Main characteristics
- Company
- Randstad
Job summary
job detailsSales Operations Lead, ANZ Startups
Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services
platform in the cloud (cloud computing). With AWS you can requisition compute power, storage, and
many other services gaining access to a suite of elastic IT infrastructure services as your business
demands them. AWS is the leading platform for designing and developing applications for the cloud and
is growing rapidly with hundreds of thousands of companies in over 190 countries on the platform.
We are seeking a Sales Operations Lead to partner with AWS Sales Leaders to define, land and execute
against our strategic priorities. This role will drive predictability in reporting and analyzing business trends
as well as participating in strategic planning for the business. The ideal candidate has broad technical
skills, strong financial acumen and a deep analytic background to assist the Sales teams in creating
efficiency, assessing performance and reporting & delivering results.
This position will be responsible for managing the rhythm of the business activities such as Monthly
Business Reviews, Quarterly Business Reviews, and other cadenced reporting and metrics. The position
will assist the Sales Managers in evaluating and forecasting attainment against quotas, utilizing various
CRM tools to derive well-vetted analysis, and other ad-hoc requests and analysis as needed. This
position will also be responsible for generating commission plans, managing the territory definitions and
account movements, and calculating commissions.
Key Responsibilities include, but are not limited to:
- Define the key sales support systems/processes required to meet the rapid growth of the
- business and develop mechanisms that enable scale.
- Manage the development of continuously-evolving forecast models and methodologies, owning
- the quantitative analysis of the performance of our sales team, customers, prospects, partners,
- markets, and products/services.
- Manage the monthly cadence of business reporting.
- Develop relationships and processes with sales, partner, finance, HR, sales operations, and other
- stakeholders to identify and address reporting issues.
- Assist Sales Managers in all aspects of evaluating their teams performance.
- Ensure accurate and timely sales commission calculations and payments.
- Identify reporting issues, gaps in processes, and drive timely resolution.
- Prepare ad hoc analysis & participate on projects as needed.
Key job responsibilities
Own annual sales planning for ANZ Startup business. Includes defining the account set,
segmenting customers and providing input to the headcount coverage model, forming accounts
into territories, assigning reps to territories and setting goal targets.
Own sales operations activities within ANZ. Includes forecasting, pipeline management,
conducting deal reviews, and revenue mapping and reconciliation.
Create and drive the business cadence, interlocking to our APJ and WW cadences and
developing a sufficient level of business knowledge to independently conduct business reviews
with leadership.
Optimize the productivity of sellers within your region, measuring and baselining sales output and
deploying mechanisms to improve productivity over time.
Prepare ad hoc analysis & participate on projects as needed.
BASIC QUALIFICATIONS
At least 5 years of leading a divisional Sales Operations/Finance function or similar
responsibilities supporting a mid-to-large scale multi-geographical hi-tech Sales Organization
Experience in multiple organizational functions such as compensation, forecasting, organizational
development, etc.
Demonstrated ability to define, refine and implement sales processes, procedures and policies
Ability to conduct sophisticated and creative analysis of complex data and translate the results
into actionable deliverables, messages, and presentations
Strong financial, analytical and communication skills.
Deep experience of Microsoft Office Suite required (extensive knowledge of Excel required)
Excellent cross group collaboration skills.
Bachelors degree is required
PREFERRED QUALIFICATIONS
Experience working within a high-growth, technology startup would be highly beneficial
MBA or other relevant advanced degree
Exhibits sound business judgment, a proven ability to influence others, strong analytical skills,
and a proven track record of taking ownership, leading data-driven analyses, and influencing
results
Strong written and verbal communication skills, with a track record of presenting to senior
management
Able to operate successfully in a lean, fast-paced organization, and to create a vision and
organization that can scale quickly
Highly organized, have multi-tasking skills, and efficient in ambiguous
Experience at a Startup
At Randstad Sourceright, we are passionate about providing equal employment opportunities and embracing diversity to the benefit of all. We actively encourage applications from any background.
