Global Director of Sales Operations / Sales Consulting

Location: Minneapolis, MN
Date Posted: 10-30-2018
About the Position
The Director of Sales Operations / Sales Consulting will report directly to the Vice President of Sales and is responsible for effective and efficient operation of the Sales team and Sales Consulting group. The individual will use a strategic and operational focus to implement and execute the best practices and standard operating procedures to support growth and manage the sales consulting resources. Serves as a liaison between Sales and other cross-functional departments by balancing sales’ needs and sales consulting resources while managing reasonable expectations from an operations perspective. Leads by example; coaching, promoting, encouraging and mentoring the sales organization towards high performance.
 
Responsibilities and Deliverables
  • Lead, motivate, grow and develop the Sales Operations team. Partner across the organization to encourage strong internal alignment and adherence to processes and procedures.
  • Hire and manage sales consultants to specialize in survey overviews, product demos and align with IDS sales strategy.
  • Ensure efficient and effective processes are in place to support sustainable growth in our business. Look for, identify, and implement opportunities for standardization. Regularly review an audit consistency and ensure that our processes reflect and support sales objectives.
  • Manage sales consultants ensuring expertise in the sales discovery process to ensure clarity of the prospect’s business challenges, needs, and identifies where the use and application of IDS products, services and solutions uniquely solve the prospect’s objectives.
  • Align Sales Consulting resources efficiently with prospects and customers with territory objectives.
  • Lead sales process improvement including partnering with sales leadership and sales teams to ensure sales process is followed; implement exception reporting and other necessary evaluations to ensure adherence to the sales process. Proactively identify where there are gaps in process and react quickly to improve.
  • Refine, identify and manage key performance metrics and dashboards to provide visibility to sales leadership; Understand the story, identify opportunity, and regularly provide key business insights and recommendations for improvement to executives.
  • Collaborate regularly with Finance to drive data quality initiatives ensuring that all sales forecasting is current and accurate. Ensure that we understand all the financial measures associated with our business. Elements may include, but are not limited to, pipeline (weighted and unweighted), conversion of leads to opportunities, managing to the budget, etc. Understand financial health and take appropriate steps to ensure that we have a high degree of health.
  • Regularly lead contributions to executive level presentations and data requests. Ensure that our data has high integrity and reflects the current state of the business. Provide consistent interrogation of data and work with the Sales team to ensure accuracy. Must make sure that the sales team is consistently updating their territories, contacts, and opportunities in Salesforce, and that the setup of Salesforce aligns with the way that we are running our business. Examine the system and tools that we interact with to run our business to ensure there is high integrity in the data by which we are making decisions.
  • Coordinates training delivery to sales, sales management, and sales support personnel in the sales organization. Hold a regular cadence for the sales team for review and discussion about territory plans, progress, etc. Responsible for making sure that the sales team is given timely updates, information, and knowledge in order to execute and manage their territory appropriately.
  • Evaluate, implement, and manage all sales tools and technologies complementary to our CRM (Salesforce).
  • Enables CRM strategy and CRM improvement planning including usability, workflows, reporting, etc. Understand how we are measuring and defining measures of success of our business and enable the CRM system to be a tool for us.
  • Drive special projects that aim to capture new market share, reduce the cost of sales, reduce the cycle time to win a piece of business, etc.
 
About You
  • 5+ years’ experience in Sales Operations role including a minimum of 3 years of leadership in Sales Operation required
  • Bachelor’s Degree and/or advanced degree or equivalent required
  • Sales Consulting experience and/or sales consulting management
  • Experience in Sales Operations for a software company (on premise, cloud or SaaS)
  • Familiarity with Miller Heiman, NetSuite, and Heat
  • Experience around territory management, budget planning and forecasting tools and administration
  • Expertise in Salesforce and the Salesforce ecosystem and other sales related software and tools
  • Strong verbal, written, and presentation communications skills, particularly to senior executives
  • Excellent analytical, business intelligence and project management skills
  • Demonstrated focus on translating data and metrics into predictable business insights and compelling presentations
  • Ability to travel 15-20% of the time
 
About IDS
International Decision Systems, Inc. is a world-class software developer of enterprise level software for the commercial finance industry. Headquartered in Minneapolis with global offices in Australia, Europe and India, International Decision Systems, Inc. has a 40-year history of serving the majority of the top 200 leasing organizations worldwide. International Decision Systems, Inc.’s customers are among the largest publicly traded organizations in the world and they value International Decision System, Inc. for its nimble, responsive technology expertise. At International Decision Systems, Inc. you’ll be part of an innovative team of professionals who serve the world’s commercial finance industry with progressive products and financial depth only available from an integrated strategic partner.
 
Candidate must be able to pass criminal and credit background check.
As an Equal Opportunity Employer, we are committed to a diverse workforce.
 
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