Sphera is a leading global provider of enterprise software and services that enables companies to manage and optimize their environmental, health, safety and sustainability. Our mission is to create a safer, more sustainable and productive world.
Sphera is a portfolio company of Blackstone, a U.S.-based alternative asset investment company that focuses on private equity, technology and innovation, and more. Blackstone businesses succeed through strong partnerships, a personalized approach and a commitment to exceptional performance with uncompromising integrity. Sphera and Blackstone are leaders in the Environmental, Social and Governance (ESG) space.
We are guided by our core values of Customer Centricity, Accountability, Bias to Action, Innovation, and Collaboration. These values help us recruit the right talent to join our rapidly expanding team of around the globe. It is important to us that each and every Spherion is not only eager to challenge themselves and knows how to get work done but is an awesome addition to our company culture.
The Senior Manager, Sales Operations - Systems will be responsible for optimizing the effectiveness of the Sales organization through the development, implementation and maintenance of a range of sales related system or applications. This position will foster close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success.
The Responsibilities
Systems: define and implement the Go To Market systems roadmap (CRM, compensation management, reporting etc.)
Business partnering: partner with the leaders of each Go To Market function to jointly define priorities, build their functional plan and execute on it
Develop and manage Sales Compensation Plans with input from sales leadership, align with finance organization. Works closely with Accounting, Finance and Human Resources to establish guidelines, policies, and procedures.
Track commissions against budgets and working with first and 2nd line managers ensure compensation aligns with performance and contributions. Chair a "Sales Compensation Board" which will meet monthly to review any anomalous commission situations (over-payment, underpayment, channel conflict).
Perform due diligence and integration on behalf of the sales organization pre and post M&A. Develop and execute comprehensive integration plan to onboard and ramp acquired sales talent into the organization.
Works closely sales leadership to establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of training to sales, sales management, and sales support personnel.
Lead the global sales operations team. Ensure full integration of M&A operations functions.
Oversees development and enhancements to sales enablement framework. Ensures alignment with sales methodology and the core skills needed across roles to improve sales productivity and customer engagement.
Partners with senior sales leadership to identify opportunities for sales process improvement in regard to process, tools and technology. Facilitates successful implementation of new programs & system enchantments throughout the sales organization by ensuring a well-defined, efficient sales process is in place for launch.
Works closely with senior sales leadership to define the optimal performance measurements required to ensure sales organization success. Aligns reporting, training, and incentive programs with these priorities. Oversees the delivery training to sales, sales management, and sales support staff. Ensure training curriculum is relevant on product offering and speed to ramp up to productivity.
Oversee competitive analysis to ensure clear and concise understanding of strengths and weaknesses of the competitors and develop strategies that will provide a distinct advantage.
Coordinate activities including GTM leadership team processes (staff meetings, QBR's)
The Requirements
6+ years of relevant experience in Sales Operations, B2B Sales, Strategy or similar
Bachelor degree in business or technology
Strong thought leadership, with the ability to proactively identify challenges and opportunities in the business and self-sufficiently define how to address these
Good business acumen and understanding of B2B Go To Market and sales. Empathy for sales team and understanding of what they need to be effective.
Ability to manage projects with multiple cross-functional stakeholders and cleanly run processes such as annual planning
Analytical skills (e.g. Google Sheets or Excel) with the ability to derive business insights and actions from data, distilling messy/complex data into a succinct, actionable core message
Strong senior stakeholder management skills, with the ability to act as a champion and challenger to business partners
Subject matter expertise in the areas of Go To Market Systems and Data and Business Intelligence, experience with CRM preferably Salesforce and Hubspot
Strong written and verbal communication skills. Gravitas and ability to communicate clearly to senior and potentially challenging audiences. Ability to create clear storylines (documents, slide presentations) and design compelling slides
Experience with people management and in leading a small team
Sphera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.
