AVP - Global Renewal Sales Operations

Basic Information

Country

United States

State

NA

City

Remote

Date Published

09-Nov-2021

Job ID

32192

Travel Amount

up to 25%

Description and Requirements

BMC is hiring for an AVP, Global Renewals Sales!!
                

The AVP is responsible for implementing process documentation, process improvement, strategy creation, and implementation throughout all Sales Programs with an emphasis on the Renewals business. As the AVP, you will oversee the Regional Renewal Sales management team, the Sales Operations Manager – Renewals and represent the Renewals business to Sales Leadership.  You provide counsel on budget, resource allocation, plan success and other areas that impact the success of the playbook. Matrix align to the Field Sales VPs and the Chief Revenue Officer providing sales operations alignment and leadership.  Directly report to the VP, Revenue Office and implement the vision and strategy for the Renewals organization.

Analyze existing processes for efficacy and problems. Expose and correct underlying root cause issues. Propose new, innovative solutions and oversee their implementation. Work cross-functionally with field sales, sales operations, “renewals” and the revenue office to realize and implement priorities. Proactively assess complex issues and determine an appropriate course of action.  Oversee the WW renewals portion of the planning process with HR, finance, and “renewals”, and Revenue Office teams.

Key Daily Responsibilities:
  • Create and drive new processes in validating renewals through greater transparency in renewals processes.
  • Oversee the creation and implementation of the Renewals Business Plan. 
  • Schedule and Facilitate Additional Meetings with Appropriate Stakeholders, as required.
  • Participate in renewals staff meetings and forecast calls, as required.
  • Align with finance to drive appropriate metrics to measure business. 
  • Oversee/Enable the Sales Operations Manager in assisting with successful and accurate weekly Forecasts.
  • Monitor Forecasts to ensure key criteria are satisfied for accuracy.
  • Monitor Pipeline Hygiene and work with Renewals/Sales Field to resolve inconsistencies quickly.
  • Communicate updates to Revenue Office and Sales Operations organizations.
  • Establish and maintain BMC Maintenance Policy and Procedures and communicate to the renewals monitoring compliance. 
  • Drive weekly headcount meetings with Human Resources and Finance. 
  • Identify and drive cadence in renewal review with both renewals team and field.
  • Lead P&L Management & Fiscal Year Planning along with FP&A:  
  • Work with appropriate stakeholders to establish annual renewals playbook (Business Plan) 
  • Oversee Quota Coverage Review, Quota Letter Status and Quota Letter Determination.
  • Oversee the WW Renewal Deviation process (for all sales teams).
  • Oversee implementing the renewal plans and renewal quota (for all sales teams).
  • Understand, manage, and communicate Global Compensation Policies.
  • Cross functionally lead training and enablement to promote better understanding of the renewal plan, playbook and strategic initiatives. 
  • Convert data into meaningful/actionable information and knowledge for effective decision making.
  • Provide analysis to Renewals leadership regarding forecast trends, attainment, accounts and territories, attrition and capacity management. 
  • Drive new approaches in reviewing data and housing data to be used in ongoing renewal reviews.

Background Requirements:
  • Master’s degree in Business preferred.
  • 8+ Years’  in Sales operations with a strong focus in maintenance renewals.
  • 4+ Years’ managing a team of individual contributors
  • Strong working knowledge of sales processes and systems/tools environment.
  • Experience supporting executives in financial planning/analysis or sales operations analysis.  
  • Sales Operations tools to include; SFDC (CRM), Pricing Tools, Oracle, Tableau (plus).
  • Excellent MS Office Skills (proficiency in Excel, Word, Access, PowerPoint, SharePoint).

Personal Characteristics that will help you succeed:
  • Customer focused and results oriented.  Practice extraordinary communication skills and be able to both execute independently and work with a team to collaborate and build consensus through influence at all levels in the organization.  
  • Excellent leadership, communication skills, strong problem analytic skills, detail oriented, ability to work independently, and manage projects simultaneously.  
  • Professional attitude and service orientated
  • Team player.
From core to cloud to edge, BMC delivers the software and services that enable over 10,000 global customers, including 84% of the Forbes Global 100, to thrive in their ongoing evolution to an Autonomous Digital Enterprise.
It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, creed, sex, age, sexual orientation, national origin, disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, disabled veteran or status as a protected veteran, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.

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