Revenue Operations Manager

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management. 

Position Description:

The role reports to the Revenue Operations Director of the Security and LegalTech business units and provides direct support to the VP of Sales for the LegalTech business.

The role will provide operational support and analysis to the Sales VP focusing on sales process excellence, project management and acting as primary interface to the corporate and billing operations and finance teams.

Responsibilities include ensuring corporate sales processes are understood, communicated and practiced, developing effective reports and preparing thoughtful analysis on trends, as well as streamlining and automating processes. In addition, this role includes being responsible for continuous sales processes improvement initiatives centred around forecasting, reporting & analysis, salesforce.com adoption, partnering and lead process management.  

The successful candidate for this role will provide proactive operational support to the sales organization, have effective communication skills and work collaboratively with other groups across the global OpenText organization.

Analysis and Management Reporting:

• Compile and review weekly forecast and pipeline reports to ensure accuracy. Proactively follow up on deals that need clarification and provide insight on quality of forecast and pipeline to both sales and the corporate operations function.
• Develop management dashboards to facilitate effective understanding of progress, achievements and gaps; including pipeline analysis, variance commentary, competitors, etc. Communicate key information and analysis to global sales management.
• Ensure account and opportunity data in Salesforce.com are accurate. Proactively resolve any discrepancies to ensure reporting is timely and accurate.
• Review and analyse operational and sales financial information to enable effective decision making.

Sales Processes:

• Manage process sales staffing, hiring and on-boarding processes, including assessing and planning resources (location, roles, development and alignment with other resources).
• Recommend and provide relevant information and analysis on customer segmentation, account assignments and territory coverage.
• Facilitate incentive compensation plans. Includes territory and capacity planning, annual budgeting, quota development, communicating plan design and structure, and local analysis/verification of performance data.
• Map monthly billing data to AE”s and work with compensation team to ensure accurate and timely commission payment.
• Act as the operational subject matter expert (SME) for field sales to address general questions and help resolve issues.

• Identify areas where processes need to be automated and/or streamlined. Lead regional process improvement initiatives and demonstrate thought leadership around sales processes and operations.

Business Planning:

• Partner with the sales leader to assist with all elements of business planning, progress reporting and outcome measurement.
• Assist with the design, implementation and review of any regional initiatives required by the Sales Leader.

General Responsibilities:

• Collaborate with departments and cross-functional groups to ensure company goals are achieved.
• Other responsibilities and key result areas will be assigned as required.
   

Education and Experience Requirements:
Minimum Level of Education: Bachelor’s degree with MBA or other relevant Master’s Degree, a plus.

Type of Experience and Minimum Number of Years:

Minimum 5 years relevant business experience with at 2+ years managing operations and complex processes– ideally with broad experience in a variety of operational and support roles. Must have experience working closely with senior executives. Previous sales operations management experience preferred.
 

Worktime Flexibility / Travel Requirements:

The role is largely office and/or home-based, though some regional travel may occasionally be required.

As a technology company, we can only be as good as the people who are part of our team. To that end, we seek talent with diversity of life experiences and perspectives from around the world!

While OpenText is an Equal Opportunity Employer, our efforts to build an inclusive work environment go beyond simply complying with applicable laws. Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. Should you require accommodations during the selection process, please contact accomodationrequests@opentext.com.

Subject to applicable laws and regulations, OpenText’s global vaccination policy requires all employees to be fully vaccinated against COVID-19 to enter an OpenText office to maintain a safe workplace for our employees.