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Director, Field Sales Operations (EMEA)
Medallia
London, , United Kingdom
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Medallia is the global leader in Customer Experience Management. Our mission is to create a world where companies are loved by their customers; where organizations see you as a person and not just their next sale. We do this by building a bridge between hundreds of companies and billions of customers, around the world, enabling access to your eyes, ears, and hearts, so they may design and deliver extraordinary experiences, every single day.
The Role
• The Field Sales Operations Manager for the EMEA region will partner with the Vice President of Sales for EMEA, and supports all aspects of the core Sales Operations activities across the whole EMEA sales team.
• The individual will be responsible for defining, managing and executing the sales operating plan for EMEA, including running the operating plan, forecast, analytics, quota, territory / account assignment. The individual with also partner across the Enablement / Sales Ops / Strategy group, and other functional groups, to enable a predictable operational framework in a high growth environment. The individual will also be responsible for managing the EMEA sales initiatives, defined and driven by the sales leadership.
• This is a hands on role, with the remit to build out a team to support the growing sales team in the EMEA region
Responsibilities
• Serve as trusted advisor and ‘COO for Sales’ for the EMEA sales team
• Develop and manage the sales operating plan for EMEA
• Manage the standard sales cadence, including forecast, quota, account assignments, resource onboarding
• Define and run all analytics required by the field leadership in the EMEA region to effectively run the business, including Pipeline, Coverage, Forecast, Account Impact, Share analysis, Rep effectiveness.
• Create and manage all sales dashboards, in system (SFDC and Clari), and through BI tools
• Partner with sales teams and sales management, on educating how to drive through being data driven in Sales
• Support the field teams in driving adoption of sales methodologies, account planning, opportunity management and qualification
• Own the QSR (Quarterly Sales Review) process for the VP Americas
• Management of data integrity for the Americas
• Drive implementation of initiatives for the EMEA sales leadership team across Medallia
• Partner with Sales Compensation and Planning, through the yearly process, for compensation design optimization
• Own a number of worldwide programs & projects across the Strategy, Sales Operations & Enablement team
Minimum Qualifications
• 6+ years’ experience in sales operations roles, including in SaaS enterprise sales environment
• Bachelor's Degree or equivalent work experience
• Proven ability to thrive in a dynamic, fast-paced, results-oriented environment
Preferred Qualifications:
• MBA Preferred
• Exceptional business acumen, business partnering, and leadership skills
• Experience with salesforce.com and sales productivity tools
• Advanced excel/google modeling and analysis skills
• Strong presentation, communication, and writing skills including Powerpoint
• Attention to detail, data quality, accuracy
• Highly responsive and organized
• Positive attitude and passion for the opportunity
• Strong collaboration, teamwork, and partnership skills