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Senior Director, Sales Operations - Enablement and Tools
Akamai
Cambridge, MA, United States
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Overview
This high-impact and high-visibility role is responsible for delivering highly scalable infrastructure to support globally distributed sales and finance operations teams. The successful candidate will provide principle business ownership for sales-related systems and work effectively across multiple departments to provide direction, project management, and thought leadership to create and support global operational processes. The Senior Director will set priorities, create roadmaps, and execute their vision for integrated systems and processes.
In this role they will directly manage the organization that administers our salesforce.com environment including customer and contact administration, opportunity and forecasting, and systems enhancements in partnership with IT. This leader will be expected to envision and bring to fruition the systems and process improvements that are required to manage sales territories, develop quota and territory management methodologies, and integrate various platforms such as Anaplan and Xactly into standard data flows and work flows.
This position will report directly into the Vice President, Global Sales Operations. The successful candidate must be a solutions-oriented, dynamic team player who will operate as a technical leader as well as strong business analyst and advisor.
As a Senior Director, Sales Operations you will:
• Create and execute a vision and roadmap to continuously develop and improve our sales operations infrastructure and work processes. Engage in long term planning of systems and process expansion and budget to ensure sales and company needs are met. Collaborate across various stakeholders to build alignment and consensus.
• Directly responsible for salesforce.com administration including customer and contact administration (load, data hygiene, data integration,) opportunity management and end user experience.
• Directly responsible for Anaplan environment administration in support of territory and quota processes as well as forecast reporting.
• Lead and motivate a team of technical and operational professionals.
• Will be the leader to provide project management and oversight of cross-functional initiatives related to sales operations, systems integration and vendor management, and operations planning.
• Set and enforces standards for salesforce.com and integrated system data quality.
• Motivate end users and drive strong adoption of systems and processes; ensure better understanding of our customer base, revenue generation and new business leads.
About the Team
The Sales Operations team manages all operational aspects of Akamai's Global Sales organization. These include such activities as revenue and productivity planning, reporting and analyzing key performance metrics, to developing processes within the organization to drive efficiency gains. The Sales Operations team is responsible for both general business management and the business intelligence environment for sales.
Required Education and Experience:
• 15+ years of relevant experience and a Bachelors degree or
• 12+ years of relevant experience and a Masters degree or
• 10+ years of relevant experience and a PhD or
• Relevant professional experience
Required Skills:
• 15+ years of experience managing Sales Operations and/or Enablement Organizations.
• 5+ years of experience managing Salesforce.com and surrounding business processes such as forecasting, territory and quota setting, and data management.
Desired Skills
• Very strong analytic skills; able to understand, analyze and organize complex concepts and projects.
• Hands on technical depth with salesforce.com and BI reporting tools such as OBIEE, Cognos, Tableau or similar product. Experience with OBIEE and Wave preferred.
• Experience implementing and owning the configuration and administration of sales support systems such as SFDC, Anaplan, Xactly, Marketo or other similar platforms.
• Subject matter expertise in core sales operations and marketing concepts and principles; a thought leader in best practices supporting a distributed sales and marketing organization.
• Demonstrated knowledge of the software development lifecycle and of software design and project management methodologies.
• Shows exceptional business acumen, strategic planning, analytical and communication skills; must be able to work effectively with and be able to influence all levels of employee from analyst to C-Level executive.
• Consulting experience and/or past technical experience directly administering SaaS solutions or BI solutions in a sales operations environment highly preferred.
• Able to swiftly shift from strategic planning to tactical administration. Comfortably in a rapidly growing and changing environment.
• Possesses high ethics, integrity, humility and desire to work as a team player.
• Excellent people management skills with an ability to prioritize and delegate.
• Experience managing employees located in globally remote offices.
• Demonstrated operational process thought leader who can conceptualize, initiate and drive change in a matrix organization environment.
• PMP certification or equivalent certification or work experience a plus
Akamai Technologies is an Affirmative Action, Equal Opportunity Employer that values the strength that diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, protected veteran status, disability, or other protected group status.