Sr Analyst Manager of Sales Operations & Enablement Atlanta GA

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Overview:

The Sales Operations & Enablement Lead will be aligned to Equifax Workforce Solutions (EWS) Government Line of Business and support that LOBs leader and his/her sales/revenue generating organization from an operational perspective while solid-lining into the Sales Ops & Enablement team for EWS. The Sales Ops & Enablement Lead will act as a conduit between the teams he/she supports and the rest of the Sales Ops & Enablement organization while being responsible for activities highlighted in the next section.

What Youll Do:

Pipeline Management:

Maintain finger on the pulse of the LOBs pipeline by stage to ensure reports are generally accurate

Understand conversion rates seasonality and ACV targets to know if we have enough coverage

Be able to pull report & analyze data from Salesforce (SF) to spot trends in sales cycles deal sizes and win rates so they may be used as leading indicators of future revenue

Able to track explain and eventually anticipate movements like why pipeline increased or decreased across periods

Improve ACV closed-won forecast accuracy and advise sales & finance leaders on leading indicators of overall business health or flag areas of concern

CRM Hygiene:

Ensure SOPs are followed and that opportunity and deal information is entered properly in CRM (i.e. upsells vs. baseline renewal revenue)

Maintain clean metrics like no expired close dates on open opps sales activities are logged in SF account or opp assignment errors are cleaned up etc.

Bring attention to deals that may be stalled untouched or miscategorized so that they can progress or be corrected

Help LOB users onboard learn adopt and provide feedback on CRM and related tools.

Maintain and ensure LOB hierarchies team mapping user roles and other access rules are current and active

Review Cadences:

Organize and facilitate recurring cadence calls for the LOB Sales Leader(s) to review/discuss piped deals

Compile agenda and content (i.e. pipeline reports) to be scanned/discussed during these pipeline calls

Ensure the right level of cadence and inspection exists so that the entire org. can be covered to discuss sales or revenue-generating deals

Data and processes should follow whats in CRM our SOPs and other sales-related processes

Capture assign and follow-up action items to ensure friction continues to be removed from our sales motions

Process Discipline:

Ensure front line sales are following processes required by their leader(s) and/or EWS/Equifax policy such as but not limited to: account planning sprint scoring legal review etc.

Drive the right culture so that sales reps see the value of and want to follow processes: i.e. why its important to always select the right win/lost reason how meeting notes help the sales team etc.

Ensure sales progresses deals through sales stages in accordance with standard definitions / published stage entry & exit criteria

Document map and publish existing process flows including roles & responsibilities turnaround times volume of activities/events etc.

Ensure processes are followed like installing the Google chrome extension to auto-log meetings and flagging when they are not (or not being followed properly)

Sales Efficiency & Effectiveness

Help ensure sales and revenue generating teams are taking advantage of and benefiting from training EFX has invested in (selling skills product/solution knowledge and sales tools)

Measure effectiveness of sales professionals over time to see evidence of improved performance across a variety of metrics (win rates pipe creation avg. deal size etc.)

Maximize sales efficiency by removing friction from their sales motions suggesting automation opportunities and identifying skills gaps to shore up etc.)

Liaise with Sales Training Salesforce Experience and Sales Intelligence teams to ensure the skills gaps the tools and process enhancements and performance measurement needs are being addressed and working in unison to uplevel seller effectiveness

Be a resource to sales teams and their leaders to help reduce their non-sales workload where possible

Continuous Improvement

Find ways to improve the capabilities of our sellers CSMs and other teams that support them (i.e. solution consultants sales engineers BDRs etc.)

Identify ways to improve existing processes to reduce bottlenecks cut unnecessary activities accelerate turnaround times etc.

Business case tech stack investments or tools that make it easier for sellers to succeed save time automate work etc.

Find better ways of doing things including but not limited to providing a system or repository to organize and collaborate on tasks role specialization role-based views etc.

Help prioritize improvement recommendations and coordinate x-functionally to propose and execute these change initiatives

Additional Qualifications/Responsibilities
Experience Needed:

Depends on level but at a minimum 7-10 years of hands-on Sales Operations RevOps Sales Finance or related experience including 5 years supporting Public Sector sales teams that sell to US Federal (Civilian) State and Local government entities.

Deep understanding of sales funnels pipeline reporting and opportunity lifecycles within a Government procurement context

Expertise in public sector RFP processes proposal lifecycles government contacting vehicles FAR specialized state/local procurement codes statutory requirements etc.

Familiarity with sales methodology and sales training such as Sprint Selling Sandler Meddic or similar selling techniques

Experience with Salesforce required at least to the level of being able to create reports and download into spreadsheets for advance analysis

Bachelors degree in business finance/accounting or a related field or equivalent work experience

Leverage advanced Excel skills for complex data manipulation modeling and scenario planning.

Successfully manage multiple tasks projects and priorities in a fast-paced environment

The ideal candidate is a self-starter takes initiative works well under pressure and excels at handling ambiguity

Ability to interpret financial statements and convey key recommendations to the business

Attention to detail and capable of self-review and providing polished deliverables

Excellent written/verbal communication skills including the ability to distill complex data into a clear so what for executive stakeholders.




What could set you apart:

Experience with other tools in our Tech Stack will be a bonus such as Xactly Gainsight Demand Base and Aircover/Gong.

Experience designing or supporting Deals Governance processes such as a Deals Desk or Sales Approvals is also preferred.

Salesforce Admin certification will be a major plus

Prior quota-carrying experience