Go-to-Market Strategy and Planning Manager, Medallia

• 3-5 years of experience in Sales Operations, Partner Operations experience a plus

Desirable

• Our Sales Operations Manager is a critical role that supports budgeting, forecasting, resource planning, and analysis activities for Medallia’s sales team
• As the strategic and operational partner to sales leadership, the successful candidate will need to be comfortable with a range of responsibilities from strategy to execution to retrospective, have an eye for detail, and demonstrate the ability to deliver results utilizing virtual teams
• To establish strong operational support in developing environments requires drive, determination, and comfort with autonomy
• The confidence to challenge and seek the best possible solution in any situation is crucial
• Medallia places great emphasis on openness, a collaborative approach, and honest opinions
• This role will report to the Director of GTM Strategy & Planning
• Partnership: Be the trusted day-to-day operational partner supporting a portion of the Direct Sales Team and the Global Partner/Channel Sales Team
• Planning & Analytics: Own the end-to-end process of tracking the sales funnel and operational metrics and deliver regular insights to the business leaders. Define and deliver recommendations to improve the funnel performance for sales management
• Develop and maintain PAM and AE territories, goals, compensation plans & incentives
• Maintain a high level of data hygiene
• Continuous focus on improving sales velocity by improving and aligning processes, systems, data/reporting, and other tools to enable teams
• Spearheading and driving operational improvements by developing, owning, evolving Sales operations cadence and identifying high-impact areas in our evolving processes
• Collecting business requirements as it pertains to sales automation tools including CRM (SFDC), and partnering with enablement teams to train and enable the field to utilize systems that increase sales efficiency
• Weekly review of sales activity and pipeline generation analysis and deliver presentations for Senior Executives
• Supporting ongoing analysis of business performance required to inform executive decisions on a daily basis and producing weekly & monthly reporting packages to track business health (e.g. Forecasting, Pipeline coverage & productivity, KPI Scorecard, TAM)
• Support Coverage Model, Capacity Planning, Territory Assignment & Quota Setting for the Partner/Channel Sales team
• Be a leader in creating a data-driven culture of decision-making with stakeholders
• Continually driving practice improvements to the Operational Cadence
• Managing queries that pertain to quota retirement