Cloud Go-to-Market Planning Manager

Title : Cloud Go-to-Market Planning Manager

Location :

US San Jose, CA, US, 95128 Houston, TX, US, 77024 Draper, UT, US, 84020 Edina, MN, US, 55435 Columbus, OH, US, 43215 US Sunnyvale, CA, US, 94089 Las Vegas, NV, US, 89118 Greenwood Village, CO, US, 80111 Mt.

Laurel, NJ, US, 08054 Waltham, MA, US, 02451 Salt Lake City, UT, US, 84121 Edina, MN, US, 55435 Des Moines, IA, US, 50047 Nashville, TN, US Tempe, AZ, US, 85202 Phoenix, AZ, US, 85001 Chantilly, VA, US, 20151 San Francisco, CA, US, 94111 New York, NY, US, 10017 Rochester, NY, US, 14607 Hillsboro, OR, US, 97124 Los Angeles, CA, US, 90001 Baltimore, MD, US Schaumburg, IL, US, 60173 Santa Monica, CA, US, 90404 Scottsdale, AZ, US, 85256 Pittsford, NY, US, 14534 Atlanta, GA, US, 30342 San Diego, US, 92121 US Bentonville, AR, US, 72712 Philadelphia, PA, US, 19019 Addison, TX, US, 75001 Research Triangle Park, NC, US, 27709 Santa Clara, CA, US, 95054 Lake Mary, FL, US, 32746 Madison, WI, US, 53558 Bellevue, WA, US, 98004 St.

Louis, MO, US, 63101 US New Orleans, LA, US, 70032 Southfield, MI, US, 48075 Boulder, CO, US, 80302 Irvine, CA, US, 92618 Sacramento, CA, US, 94203 Cranberry Township, PA, US, 16066 Iselin, NJ, US, 08830 Little Rock, AR, US, 72002 Miami, FL, US, 33131 Wichita, KS, US, 67228

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 FP&A 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

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

Communicate effectively with internal and external customers of all levels.

Strong ability to analyze a situation, evaluate options, and solve problems.

Advanced time management skills including ability to handle multiple projects with aggressive deadlines

Advanced Microsoft Office skills including use of PowerPoint and Excel

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