Sales Operations Lead, ANZ Startups
Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services
platform in the cloud (cloud computing). With AWS you can requisition compute power, storage, and
many other services gaining access to a suite of elastic IT infrastructure services as your business
demands them. AWS is the leading platform for designing and developing applications for the cloud and
is growing rapidly with hundreds of thousands of companies in over 190 countries on the platform.
We are seeking a Sales Operations Lead to partner with AWS Sales Leaders to define, land and execute
against our strategic priorities. This role will drive predictability in reporting and analyzing business trends
as well as participating in strategic planning for the business. The ideal candidate has broad technical
skills, strong financial acumen and a deep analytic background to assist the Sales teams in creating
efficiency, assessing performance and reporting & delivering results.
This position will be responsible for managing the rhythm of the business activities such as Monthly
Business Reviews, Quarterly Business Reviews, and other cadenced reporting and metrics. The position
will assist the Sales Managers in evaluating and forecasting attainment against quotas, utilizing various
CRM tools to derive well-vetted analysis, and other ad-hoc requests and analysis as needed. This
position will also be responsible for generating commission plans, managing the territory definitions and
account movements, and calculating commissions.
Key Responsibilities include, but are not limited to:
- Define the key sales support systems/processes required to meet the rapid growth of the
- business and develop mechanisms that enable scale.
- Manage the development of continuously-evolving forecast models and methodologies, owning
- the quantitative analysis of the performance of our sales team, customers, prospects, partners,
- markets, and products/services.
- Manage the monthly cadence of business reporting.
- Develop relationships and processes with sales, partner, finance, HR, sales operations, and other
- stakeholders to identify and address reporting issues.
- Assist Sales Managers in all aspects of evaluating their teams performance.
- Ensure accurate and timely sales commission calculations and payments.
- Identify reporting issues, gaps in processes, and drive timely resolution.
- Prepare ad hoc analysis & participate on projects as needed.
Key job responsibilities
Own annual sales planning for ANZ Startup business. Includes defining the account set,
segmenting customers and providing input to the headcount coverage model, forming accounts
into territories, assigning reps to territories and setting goal targets.
Own sales operations activities within ANZ. Includes forecasting, pipeline management,
conducting deal reviews, and revenue mapping and reconciliation.
Create and drive the business cadence, interlocking to our APJ and WW cadences and
developing a sufficient level of business knowledge to independently conduct business reviews
with leadership.
Optimize the productivity of sellers within your region, measuring and baselining sales output and
deploying mechanisms to improve productivity over time.
Prepare ad hoc analysis & participate on projects as needed.
BASIC QUALIFICATIONS
At least 5 years of leading a divisional Sales Operations/Finance function or similar
responsibilities supporting a mid-to-large scale multi-geographical hi-tech Sales Organization
Experience in multiple organizational functions such as compensation, forecasting, organizational
development, etc.
Demonstrated ability to define, refine and implement sales processes, procedures and policies
Ability to conduct sophisticated and creative analysis of complex data and translate the results
into actionable deliverables, messages, and presentations
Strong financial, analytical and communication skills.
Deep experience of Microsoft Office Suite required (extensive knowledge of Excel required)
Excellent cross group collaboration skills.
Bachelors degree is required
PREFERRED QUALIFICATIONS
Experience working within a high-growth, technology startup would be highly beneficial
MBA or other relevant advanced degree
Exhibits sound business judgment, a proven ability to influence others, strong analytical skills,
and a proven track record of taking ownership, leading data-driven analyses, and influencing
results
Strong written and verbal communication skills, with a track record of presenting to senior
management
Able to operate successfully in a lean, fast-paced organization, and to create a vision and
organization that can scale quickly
Highly organized, have multi-tasking skills, and efficient in ambiguous
Experience at a Startup
At Randstad Sourceright, we are passionate about providing equal employment opportunities and embracing diversity to the benefit of all. We actively encourage applications from any background.
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