Description:
CSG (Customer Success Group) is an organisation within Salesforce whose primary mission is to drive customer success! CSG is positioned as the post-sales division of Salesforce, and consists of four main departments: Customer Success, Professional Services, Product Support, and Renewal. Professional Services supports the planning, design, implementation, and operation of Salesforce products for customers.
The Sales Operations Manager will play a crucial role in supporting the explosive growth of Salesforce’s CSG Professional Services in APAC. They are a trusted advisor with a comprehensive point of view able to put forward actionable solutions to solve business problems across APAC’s ANZ, Asia and India markets.
This role is a hybrid of traditional jobs in strategic planning, sales operations, finance, and analysis – requiring a mix of market analysis, sales optimisation and business operational support. Deliverables include sales analytic models, performance analysis, building scalable reports and dashboards, and packaging findings into presentation-ready content for Salesforce executives. The role requires interaction with various areas of the organisation and provides exposure to senior executives.
The successful candidate will have relentless curiosity and possess a passion for crafting innovative analysis to find opportunities. Moreover, this person will excel at extracting insights from data and converting ideas to action.
Key Accountabilities (Impact)
- Support the GEO Operations leader and CSG Services GM in Salesforce’s annual planning cycle to drive growth targets across ANZ, Asia and India
- Support leadership in distributing financial targets down to individual quotas for regional sales team
- Support leadership in annual account planning and territory carving across all APAC regions
- Run weekly forecast calls for the CSG Services GM and prepare communications to senior executives
- Run various sales operations programs including pipeline councils, strategic account reviews and quota attainment plans.
- Analyse and present to leadership key performance metrics including monthly performance results, full-year outlooks and individual sales personnel attainment.
- Operational rigour: Conduct process enablement sessions as well as support pipeline reviews and hygiene checks to ensure accurate and up-to-date opportunity data.
- Contribute to cross-functional reporting deliverables including QBRs, weekly scorecards and senior executive comms.
- Understand the evolving needs of the business to anticipate and deliver new reports to drive additional business value
- Partner with various cross-functional teams including Marketing, Finance, Revenue Rec and Enablement to support critical initiatives.
Minimum Qualifications (Required):
- 3-5 years in a similar role
- Deep understanding of Professional Services, preferably within a Product company
- Strong interpersonal skills, both written and verbal
- Ability to effectively develop and present materials that are appropriate for the audience, and present to executive level partners
- Great teammate able to lead and work effectively at all levels of an organisation - including executive leadership - with the ability to influence others to move toward consensus.
- Strong situational analysis, negotiation and decision-making abilities.
- Ability to multi-task while managing deadlines, perform well under pressure, work independently and as a part of a team
- Detail and quality-oriented with the desire to quickly learn new concepts, business models, and technologies
- Quantitative analysis skills in data gathering, analysis and visualisation (Tool usage example: Excel, Gsuite, Tableau, Salesforce)
- Outstanding problem solving skills rooted in logical thinking