Cloud Go-to-Market Planning Manager

Title : Cloud Go-to-Market Planning Manager

Location :

US Santa Clara, CA, US, 95054 Philadelphia, PA, US, 19019 US Iselin, NJ, US, 08830 Greenwood Village, CO, US, 80111 Boulder, CO, US, 80302 Miami, FL, US, 33131 Los Angeles, CA, US, 90001 Houston, TX, US, 77024 Tempe, AZ, US, 85202 Addison, TX, US, 75001 Southfield, MI, US, 48075 Little Rock, AR, US, 72002 Atlanta, GA, US, 30342 Santa Monica, CA, US, 90404 US San Diego, US, 92121 Las Vegas, NV, US, 89118 Bellevue, WA, US, 98004 Wichita, KS, US, 67228 Edina, MN, US, 55435 Rochester, NY, US, 14607 Salt Lake City, UT, US, 84121 Madison, WI, US, 53558 Baltimore, MD, US Waltham, MA, US, 02451 Chantilly, VA, US, 20151 Research Triangle Park, NC, US, 27709 Schaumburg, IL, US, 60173 Irvine, CA, US, 92618 Draper, UT, US, 84020 Phoenix, AZ, US, 85001 Cranberry Township, PA, US, 16066 Hillsboro, OR, US, 97124 Lake Mary, FL, US, 32746 San Francisco, CA, US, 94111 Sacramento, CA, US, 94203 Scottsdale, AZ, US, 85256 San Jose, CA, US, 95128 New York, NY, US, 10017 St.

Louis, MO, US, 63101 Bentonville, AR, US, 72712 US Nashville, TN, US Des Moines, IA, US, 50047 Columbus, OH, US, 43215 New Orleans, LA, US, 70032 Pittsford, NY, US, 14534 Mt.

Laurel, NJ, US, 08054 Sunnyvale, CA, US, 94089 Edina, MN, US, 55435

Requisition ID : 125994

Job Summary

Manages, develops and implements programs to drive and meet organizational and sales performance objectives. Utilize strategic thinking, leaderships skills to shape Go-to-Market planning strategy, incentive structuring, sales effectiveness and productivity that drive desired sales behavior to achieve strong company outcomes.

Implement reporting and data driven insights to track performance of plans of leading / lagging indicators. Collaborate cross functionally across internal stakeholders such as Sales Leadership, Sales team members, Sales Compensation and Finance, Financial Planning & Analysis, Sales Operations and Human Resources to ensure alignment and support of planning deliverables.

Job Requirements

Develop the end-to-end blueprint for annual / half sales planning process and ensure key stakeholders in Sales, Finance, Business Operations, Data / Analytics and Product are aligned for execution

Lead annual sales planning process in partnership with sales and finance to ensure successful execution of all planning activities :

• Structuring equitable sales territories across geographies (globally) that align with sales focus areas / targets
• Quota assignment modeling and support quota assignment of territories that are reasonable and attainable
• Headcount deployment
• Coverage modeling
• Resource capacity planning
• Productivity planning and forecasting
• Collaborate with Compensation and Finance to develop annual sales incentive plans in partnership with sales leadership, that incentivize sales team to achieve / exceed their sales and retention goals while ensuring alignment across business objectives
• Partner with field sales leadership and compensation enablement to develop communication, distribution, and enablement of sales plans, incentive plans and other compensation programs ensuring timely distribution of sales goals and compensation programs
• Collaborate with Business Reporting team to lead the analysis of sales attainment, goals tracking, and sales enablement programs.

Create modeling and reporting around historical, YTD and projection Fiscal year performance. Model out incentive impacts and provide regular forecasts on sales results, providing actionable intelligence for continuous refinement of our strategy, plans and philosophy

• Build and maintain strong partnerships proactively across leadership including sales, operations, finance, and reporting by fostering open dialogue, effective collaboration and providing solutions to issues in real time in alignment with policies and planning administration
• Drive compensation and planning strategy forward by acting as a consultant for field including sales reps, partner managers and solution architects providing insights and guidance leveraging data to influence compensation business cases and decisions that deliver growth in desired areas of business outcomes
• Conduct and leverage competitive market analysis to benchmark compensation and planning activities to be informed of best practices and market trends
• Collaborate with Business Reporting and Data Analytics teams to build sustainable systems and tools to support sales planning and compensation design efforts
• Acting as a liaison to ensure that programs, organizational marketing, field marketing and sales activities coincide.
• Assisting in analyzing programs and making suggestions to increase effectiveness.

Qualifications

• Typically requires a minimum of 8 years relevant experience
• Experience in sales incentive compensation design and development and quota calculation

deadlines

• Advanced Microsoft Office skills including use of PowerPoint and Excel
• Requires experience and knowledge of Cloud consumption and subscription revenue (ARR and revenue) as the compensation metric.
• Possess strong analytical skills, a problem-solving mindset, and exceptional project management skills.
• Experience in large, complex organizations with more than one revenue channel or sales division.
• A mind set to always look for ways to improve process or design effectiveness
• Ability to partner with Leadership to solve challenges and design effective incentive plans
• Advanced time management skills including ability to handle multiple projects with aggressive deadlines

Compensation

The base salary range for this position is $137,500-$165,000 and will be determined by the candidate's location, qualifications, experience, and education.

Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package.

This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and / or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies.

Benefits may vary by country and region, and further details will be provided as part of the recruitment process.

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