Responsibilities: This multifunctional role is responsible for establishing and driving strategy, general operations, and enablement among a team of Business Development Managers and Account Managers across Japan. Reporting to the APJ Sales Operations leader, and a key partner to the Japan Head of Sales, the individual in this role must work to deeply understand all aspects of the business in order to serve as a trusted advisor to sales leadership and become the voice-of-the field. The Sales Excellence Manager is a true do-it-all role, working to enable the day-to-day and long-term needs and goals of the field. This role will deliver a balance of leading, doing and influencing, in partnership and close collaboration with the sales team, sales leadership, and partner teams.
Implementation of the defined sales and organizational blueprint for CBU business, optimizing for customer experience and financial performance.
Build and create a regular cadence on pipeline management, pipeline hygiene, coverage model, deals trends, closing rates, talent management etc.
Drive consistency and excellence in how the sales team in Japan sells - including account planning, account teaming, roles and responsibilities.
Remove process roadblocks on behalf sales leadership to help move deals faster and train sales leadership to ensure alignment to business processes.
Ownership and ongoing management of the incentive compensation consultancy and some of the quota management activities for Japan
Contribute to the business planning rhythm including preparation for, and participation in, the Monthly, Quarterly and Annual Rhythm-of-the-Business (RoB) activities.
Ensure the Japan sales team in your region leverages the common processes and tools developed for the wider CBU business.
Own consolidated input from Japan into the feedback loop for the APJ Sales team - which will be fed to partner teams on processes, tools and training requirements.
Refinement and evolution of our Customer and Partner segmentation based on business priorities
Leverage and provide input into development of reporting capabilities which enable visibility into revenue, forecast and attainment for sellers, sales managers and sales leaders.
Drive and govern the implementation, training and ongoing use of Salesforce.
Share best practices across wider CBU business.
Focused on becoming trusted advisor to the Japan Sales leader
Minimum 5 years’ experience in a sales operations role (7+ preferred)
BA/BS from an accredited college/university or at least 7 years of relevant professional experience
Excellent oral and written communications skills in both Japanese and English
Passion for driving revenue, client interaction, actively supporting existing business while assisting in the success of expanding into new business
Experience in sales and/or partnering with sales and understanding of the software industry preferred
Strong self-discipline and time management abilities; multitasker capable of switching easily and constantly between strategic and tactical work
Flexibility to maintain focus through change and ambiguity, navigate uncertain situations, and drive for clarity
Outstanding interpersonal skills, innovation, and the ability to motivate, inspire, and lead cross group/functional teams with a high degree of independence and success; ability to impact and influence at all levels of the org