Regional Sales Operations Director

1 month ago

Beijing, Beijing, China Aspen Technology Full time

The role of Regional Sales Operations Director at Aspen Technology requires a highly motivated and organized individual to drive sales routines and best practices within the sales team in Greater China. This is a key position that supports the China Sales Leader to accelerate sales processes and drive growth for the region.

Key responsibilities include managing and driving regional operational and business analysis, including Quarterly Business Reviews, annual planning, and sales team effectiveness. Additionally, the successful candidate will be responsible for driving the region's bottom-up sales-outlook process, managing forecast and pipeline reporting, and ensuring data integrity in Salesforce CRM.

Your Impact

  • Manage and drive the region's operational and business analysis, inclusive of quarterly business reviews, annual planning, and sales team effectiveness.
  • Drive the region's bottom-up sales-outlook process and manage the forecast and pipeline reporting process.
  • Establish appropriate performance measures for sales management, sales account managers, and solution consultants to track progress of specific plans and programs.
  • Responsible for Salesforce CRM data integrity to help drive forecasting, reporting, and analysis.
  • Drive annual planning, including account assignments, quota assignments, headcount, and revenue planning.
  • Drive internal processes and address gaps and delays on a day-to-day basis to shorten the sales cycle with a focus on process improvements and automation.
  • Conduct periodic operations reviews to cascade strategy and process and ensure compliance.
  • Identify, highlight, and report against best-in-class performance to build overall sales effectiveness.
  • Provide training, coaching, and guidance to regional sales teams and new hires on Salesforce and other sales expected responsibilities.
  • Partner with Corporate Sales Operations to ensure incentive and reward programs are supported by a consistent and fair compensation structure.
  • Provide regional analysis of overall sales performance, trending, and predictability.
  • Implement consistent sales process and procedure standards across the organization, ensuring compliance with established AT standards and processes.
  • Manage sales administration and proposal administration functions, quarterly close, and interface to finance, legal, and commercial.
  • Refine pipeline management and forecasting methodologies.
  • Facilitate periodical review of country field top accounts and opportunity plans.
  • Drive standardization and efficiency within the sales team in alignment with company goals and expectations.

What You'll Need

  • 6-8+ years of experience in sales operations, preferably in a software sales environment.
  • Bachelor's degree required; advanced degree in a related field highly desirable.
  • Must be a self-starter with strong organizational skills, attention to detail, interpersonal skills, and critical thinking.
  • Must be proficient in conversational and written English.
  • Understanding of the solution selling process.
  • CRM experience required – Salesforce preferred.
  • Advanced experience working with Excel, Tableau, PowerPoint, and other business analytics.
  • Excellent analytical, negotiation, and problem-solving skills to enable informed decision-making.
  • Adept at business partnering and working with cross-functional teams, building meaningful business relationships.
  • Flexible to work extended hours during peak periods and multiple time zones.
  • Agility and demonstrated ability to deliver results and adapt to changing business requirements; ability to plan, organize, and manage multiple priorities.
  • Strong written, presentation, and oral communication skills are imperative.
  • Strong business acumen, prior sales experience, and/or pricing experience a plus.
  • Demonstrated success at establishing and cultivating 'C' level consultative relationships.
  • Experience leading teams in a matrix organization with indirect supervision.
  • Self-motivated with the ability to work independently and serve a diverse global sales operations team.

Salary Range: $120,000 - $180,000 per annum

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