Bentley Systems
Manager, Sales Operations, EMEA
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Role
The Manager, Sales Operations, EMEA region plays a crucial role in supporting the Sales Team and Regional Leadership by driving continuous improvement, efficiency, productivity and revenue growth. This is achieved by managing systems, analyzing performance, optimising sales processes, communicating change and leading the development and performance of the sales administration team.
As our business continues to grow, we need to proactively seek out improved ways of working, using data and insight to inform our decisions. The role holder will generate actionable insights that lead to improved service delivery and better decision making as we seek to achieve higher levels of operational excellence and improved outcomes.
A key part of the role is developing a detailed understanding of the sales processes (including ownership of the regional CRM), and how these operate in our region, whilst also effectively communicating these to ensure they are understood and adhered to by sales teams.
The role provides leadership and development to our sales administration team, delivers effective communication between regional and global teams, and aligns systems and processes to drive efficiency and growth. Key responsibilities include monitoring sales pipelines, developing and analyzing KPIs, managing a sales administration team and providing communication on our sales processes to ensure they are understood and services operate effectively.
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In addition to operational duties, the Sales Operations Manager will support the sales team with tools and resources to improve productivity, conduct market research to identify new opportunities and ensure compliance with company policies and industry regulations. The role requires strong business acumen, excellent analytical and communication skills, the ability to work collaboratively with cross-functional teams, and a track record of successfully leading teams on a journey of continuous improvement.
Duties and responsibilities
- Sales processes – create, manage, improve, be the regional expert.
- Drive efficiency in our sales and administrative processes.
- Team management and leadership.
- Data management and analysis to drive new insight.
- Running the regional Forecasting.
- Communicate new processes and changes, filtering down from HQ.
- Analyze and report on the health of the sales pipeline, identifying gaps and implementing programs to address shortfalls.
- Be the regional CRM (salesforce) leader, conducting onboarding and change management.
- Collaborate with the EMEA Senior Management Team to support strategic planning, decision-making, and presentations.
- Drive using CRM and other analytical tools to track performance, generate insights, and make informed business decisions.
- Ensure alignment between regional and global sales processes and systems.
- Support the sales team with tools and resources to improve productivity and ensure compliance with company policies and industry regulations.
- Develop and maintain sales reports and dashboards to track key performance indicators (KPIs).
- Contribute to quarterly and annual revenue forecasting, budgeting, and planning.
- Conduct market research to identify new opportunities and threats, providing strategic recommendations to the leadership team.
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Qualifications
- 7+ years of experience in Sales Support and Management.
- 10+ years of business experience.
- Bachelor's Degree.
- Track record of successful delivery in continuous improvement/operational excellence
- Experience working with international clients.
- Proven experience in sales operations, preferably in the software industry.
- Strong business acumen.
- Superior written and verbal communication skills.
- Track record of successful leadership and development of sales administration teams
- Strong analytical skills with the ability to interpret complex data sets.
- Proficiency in CRM software and sales analytics tools – preferably Salesforce.
Highly Desirable
- Proven experience in sales operations, preferably in the software industry.
- Detail-oriented and persuasive.
- Self-motivated innovator and troubleshooter who thrives in a dynamic and customer-focused environment.
- Ability to work collaboratively with cross-functional teams.
- Excellent time management and decision-making skills.
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