM management to inspect process quality and prioritize opportunities for improvement. Assists GTM management in understanding process bottlenecks and inconsistencies.