Sales Operations Manager - Datacenters
Over onze klant
We are present in 7 countries in Africa, with two operational state-of-the-art, "metro-edge" facilities in Uganda and Ethiopia and similar facilities under construction in DRC, Côte d'Ivoire, Mozambique, Tanzania, and Angola due for completion during 2024.
Our company has further investments planned across Africa as it continues to expand its footprint and presence on the continent. Our company currently counts on about 75 professionals across different offices located in Amsterdam, Dubai, Nairobi, Kampala, Addis Ababa, Maputo, Abidjan and Kinshasa to help realize its mission.
Functie
The Sales Operations Manager plays a pivotal role in the strategic planning, execution, and optimization of sales operations. This individual is responsible for overseeing the sales support functions, ensuring operational excellence, and driving initiatives that support the sales team in achieving revenue targets.
The ideal candidate will have a deep understanding of the data centre industry, sales operations management, and the ability to drive efficiency and effectiveness within a dynamic sales environment. The remit spans strategic planning, forecasting, data analysis, reporting, deal velocity, pipeline management, quoting, approval flow, deal management and target setting.
Working Relationships Reports to EVP Sales & Marketing
Works Closely with In-country GMs and local Sales teams (7 markets currently), VP Corporate & Business Development and the group financial management team
Job Responsibility
1. Forecasting and Analytics:
• Oversee sales forecasting, pipeline management, and performance analytics.
• Provide actionable insights to sales leadership based on data analysis to inform decisionmaking and strategy adjustments.
• Achieve competitive edge through analysing activity levels, reviewing trends/risks and
evaluating pipeline participation to ensure appropriate focus and optimal sales coverage.
• Optimise the health of the business through a rolling 4-quarter pipeline review including
salespeople and sales regions.
1. Sales Support and Coordination:
• Manage sales support functions, including proposal development, contract management,
and customer inquiries.
• Support global and in-country sales team on deal structuring and pricing, ensuring target
profitability levels are achieved.
• Ensure the sales team has the necessary support and resources to achieve their goals.
1. Strategic Sales Planning:
• Collaborate with sales leadership to develop and implement strategic sales plans that align
with company objectives and market opportunities within the data centre sector.
1. Sales Process Optimisation:
• Analyze and optimize sales processes and workflows to improve sales efficiency and
effectiveness.
• Identify bottlenecks and implement solutions to streamline operations.
• Strengthen deal velocity by removing impediments, engaging appropriate subject matter
experts, reviewing strategic deals and providing issue resolution throughout the sales
cycle.
1. CRM and Sales Tools Management:
• Ensure the CRM system and sales tools are effectively implemented and utilized by the
sales team.
• Lead initiatives for the adoption of new technologies and platforms that enhance sales
productivity.
1. Performance Management:
• Track and report on sales performance metrics to management, Board and external
parties as required.
• Identify areas for improvement and work with sales leadership to implement strategies to
achieve sales targets.
1. Target Setting and Compensation Planning:
• Own the sales territory and account mapping process.
• Participate in the annual sales target and compensation planning process with
management and finance.
• Own the repository for the salespeople signed commission plans.
1. Cross Functional Collaboration:
• Work closely with finance, and in particular the Group business control function, to align
on reporting, forecasting, pricing and analytics
• Work closely with the marketing, and operations teams to ensure alignment and support
sales initiatives.
• Facilitate communication and collaboration between departments to support sales efforts.
1. Training and Enablement:
• Develop and implement sales training and enablement programs to ensure the sales team
is equipped with the knowledge and skills to effectively sell data centre solutions.
Profiel
Person Specification
Education
• Bachelor's degree in Finance, Marketing, Business Administration,
Engineering or a related field.
Experience
• 5+ years of experience in sales operations, preferably within the data centre or related IT services industry.
• Bachelor's degree in Business Administration, Marketing, Information Technology, or a related field.
• Strong analytical skills and proficiency in sales analytics tools and CRM
software (e.g., Salesforce, MS 365 Dynamics) Must be a power user of Excel and PowerBI
• Experience working in an international environment, with an emerging market, ideally African, exposure
• Excellent communication skills, both written and verbal, and ability to present to stakeholders at all levels
• Ability to work independently and as part of a team in a fast-paced and dynamic environment
• Strong attention to detail and ability to prioritize tasks effectively* Excellent organizational and project management skills, with the ability to manage multiple priorities in a fast-paced environment.
• Deep understanding of the data centre market, including products, services, and customer needs.
• Strategic thinker with a proactive approach to problem-solving and process improvement.
Other personal and behavioral dispositions
• An ability to look at a dashboard or report and explain the story behind the data, not just the data you see.
• Is continuously looking ahead and analyzing the business, anticipating problems before they happen.
• Has relentlessly high standards and is action and results-oriented with the ability to inspire others.
• Can "take charge" and manage ambiguity.
• Is experienced and proficient in working in a matrix organization and leading by influence.
• Driven and eager to join a fast-growing company delivering tangible impact in Africa.
