Description:
About VERITAS
Veritas solves what no one else can. With an industry-leading product portfolio, we offer proven, modern, and integrated technology that brings together availability, protection, and insights. Our Veritas Enterprise Data Services Platform addresses current and future data issues end-to-end – keeping mission-critical workloads highly available, protecting data everywhere, and providing insights to optimize costs and maintain regulatory readiness.
Veritas supports 500+ data sources, 150+ storage targets, 50+ clouds, and any deployment model imaginable. We serve 99% of the Fortune 100, 90% of the Fortune 500, and are the market leader in Software-defined Storage, Data Protection, and Archiving.
Veritas Customer Success is responsible for ensuring that Veritas’ customers are successfully exceeding the value of their investment in Veritas solutions and coordinating the company focus on the end-to-end customer relationship. Customer Success includes customer support and care, professional and business critical services, and renewal sales.
Veritas' vision is to enable organizations to thrive in this new world of digital business. Did you know that the International Data Corporation (IDC) predicts that data will double every 2 years, reaching 44 zetabytes by 2020? That's more bytes than gallons of water in the ocean and an exponentially growing problem for businesses. Veritas helps organizations harness the power of their data & turn it into actionable insights.
We believe information is everything! Data is an organization's digital currency; a critical business asset that is growing in value. We are the only company that provides a data management platform to address the core challenge of accessing, managing, and analyzing all of their data, no matter where it is, in real time - allowing organizations to truly maximize the value of their data.
Veritas Worldwide Field Operations Organisation (WFO)
The WFO team are critical to Veritas’ success. This group engages with the customer from the first contact of discussing how Veritas can support the key business challenges through to implementation of the solution to supporting the technical teams internally. The WFO organisation works collaboratively to maintain a winning, ambitious and putting the customer first culture. We are focused on building solutions offering true value to the customers. Our WFO Leadership lead by example, inspiring and motivating all those in the organisation. We offer bespoke world class enablement programmes for Sales, Pre Sales, Customer Services, Consultants and Technical Support as we firmly believe that our talent is key to our success.
Scope of Role
The role of Sales Operations Analyst is to support the Veritas EMEA business by providing dedicated support to one of the EMEA Sales Regions. The Sales Ops Analyst partners with Sales Managers and Operations Directors to identify and highlight opportunities to drive performance and growth in their business using data and insights.
Key Objectives
- Act as a business partner for a Sales region and support EMEA Sales Ops HQ
- Performance Management of a sales region and associated sales teams
- Run an effective and efficient pipeline and forecasting process
- Drive a consistent Sales Methodology and robust deal management processes
Responsibilities
- Support the Regional Sales Leader in all business-related activities
- Complete strategic analyses to drive the evolution of the business and drive performance of the Sales Region
- Timely interpretation of data and key metrics to prioritise actions and make decisions
- Create and present data insights and analysis by Region, Cluster and Sales Rep and support Quarterly Business Review (QBR) preparation
- Partners with District Sales Manager (DM) to implement the Cadence and highlight opportunities to drive performance and growth in their business using data and insights
- Provides District Sales Manager (DM) with regular insights for his territory that will improve productivity
- Proactively identify and highlight the areas in which the Region, Territory / Rep needs to focus and improve
- Track the business to reach planned growth targets
- Run an effective and efficient pipeline and forecasting process
- Maintain standards and discipline to underpin a robust forecast and drive accurate Sales forecasting along with the District Sales Manager
- Be responsible for the accurate presentation of the forecast and ensure the business is predictable using a 90-day forecast
- Supports Regional Vice President and District Sales Manager (DM) during forecast calls as needed
- Highlights issues during forecast calls and ensures key information is captured
- Monitor opportunity pipeline coverage and provide Sales Leaders with data insights regarding all aspects of the pipeline
- Ensure effective CRM hygiene is undertaken by the sales team, highlight any issues
- Drive a consistent Sales Methodology and robust Sales processes
- Ensure regular Deal and Account reviews are scheduled and conducted and support the District Sales Manager during Review Meetings
- Ensure Close-plans are being created and tracked
- Track bookings against forecast and ensure all adjustments are tracked
- Support Planning activities for the Sales Region
- Support the annual planning cycle with coverage reporting and analytics
- Support the Go to Market coverage model and quota setting process for the regions
- Collaborate with the Compensation team to track sales quota attainment and ongoing quota management and provide data analysis as needed
- Complete Ah hoc analysis as needed to drive business performance
- Drive improvements in Dashboards and Reporting
- Participate in initiatives to enhance CRM Dashboards and Standardize or Automate Reporting
Qualifications/Skills
- Strong communication skills in both oral and written forms
- Business partnering skills with both senior sales and operations leaders
- Ability to speak up and challenge the Status Quo
- An ability to Influence and gain support
- A self-starter with an ability to work on own initiative without needing direction
- A curious mind that thrives on critical thinking and problem solving
- Advanced Presentation Skills, strong Microsoft PPT and OneNote experience, with the ability to create and present effective decks
- Advanced Microsoft Excel skills (v-lookup, pivot tables, advanced formulae’s, data analysis with >10k rows)
- Oracle CRM skills to an intermediate level or extensive CRM experience
- High Level of Fluency in English is required, a language spoken in one of the Sales Regions is a strong advantage
Experience
- Proven record working in a fast-paced demanding environment that changes frequently
- Proven Experience with Sales Operations Planning and forecasting Processes is essential
- Proven track record managing and influencing a Business Partner
- Experience working in a virtual team is desirable
- 5 years + Experience working in the technology sector