Senior Sales Strategy & Finance Manager

Elastic is committed to scaling the company through investments in revenue operations, whose mission is to drive productivity and process improvements that accelerate Elastic’s field sales and customer success organizations ability to capture market share and grow revenue.  

The Senior Sales Strategy & Operations Manager for APJ is responsible for equipping our APJ regional sales leadership with operational excellence in a consistent and collaborative manner.

This role will be managing sales strategy, planning, reporting, and analysis efforts around sales pipeline management in the APJ region.  They will also be a critical business partner and growth enabler for the APJ sales team. In addition, this role will also work cross functionally to help support our entire GTM organization such as Sales Development and Sales Engineering orgs.

This role will provide the analysis needed to evolve our understanding of our pipeline dynamics and conversion rates; from the very top of the sales funnel all the way through to bookings. They will work very closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross functional teams towards our company’s growth objectives while developing early warning indicators to track progress. 

What You Will Be Doing:

• Act as a trusted business partner to APJ sales leaders and team members, leveraging data and analyses to land business insights, develop GTM strategies, and scale the business.
• Manage operational support to APJ Sales Leadership team on rhythm of the business activities; including business reviews, forecasting, annual planning and sales cadence.
• Deliver improvements to the reporting tools, methods, and processes utilized by the team to increase the availability and granularity of actionable data to their customers.
• Scale and mature critical business processes to improve business performance
• Drive the pipeline and forecast, along with monthly actual to plan variance analysis to provide an understanding of the deltas and drivers
• Support territory carving and GTM resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles
• Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.)

What You Bring:

• 10+ years work experience in Sales, Sales Operations, Strategy or similar field in SaaS organizations with strong exposure to go-to-market strategy
• Experience in working independently, managing multiple concurrent projects and driving strategic and operational initiatives in a cross-functional environment. 
• Can work cross-functionally with Sales leaders and subject matter experts
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages and proposals
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
• Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
• Demonstrated ability to define, refine and implement sales processes, procedures, and policies.
• Excellent communication and engagement skills
• Experience using Salesforce.com, Tableau, Clari, and/or Workday Adaptive.
• Power user proficiency with the Google suite (especially Sheets and Slides)

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