Aanbod
Great remuneration and package!
We are present in 7 countries in Africa, with two operational state-of-the-art, "metro-edge" facilities in Uganda and Ethiopia and similar facilities under construction in DRC, Côte d'Ivoire, Mozambique, Tanzania, and Angola due for completion during 2024.
Our company has further investments planned across Africa as it continues to expand its footprint and presence on the continent. Our company currently counts on about 75 professionals across different offices located in Amsterdam, Dubai, Nairobi, Kampala, Addis Ababa, Maputo, Abidjan and Kinshasa to help realize its mission.
Functie
The Sales Operations Manager plays a pivotal role in the strategic planning, execution, and optimization of sales operations. This individual is responsible for overseeing the sales support functions, ensuring operational excellence, and driving initiatives that support the sales team in achieving revenue targets.
The ideal candidate will have a deep understanding of the data centre industry, sales operations management, and the ability to drive efficiency and effectiveness within a dynamic sales environment. The remit spans strategic planning, forecasting, data analysis, reporting, deal velocity, pipeline management, quoting, approval flow, deal management and target setting.
Working Relationships Reports to EVP Sales & Marketing
Works Closely with In-country GMs and local Sales teams (7 markets currently), VP Corporate & Business Development and the group financial management team
Job Responsibility
1. Forecasting and Analytics:
• Oversee sales forecasting, pipeline management, and performance analytics.
• Provide actionable insights to sales leadership based on data analysis to inform decisionmaking and strategy adjustments.
• Achieve competitive edge through analysing activity levels, reviewing trends/risks and
evaluating pipeline participation to ensure appropriate focus and optimal sales coverage.
• Optimise the health of the business through a rolling 4-quarter pipeline review including
salespeople and sales regions.
1. Sales Support and Coordination:
• Manage sales support functions, including proposal development, contract management,
and customer inquiries.
• Support global and in-country sales team on deal structuring and pricing, ensuring target
profitability levels are achieved.
• Ensure the sales team has the necessary support and resources to achieve their goals.
1. Strategic Sales Planning:
• Collaborate with sales leadership to develop and implement strategic sales plans that align
with company objectives and market opportunities within the data centre sector.
1. Sales Process Optimisation:
• Analyze and optimize sales processes and workflows to improve sales efficiency and
effectiveness.
• Identify bottlenecks and implement solutions to streamline operations.
• Strengthen deal velocity by removing impediments, engaging appropriate subject matter
experts, reviewing strategic deals and providing issue resolution throughout the sales
cycle.
1. CRM and Sales Tools Management:
• Ensure the CRM system and sales tools are effectively implemented and utilized by the
sales team.
• Lead initiatives for the adoption of new technologies and platforms that enhance sales
productivity.
1. Performance Management:
• Track and report on sales performance metrics to management, Board and external
parties as required.
• Identify areas for improvement and work with sales leadership to implement strategies to
achieve sales targets.
1. Target Setting and Compensation Planning:
• Own the sales territory and account mapping process.
• Participate in the annual sales target and compensation planning process with
management and finance.
• Own the repository for the salespeople signed commission plans.
1. Cross Functional Collaboration:
• Work closely with finance, and in particular the Group business control function, to align
on reporting, forecasting, pricing and analytics
• Work closely with the marketing, and operations teams to ensure alignment and support
sales initiatives.
• Facilitate communication and collaboration between departments to support sales efforts.
1. Training and Enablement:
• Develop and implement sales training and enablement programs to ensure the sales team
is equipped with the knowledge and skills to effectively sell data centre solutions.
Profiel
Person Specification
Education
• Bachelor's degree in Finance, Marketing, Business Administration,
Engineering or a related field.
Experience
• 5+ years of experience in sales operations, preferably within the data centre or related IT services industry.
• Bachelor's degree in Business Administration, Marketing, Information Technology, or a related field.
• Strong analytical skills and proficiency in sales analytics tools and CRM
software (e.g., Salesforce, MS 365 Dynamics) Must be a power user of Excel and PowerBI
• Experience working in an international environment, with an emerging market, ideally African, exposure
• Excellent communication skills, both written and verbal, and ability to present to stakeholders at all levels
• Ability to work independently and as part of a team in a fast-paced and dynamic environment
• Strong attention to detail and ability to prioritize tasks effectively* Excellent organizational and project management skills, with the ability to manage multiple priorities in a fast-paced environment.
• Deep understanding of the data centre market, including products, services, and customer needs.
• Strategic thinker with a proactive approach to problem-solving and process improvement.
Other personal and behavioral dispositions
• An ability to look at a dashboard or report and explain the story behind the data, not just the data you see.
• Is continuously looking ahead and analyzing the business, anticipating problems before they happen.
• Has relentlessly high standards and is action and results-oriented with the ability to inspire others.
• Can "take charge" and manage ambiguity.
• Is experienced and proficient in working in a matrix organization and leading by influence.
• Driven and eager to join a fast-growing company delivering tangible impact in Africa.
Aanbod
Great remuneration and package!
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