The Sales Operations organisation is a professional, committed, flexible and dynamic International Team which provides an invaluable contribution to the success of the SUSE Sales Organisation (GCO). The position, is directly supporting Senior Sales Leadership and other members of the Sales Operations Team with in-depth analysis on actuals, pipeline and other performance metrics for the SUSE sales organization.

The role offers an excellent opportunity to drive a transformation to the Analytics function in SUSE and deliver action actionable insights that support business growth as the company scales. Meaningful analytics will help to shape the future direction of the GCO organisation making this a high-profile role with the organisation.

The role encompasses analysis, reporting and support to a growing Sales Organisation and for all aspects of the sales process from Planning, Forecasting, and Pipeline Management, based on current and future systems (SFDC, Power BI, etc.). Once on-boarded, the successful candidate will pro-actively drive the analytics cadence for the GCO. The role will engage with key stakeholders in the GCO organisation and other teams across SUSE to understand the reporting requirements and will work independently build, analyse and distribute performance dashboards to various audiences, utilising SUSE core systems.

Other responsibilities may include contribution to integration related projects geared towards improved Sales Force Automation where the candidate will represent the SUSE reporting requirements within a shared support organisation.

Responsilibities

• Forecasting (Anaplan)
• Working with Sales Ops, Sales Leadership and Finance to ensure the is a globally consistent Forecast reports for current and next quarter – for the Regional and Overlay sales teams.
• Analysis of week-on-week changes and variance to budget by Sales Region (Geo) and Route to Market
• Demonstration of pipeline coverage for forecasted numbers
• In arrears analysis of forecasting accuracy by Geo
• Development and ownership of key reporting packages and dashboards including the weekly and monthly forecast report package for distribution to key members of the SUSE management team.
• Cadence coordinator, for the sales operations team for some of their key deliverables, including global forecast inputs, Pipeline Reviews and QBR’s tracking timely input and responses.
• Predictive Analysis by leveraging existing BI tools and contribution to the enhancement of these tools. Analysis including
• Historical trends & achievement versus Revenue Growth plans by Solution, discounts comparison etc.
• Evaluation and analysis of quota attainment reports per Sale rep
• Pipeline, Forecast and Upside Analysis (pipeline quality & health) for current quarter and the next
• Pipeline Coverage, Yield and Velocity analysis in conjunction to give advice and guidance on the health and direction of the business
• Background preparation/analysis for Sales Ops Director for contributions to unit business reviews.
• Tracking and analysis of Leading Indictors
• Analysis of the pipeline funnel from Lead through to closure.
• Limited Travel will be required primarily for internal meetings.

Qualifications

• Strong commercial acumen. Extensive prior experience in an enterprise high tech or software environment with experience in a sales, finance, support role for sales or related groups.

• Strong people skills, since the role involves working and collaborating with multiple disciplines and business units across the company.
• Ability to work effectively across different cultures, team spirit, and a can-do and proactive approach is essential,

• Ability to work independently with minimum supervision, and at a distance and in some cases time zone from your direct manager and other key team members. Strong time management and organisational skills.
• Advanced analytical skills and a sound understanding of data structures. Strong data analysis skills including typical BI tools, both as a user and report developer.

• Ability to analyse and categorize big amounts of data with various BI tools is key, as well as efficient means of validating the quality of the information produced.
• Communication is a key part of the role, including the ability concisely summarize the outcome of a data analysis for a business audience.
• Experience of working in the sales or Go To Market organisation, ideally in a high tech industry, preferably software is an advantage.
• University level education is a strong preference
• Practical international experience in the Software / Software Consulting sector, exposure to CRM and Revenue/Market Analytical Tools is essential.

• Computer skills including advanced MS Excel, Word, PowerPoint and SalesForce is essential.
• Fluency in English is required. Command of a second European language (German, French, Dutch) is nice to have