Lead Revenue Operations Analyst

OPENTEXT
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

Summary

An opportunity to join a global and dynamic sales operations team, the role is ideally based in Waterloo, Canada or Bulgaria. The Revenue Ops Manager provides direct support to the sales leadership team and an essential interface to the corporate operations function and other corporate functions.

Position Description:

The role reports to the Sr. Director of Content, Experience & Global Accounts Sales Operations and provides direct support to the SVP of Sales.

The role will provide operational support and analysis to the SVP and VP's focusing on Sales Process Excellence, Process and project management while also being a primary interface into the corporate operations, billing operations, compensation and finance teams.

Responsibilities include ensuring corporate sales processes are understood, communicated and practiced, developing effective reports and preparing thoughtful analysis on trends, as well as streamlining and automating processes. In addition, includes being responsible for continuous sales processes improvement initiatives centred around forecasting, reporting & analysis, adoption, partnering and lead process management.

A critical success in this role will be the ability to provide efficient support to the sales organization, and, to communicate and work collaboratively with other groups across the global OpenText organization.

Analysis and Management Reporting:

• Review weekly forecast and pipeline reports to ensure accuracy. Pro-actively follow-up on deals that need clarification and provide insight on quality of forecast and pipeline.
• Provide thoughtful analysis on management dashboards to facilitate effective understanding of progress, achievements and gaps; includes pipeline analysis, closed deal analysis, competitors, etc. Communicate key information and analysis to global sales management.
• Ensure account and opportunity data in is accurate. Proactively resolve any discrepancies to ensure reporting is timely and accurate.
• Review and analyse operational and sales financial information to enable effective decision making.

Sales Processes:

• Contribute to processes and reporting around sales staffing, hiring and on-boarding, including assessing and planning resources (location, roles, development and alignment with other resources.)
• Recommend and provide relevant information and analysis on customer segmentation, account assignments and territory coverage.
• Be point person to communicate and address compensation plans. Includes communicating plan design and structure, and, local analysis/verification of performance data.
• Address questions from sales leadership on OT processes, comp plans etc
• Identify areas where processes need to be automated and/or streamlined. Lead regional process improvement initiatives. Demonstrate thought leadership around sales processes and operations.

Business Planning:

• Partner with the Sales Leader to assist with all elements of business planning, progress reporting and outcome measurement.
• Assist with the design, implementation and review of any regional initiatives required by the Sales Leader

General Responsibilities:

• Collaborate effectively with departments and cross-functional groups to ensure company goals are achieved.
• Other responsibilities and key result areas will be assigned as required.

Education and Experience Requirements:

Minimum Level of Education: Bachelor's degree with MBA or other relevant Master's Degree, a plus.

Type of Experience and Minimum Number of Years:

Minimum 5 years relevant business experience with at 2+ years managing operations and complex processes– ideally with broad experience in a variety of operational and support roles. Must have experience working closely with senior executives. Previous sales operations management experience preferred.

Worktime Flexibility / Travel Requirements:

The role is largely office based with some potential regional travel.

OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at