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Program Mgr/ Sr. Program Mgr - GTM Ops Job Description: Purpose of the Role: - The person in this role should be able to manage multiple sales programs directed at significantly improving the sales performance. - The person in this role should be able to live up to the below 4 goals of GTM Ops Defining and applying GTM Playbook consistently: - All sales/ sdr teams must understand the sales playbook and application of it. - The playbook must be easy to comprehend as new sellers and new leaders get onboarded. - The playbook also must be customizable to products in sales motion. Enforce the culture of defining and measuring inputs: - The inputs need to be made clear to all Sales/ SDRs and implication of not achieving them. - These inputs have to be timely validated with actual output. - This needs to be enabled via dashboards. Build processes and adopt technology to drive efficiency: - The processes need to be built with an intent to maximise time for core GTM activities (selling, SDR calling, prospecting, etc.). Build a productive org: - This implies retention of top talent and rewarding them for their outputs and inputs. - People in the org should feel the desire of outperforming the targets given to them. Role Scope: - The scope is to cover any kind of programs pertaining to GTM Operations. - The list of programs is not constant and keeps evolving as new problems are uncovered or changing priorities. To give examples of a few GTM programs are: - Business strategy :Going through the historical patterns and identifying strategic levers & initiatives to grow sales - Rhythms and rituals: These would include business review rhythms, pipeline reviews, interlocks with other non-sales functions, etc. - Customer segmentation: Segment customers into logical cohorts and orient sales/ sdr/ marketing towards high value cohorts. - KPI planning: Defining the right KPIs for the sales / sdr teams - output and inputs - Sales enablement: Defining the training needs based on wins/ losses and running a structured program to upgrade the wider sales team - Process streamlining and automation: Critically evaluating the as-is process of sales (external as well as internal) and implement tools for automation to drive productivity Competencies required: - Analytical Acumen: Ability to drive meaning out of numbers. This has multiple components:: - Data accuracy: ensuring data is always accurate and reliable - Insights: leveraging data to generate insights for the leaders - Actions: leveraging insights to recommend high impact actions. - Sales Acumen: ability to understand how B2B sales motion works, what are the deal success factors, what are the top metrics tracked, how sales folks behave, etc. - Strategic Thinking: ability to take step-back from regular operations work and think long-term for the business. This implies - - AOP: make a year-long plan with identification of right levers - Building independent point of views on strategic decisions - such as partnership or cross-sell motion, etc. Program Management: - Ability to manage multiple programs via impact-based prioritisation and keep relevant stakeholders always informed. - This also includes forecasting risk (pre-morterm) and taking corrective actions. Process, Playbook & Technology first Mindset: - Ability to think of processes in the form of scalable playbooks which can be implemented and sales can be enabled on. - This also means having a technology first mindset to maximise automation vs manual work. [Leadership] Org building: - Ability to manage 1-2 analysts and grow them to eventually become Manager/ Sr Manager. - Minimum 3 years of experience for the Program Manager role and with minimum 5 years of experience for the Senior Program Manager - Should have worked in a SaaS company before or premier Consulting firm with projects in the technology/ software industry - Exposure to B2B Sales is preferable but not mandatory

Bangalore

Cleartax - Program Manager/Senior Program Manager - Go To Market Operations 

Job Description for Cleartax - Program Manager/Senior Program Manager - Go To Market Operations  in Defmacro Software Private Limited in  Bangalore for (3-10) years of experience. Apply Now!

Cleartax - Program Manager/Senior Program Manager - Go To Market Operations  | iimjobs.com