Sales Programs Manager

3 months ago

Dubai, United Arab Emirates Oracle Full time

The Sales Programs team is focused on accelerating pipeline generation & productivity by identifying pipeline gaps and driving scalable Sales Programs that leverage cross-functional teams, selling our Finance, HR, and Customer Experience SaaS.

Sales Program Managers drive operational rigor, sales play standardisation and lead initiatives to ensure pipeline processes are optimised for pipeline generation, and annual recurring revenue. This role combines the process of driving prescriptive programs and strategies, with the “business end” of operationalizing these programs with sales and business development teams to ensure they are executed and produce results.

You will work closely with our Business Development Managers/Leaders and their Business Partners to understand their business, draw insights from data, and then execute programs to support the opportunities uncovered. You will collaborate with your Sales Programs peers in EMEA, as well as Business/Sales Operations, Marketing and Enablement to ensure delivery of cohesive and impactful programs that are supported by all relevant stakeholders.

Deliverables take the form of recommendations and ownership of the regional sales programs plans, campaigns and programs creation/execution, innovation and best practice sharing. You will regularly brief Business Development leaders and own various cross-functional initiatives.

As part of this role, you are not afraid to collect, analyse and present data to Sr. stakeholders to drive the strategy of campaigns and program recommendations.

**Responsibilities**:

- Develop close relationships with designated Business Development Leaders and their Business Partners and identify gaps and opportunities within their business to proactively address
- Lead weekly Program meetings with your designated Business Development Leaders to communicate and align on agreed gaps, opportunities and actions
- Work together with Business Development, Business/Sales Operations and Marketing leadership to create and execute structured outbound programs for your assigned region
- In partnership with Business Development Leadership and using standardised methodologies, define, set and regularly communicate progress against data-driven program targets to drive pipeline generation in alignment with larger business goals.
- Align with cross-functional teams on campaigns, promotions and messaging (industry and competitive) to targeted segments and accounts
- Co-ordinate all contributors to sales programs activities including delivering briefings, continuous improvement in account target lists and reporting on results and successes, assessing effectiveness, recommending areas of improvement
- Work with leaders and utilise creative methods to drive engagement and participation in programs
- Create and own a consolidated outbound quarterly plan/calendar to meet pipeline generation targets, considering priorities for the region
- Liaise with your Sales Programs counterparts to share knowledge, and collaborate on programs between different regions were applicable to create synergy
- Create, own, and deliver the Total Adressable Market Analysis (which involves a large territory planning exercise in combination with data analysis), for your business every quarter to drive insights, and ensure the right campaigns are prioritized for your assigned business.
- Collect, analyze, and present data to Sr. stakeholders to drive campaign and program recommendations, this involves bringing several data sources together and driving insights from this. Fully leverage the technology stack including but not limited to Oracle CX, LinkedIn Sales Navigator, and other tools.

**Minimum qualifications**:

- **Experienced **. You have at least 3-5 years of experience in sales programs, sales operations, sales enablement or business development (preferably in a SaaS environment).
- You have superb analytical skills and program management experience.
- **Exceptional Communicator. **You know what to say and more importantly, how to say it. You are comfortable building relationships with and presenting to senior stakeholders.
- **Sales Minded. **Experience with all phases of the sales and business development lifecycle.
- **Go-Getter. **Willing to go the extra mile with a strong work ethic; self-directed, assertive and resourceful.
- **Team-Player. **You’re a leader and you know that to get the best results, you are a great team player. You thrive in collaborative, cross-functional roles where you network, build relationships and influence others.
- **Results & Process-oriented. **You leverage a well-defined and repeatable process but are all about results; you can be flexible and adjust on the fly to new challenges.

Career Level - IC3

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