Director - Financial Planning & Analysis - Sales Operations - IT/Telecom

Roles & Responsibility:

This role will partner with key leadership and drive the evolution of all aspects of our Sales Operations and Sales Enablement to ensure that the company continues to scale efficiently and effectively. The person will also be responsible for working with all lines of business and regions to manage various vendor relationships that serve the enterprise collaborate with risk and legal functions to manage the third-party risk management process and identify suitable partners to meet the growing needs of the company's vendor solutions.

Responsibilities:

Deal Analysis and Financial Coordination

- Prepare and track annual, quarterly and monthly forecast of booking, billing, revenue, and collection by working with sales and delivery team

- Prepare a financial analysis showing revenue, costs, cash and margin for each new deal

- Sales compensation administration, management, development

- Weekly tracking and review of booking conversion with delivery, revenue ops and sales

- Working with AR (accounting) and sales to highlight key actions on the collections front.

- Improve the revenue forecasting process by working with teams on a weekly basis

- Manage financial assessment of CAPEX projects. Monitor spend against the approved projects

- Assist in corporate transactions including investment and M&A

- Support ad-hoc analysis requested by the leadership team

Operational Management :

- Responsible for sales operations by coordinating with the individual sales team member

- Overall Business results and KPI tracking, actions to improve the results

- Week over week action register review and tracking

- Consolidation of the weekly Status report and reviewing for common themes, areas of opportunity,

- Review sales pipeline progression, working with sales team on sales pipeline progress, (overall analysis and common themes), what is the data telling me.

- Make and review Commission Plan.

- Communicate with Sales Team for accepting comp plan

- Process quarterly commission payout with communication & agreements with Sales teams.

- Working with a support organization to investigate technical customer service issues, customer follows up, proactive communications with customers.

Deal Desk :

- A, B, C-form management, coordination of weekly review, slate of deals, working with sales to ensure we have quality input, but sales is accountable to work with input from delivery, on cost etc.

- The detailed review of the customer contracts and prepare a schedule of business and technical deliverables as identified in the agreement

- Validate that booking and backlog files are updated accurately and regularly

- Manage a repository of the profitability files and quarterly measurement of actual profitability versus budgeted profitability

Board :

- QBR operational review, agenda, consolidation of material, action register, follow-ups, roll up of regional sales information into a global view for sales

- Presentation for BOD and the key takeaways

Procurement :

- Supplier life-cycle management to meet business objectives and customer specific requirements

- Manage supply chain processes to ensure smooth and timely acquisition of technologies, products, services and solutions

- Coordinate with financing companies to manage cash flow

Systems :

- Ensure that the internal trackers or CRM system (when implemented) are updated regularly

- Determine if we use other tools and business improvement process including SalesForce, etc.

- Spearhead implementation of systems for budgeting, internal workflow, etc