Sales Enablement Analytics Manager

2 weeks ago

Quebec City, Canada EXFO Full time

Sales enablement analytics Manager

**Main locations**:Quebec, Quebec, CA
- Ville Saint-Laurent, Quebec, CA**Job Type**:Full-time**Workplace type**:Hybrid**Offer number**:4341EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyperscalers and leaders in the manufacturing, development and research sector. Building on our 35 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks. With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has deployed over 250 assurance systems worldwide. We’re always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.
- EXFO develops smarter network test, monitoring and analytics solutions for the world’s leading telecommunications service providers, network equipment manufacturers and webscale companies—and we love what we do With nearly 1,900 employees in more than 25 countries, EXFO is no. 1 worldwide in fiber optic test solutions and has the largest active assurance deployment. Our broad portfolio of intelligent hardware and software solutions enable our customer’s network transformations related to fiber, 5G, virtualization and big data analytics. We’re always looking for top talent to help us lead the way in a thriving industry with boundless opportunities.**Job summary**
- Reporting to the Director Sales & Channel Operations, as Manager, Sales Operations at EXFO, you will drive the development, execution and evolution of our Sales Operations Vision. This role encompasses managing various aspects of sales operations, including business analysis, forecast management and sales compensation which includes leading a team of sales compensation analysts and technicians. You will play a pivotal role in enabling our sales team to achieve their targets and contribute to the company's growth and success.**What you’ll do**
- **Sales Compensation Program Management**: Administer and optimize sales compensation plans to incentivize sales representatives and align compensation and seller behavior with business objectives.
- **Manage Sales Analytics and Reporting**: Partner with the sales and partner team and utilize data-driven insights to track, analyze, and report on key sales performance metrics. Provide recommendations and insights to improve go-to-market strategies. Support the department in its sales governance mandate.
- **Sales Forecasting**: Work closely with the sales leaders to develop and maintain accurate sales forecasts, ensuring timely and reliable predictions for revenue and resource planning.
- **Collaboration with leadership team**: Partner closely with the Director, Sales Operations and other key stakeholders to develop and implement the sales operations 2.0 vision, aligning it with the company's strategic goals and objectives.
- **Go-to-market and sales process optimization**: Utilize data-driven insights to identify opportunities for improvements in our go-to-market strategies, territory, and account planning, as well as sales operations processes and procedures.
- **Documentation and Reporting**: Develop and maintain comprehensive documentation for sales operations policies and procedures. Generate regular reports to provide insights to senior management.
- **Team Leadership**: Lead and mentor the existing team of sales compensation technicians, ensuring their continued professional development and growth.

**What we’re looking for**

**Abilities**:

- Knowledge of sales compensation and incentive programs is a strong asset.
- Excellent analytical and problem-solving abilities.
- Excellent understanding of data analytics and master data to allow effective interface and collaboration with the data management team.
- Ability to adapt to a dynamic and evolving environment.

**Skills**:

- Strong analytical skills with the ability to interpret and leverage data to drive decision-making.
- Excellent communication and collaboration skills to effectively work with the sales team and leadership.
- Ability to develop comprehensive sales reports and documentation.
- Proficiency in sales performance management systems (e.g.: Xactly) or CRM systems and sales analytics tools including Excel.
- Strong leadership and team management skills.

**Personal Traits**:

- Highly organized and detail-oriented.
- Assertive and direct in communication, with a strong ability to influence and persuade.
- Strategic thinker with a clear vision for developing and implementing sales operations improvements.

**Experience**:

- Minimum 5-7 years of relevant experience in sales operations, business analytics, or a related field.
- Proven track record of managing sales compensation programs.
- Experience in sales analytics and/or sales forecasting

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