Regional Sales Operations Manager

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community.

The Role

The Regional Sales Operations Manager will be responsible for the operations functions within Greater China. This is a key role supporting the China Sales Leader to drive sales routines and best practices within the sales team, which would accelerate the sales processes and drive growth for the region. This position will also provide data analysis for the overall business which would help drive strategic decisions that lead to better overall control and growth of the business in the region.

Your Impact

• Manage and drive the region operational and business analysis inclusive of Quarterly Business reviews, annual planning and sales team effectiveness.
• Drive the region bottom-up sales-outlook process. Manage the forecast and pipeline reporting process while ensuring integrity and consistency with focus on meeting sales targets.
• Establish appropriate performance measures for sales management, sales account managers (SAMs) and solution consultants (SCs) to track progress of specific plans and programs already in-place (e.g. Top accounts, account planning (AP), opportunity strategy planning (OSP), sales pipeline and forecasts, renewal and growth account reviews).
• Responsible for SFDC CRM Data integrity of Accounts, Opportunities, Territory, to help drive forecasting, reporting and analysis.
• Drive annual planning including account assignments, quota assignments, headcount and revenue planning.
• Drive internal processes and address gaps and delays on a day to day basis to shorten the sales cycle with a focus on process improvements and automation.
• Conduct periodic operations reviews to cascade the strategy and process and ensure compliance.
• Identify, highlight and report against best in class performance to build overall sales effectiveness.
• Provide training, coaching and guidance to Regional sales team/new hires on Salesforce and other sales expected responsibilities.
• Partner with Corporate Sales Operations team to ensure incentive and reward programs are supported by a consistent and fair compensation structure.
• Provide regional analysis of overall sales performance, trending, and predictability.
• Implement consistent sales process and procedure standards across the organization, while ensuring compliance with established AT standards and processes.
• Manage the sales administration and proposal administration functions, quarterly close, and interface to finance, legal and commercial.
• Refine pipeline management and forecasting methodologies.
• Facilitate periodical review of country field top account and opportunity plans.
• Drive standardization and efficiency within the sales team in alignment with company goals and expectations.

What You'll Need

• 6-8+ years of experience in sales operations preferably in a software sales environment.
• Bachelor’s degree required. Advance degree in related field highly desirable.
• Must be a self-starter with strong organization skills, attention to detail, interpersonal skills and critical thinking.
• Must be proficient in conversational and written English.
• Understanding of the solution selling process.
• CRM Experience Required – Salesforce preferred.
• Advanced Experience with working with Excel, Tableau, PowerPoint and other business analytics.
• Excellent analytical, negotiation and problem solving skills to enable informed decision making.
• Adept at business partnering and working with cross functional teams, building meaningful business relationships along the way.
• Flexible to work extended hours during peak periods and multiple time zones.
• Agility and demonstrated ability to deliver results and adapt to changing business requirements; ability to plan, organize and manage multiple priorities.
• Strong written, presentation and oral communication skills are imperative.
• Strong business acumen, prior sales experience and/or pricing experience a plus.
• Demonstrated success at establishing and cultivating "C" level consultative relationships.
• Experience leading teams in a matrix organization with indirect supervision.
• Self-motivated with the ability to work independently and to serve a diverse global sales operations team.