Manager, Sales Operations Jobs in Westford, United States


Manager, Sales OperationsBiscom TechnologiesWestford, MA Mission - Why We Exist, What We Do and Why We Need YouBiscom is an enterprise software company located in Westford, MA, providing a secure file transfer platform for its clients. Biscom focuses on transforming the way companies share information by providing a fast, reliable, and secure document delivery solution. In 1986, Biscom introduced the world’s first network-based computer fax server. Today, the company has evolved from its humble beginnings into a leading secure communication and messaging platform that powers the most complex requirements in industries, including healthcare and financial services, where security and speed matters most. As part of a recent investment by ParkerGale Capital at the tail end of 2021, the company is preparing to undergo a period of transformation and growth in 2023 and beyond.Biscom is seeking a highly talented Manager, Sales Operations. As a key member of the direct sales team this position will report directly into the Head of Sales and work closely with the Account Executives, Account Development Executives as well as the Channel Sales and Customer Success teams. In this role you will be responsible for a wide range of activities and processes within our sales organizations that support, enable, and drives our front-line sales teams to sell better, faster and more efficiently. You will be the subject matter expert in lead management, sales strategy, and territory structuring amp; alignment to sales process optimization, compensation plans, sales automation, training, RFI management, and data analytics and reporting.Outcomes - What You’ll AccomplishIn your first 6 weeks, you will:Connect with members of our Sales, Customer Success, Marketing, Product, Finance and Technology teams to understand our offerings and why our customers value them Study our current sales process and enablement material; ride along with our team to get acquainted with our messaging and competitive positioning Ramp up on our CRM, meeting cadence, and current sales methodologyTake accountability for the management and implementation of all technical tools and platforms including CRMs such as SalesforceDefine and refine the structured sales processes amp; methodology for better forecasting accuracy Define all stages of the sales process to improve conversions, shorten sales cycles, and maximize wins Create an interim formal proposal template that will include Biscom value proposition, sales quote and required contracts, in addition to establishing the process by which Sales team members will be required to deliver proposals to customers and prospectsWork with Sales, Customer Success and Finance leadership to plan and execute a Salesforce optimization program, that will include data validation/cleanup, field/format reconciliation, workflow compliance (win/loss), and evaluation of an integrated CPQ toolOptimize Sales onboarding assets to ensure new team members are starting strong; coordinate with People operations team to ensure employee onboarding assets are comprehensive and include sales positioningBuild Salesforce performance reports and dashboards for team consumption and closely manage compliance with sales methodology and tracking requirementsIncrease sales efficiency by influencing and working closely with the sales team to provide leads, manage transactions and effectively time manage Work closely with leadership to ensure alignment of Salesforce with new ERP tool, from tool evaluation, to selection and through implementationContribute to the continuous improvement of our sales process and playbookManage, analyze and report on sales data. You will be an expert and have a deep understanding of past sales data and performance trends and utilize this data to support accurate sales forecasting on future goals and needs. Manage the sales commission plans and incentives. Implement processes to incentivize over performers and resolve poor performance quickly.Measure and evaluate internal sales data along with external market and competitor research to determine the effectiveness of our products, sales process, or marketing campaignsAssume responsibility for training new and existing members of the sales teams in process and tools Ensure timely pipeline administration and coverage by the sales teams Advocate for cross functional collaboration by cultivating best practices amp; processes for recurring/non-recurring support and service revenue Take ownership and run the sales forecasting calls cadence with clear follow-up actions and accountabilityProduce ‘standard’ (non-solution) transactional product and service quotes for the sales organization when neededAdvocate for the sale of Service Agreements and Professional Services with the initial product saleManage the closure and the administrational processing of deals, including sales management of smaller run-rate accounts

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