Position Summary:
We are hiring a Business Analytics Manager to join the Sales Capability & Strategy team and lead the development of quota settings, forecast methodologies, and dive deep analysis to help the leadership to track performance and measure the business. We are looking for a candidate with creative, dynamic and results driven to help us support Account Segmentation, Quota Planning and Forecast processes. We’re looking for a motivated self-starter with strong analytical skills who’s passionate about managing operational processes, coordinating with the broader team to run, execute, and administer key projects and processes. You are an expert in process management and in building and maintaining a framework to centrally own our most important process for Sales. In this role you will work with multiple business stakeholders to gain consensus, document and create a central framework, and then to facilitate workflow and change management. The ideal candidate will be an expert in key sales support activities, including sales forecasting, revenue routing, segmentation design, quota setting, opportunity pipeline management, annual account planning, goals setting and organizational planning.
Key Responsibilities:
- Lead the process to gather third party and internal data, ensure good quality of the data to identify right measurement, KPI for account segmentation and planning process
- Retrieve and aggregate data from multiple sources and compile it into a digestible and actionable format
- Partner with Sales Leaders to design, develop, and document the process of account segmentation, quota planning needed to scale and grow our ads business
- Support decision making by providing requirements to develop analytic capabilities, platforms, pipelines and metrics then using them to analyze trends and find root causes of forecast inaccuracy
- Lead the forecasting process, develop solutions to create forecast methodology at product, AE and advertiser level. Create reporting tools to cascade the latest forecast to internal users, and external stakeholders.
- Present critical data in a format that is immediately useful to answer questions about the inputs and outputs of Sales Leadership team
- Improve upon existing forecast methodologies by developing new data sources, testing model enhancements, running computational experiments, and fine-tuning model parameters for new forecasting models
- Track and analyze key performance metrics within reporting tools for teams, AEs including pipeline growth, win/loss rates, and quota attainment. This role will be responsible for building and maintaining core reports and dashboards supportive of the changes being implemented to Salesforce (i.e. meetings being logged, opportunity pipeline, etc).
- Work independently as a go to person for day-to-day analytic needs
- Partner with engineers to produce the required data when it is not available
- Lead and conduct ad hoc analysis, ranging from the development of new metrics to the identification of root causes for fluctuations in revenue
- Drive the quarterly or annual Sales Operations processes – Account Segmentation, Account Planning, Quota Development, Sales Performance Management, Sales Incentive programs, data issue resolution.
Required Education & Experience:
- Ability to independently manage multiple projects simultaneously and prioritize responsibilities
- Ability to work cross-functionally with many teams and multi-tasks with a sense of urgency
- Have deep experience in sales processes and tools, calling upon her/his experiences in Salesforce
- CRM systems, sales quota and territory assignment and analytics to assist in supporting a world class Sales Team.
- Ability to write complex, and efficient SQL queries to extract data
- Excellent organizational skills including prioritizing, scheduling, time management, and meeting deadlines
- Excellent communication (verbal and written) and interpersonal skills, and an ability to effectively communicate with both business and technical team
- Work with internal and external Customers as needed to gather and document Business
- Requirements and User Stories, propose solutions, evaluate feasibility, technology assessment,
- ROI and complexity for a wide variety of potential process and system solutions.
- Masters degree (MBA, Business, Engineering, Statistics, Computer Science, Mathematics or related field)
- Partner with core internal Technical teams (CRM, Data Warehouse, etc.) to design and implement sales operations solutions to address customer needs.
- Drive core Sales Operations processes – Account Planning, Quota Development, Sales
- Performance Management, Sales Incentive programs, data issue resolution.
- 5+ years work experience in a role requiring application of analytic skills in a business analyst, data analyst or statistical analyst role
- Advanced knowledge of data mining and experience with SQL, data warehousing, statistical analysis tools, Microsoft Excel, and data visualization tools such as Tableau; experience extracting and processing data using SQL and Excel