Sales Planning & Strategy Advisor
What you’ll achieve
As part of the GBO (Global Business Operations) team, you will be in charge of sales territories and quota planning for a subset of EMEA (Europe, Middle East, and Africa) countries. The GBO team is part of Dell Finance Organization, and provides operational support, financial insights, and controls governance to the sales leadership teams.
This team combines a unique set of skills in finance, commercial controllership, sales strategy, and sales operations.
The GTM (Go To Market) and quota operations COE (Center of Excellence) is a key enabler and execution arm of our GTM (Go To Market) strategy, and will be continuously collaborating with the countries GBO (Global Business Operations) teams and Sales leadership.
This is a great opportunity to join EMEA (Europe, Middle East, and Africa) Global Business Operations and take on a strategic leadership role that will involve working cross functionally, with a global engagement, and regular interaction with senior management.
You will :
Hierarchy Management– Act as custodian for Resources Manager hierarchy & account data relationships, ensuring proper rep placement, role assignment, account assignment, sales channel, proper segmentation & tiering, account linkage, parent-sub relationships, manage duplications, and accurate account AMO (Addressable Market Opportunity)
Territory Portfolio Formation – Aligning with GTM (Go To Market) territory guidance and account potential, build account portfolios and leveraging talent analytics data (skill set, tenure, seller capacity) to provide best match assignment of resources to portfolio ensuring appropriate coverage and seller opportunity
Quota roll process – Performs operational execution of quota assignment at rep and manager level, using IQM (Integrated Quota Management) tool as it gets rolled out, includes reviewing Quota walk, i.e. translation of financial regional targets into sales compensation metrics and territory financial goals. Reviews and validation of rep quotas and adjusts based on feedback and governance. Interlock with GTM (Go to Market) Strategy to solve for outliers and non- compliance
Territory and quota Governance – Interlock with GTM (Go To Market) strategy and with GBO (Global Business Operations) Business Partners to solve for outliers and non- compliance to guidelines
Change advocate towards automation and better use of technology, seeking constant improvement of quota accuracy by leveraging Sales Compensation analytics
Take the first step towards your dream career
Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:
Essential Requirements
Over 5 years of work experience with Proven skills in building strong business partnership within CFO and Sales. With a Bachelor, or a graduate degree in Business, Finance or Science.
Good knowledge around Sales GTM, Sales Alignment, Sales Compensation/Metric Plans
Analytical and detail-oriented profile with strong problem solving skills
Comfortable with changing environment and able to work under the pressure and within tight deadlines
Strong sense of ownership and Accountability with proactive process improvement ability.
Lieu de travail
Maroc| Casablanca, Maroc
Date d'expiration
23 Mai
Niveau de poste
Confirmé / Expérimenté
Secteur d'activité
Informatique, Télécom, Internet
Nombre de postes
01
As part of the GBO (Global Business Operations) team, you will be in charge of sales territories and quota planning for a subset of EMEA (Europe, Middle East, and Africa) countries. The GBO team is part of Dell Finance Organization, and provides operational support, financial insights, and controls governance to the sales leadership teams.
This team combines a unique set of skills in finance, commercial controllership, sales strategy, and sales operations.
The GTM (Go To Market) and quota operations COE (Center of Excellence) is a key enabler and execution arm of our GTM (Go To Market) strategy, and will be continuously collaborating with the countries GBO (Global Business Operations) teams and Sales leadership.
This is a great opportunity to join EMEA (Europe, Middle East, and Africa) Global Business Operations and take on a strategic leadership role that will involve working cross functionally, with a global engagement, and regular interaction with senior management.
You will :
Hierarchy Management– Act as custodian for Resources Manager hierarchy & account data relationships, ensuring proper rep placement, role assignment, account assignment, sales channel, proper segmentation & tiering, account linkage, parent-sub relationships, manage duplications, and accurate account AMO (Addressable Market Opportunity)
Territory Portfolio Formation – Aligning with GTM (Go To Market) territory guidance and account potential, build account portfolios and leveraging talent analytics data (skill set, tenure, seller capacity) to provide best match assignment of resources to portfolio ensuring appropriate coverage and seller opportunity
Quota roll process – Performs operational execution of quota assignment at rep and manager level, using IQM (Integrated Quota Management) tool as it gets rolled out, includes reviewing Quota walk, i.e. translation of financial regional targets into sales compensation metrics and territory financial goals. Reviews and validation of rep quotas and adjusts based on feedback and governance. Interlock with GTM (Go to Market) Strategy to solve for outliers and non- compliance
Territory and quota Governance – Interlock with GTM (Go To Market) strategy and with GBO (Global Business Operations) Business Partners to solve for outliers and non- compliance to guidelines
Change advocate towards automation and better use of technology, seeking constant improvement of quota accuracy by leveraging Sales Compensation analytics
Take the first step towards your dream career
Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role:
Essential Requirements
Over 5 years of work experience with Proven skills in building strong business partnership within CFO and Sales. With a Bachelor, or a graduate degree in Business, Finance or Science.
Good knowledge around Sales GTM, Sales Alignment, Sales Compensation/Metric Plans
Analytical and detail-oriented profile with strong problem solving skills
Comfortable with changing environment and able to work under the pressure and within tight deadlines
Strong sense of ownership and Accountability with proactive process improvement ability.
Lieu de travail
Maroc| Casablanca, Maroc
Date d'expiration
23 Mai
Niveau de poste
Confirmé / Expérimenté
Secteur d'activité
Informatique, Télécom, Internet
Nombre de postes
01