Prin Sales Operations Anly in Dubayy [Dubai], United Arab Emirates

at Citrix

Industry
Computer Software
Specialization
Sales/Business Development
Minimum Qualification
Bachelor's Degree
Required Experience
5 - 7 years
Employment Type
Full Time
Gender
Male or Female

Job Description

Citrix is a leading provider of virtual computing solutions that help people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. Citrix solutions pave the way for business to thrive in the cloud era, embracing mobile users, personal devices, wireless access, app stores, SaaS, and cloud infrastructure. We’re currently looking for a Sales Operations Analyst to join our Sales team in Dubai.
The Sales Operations Analyst MEA supports the regional sales organization across the full spectrum of the Sales & Services Operations portfolio. The position acts as the primary interface to the assigned sales regions and is responsible for implementation, facilitation, communication and training of Sales & Services Operations processes and policies within those regions.
This individual must work collaboratively with sales leadership, managers and sales reps. The position is expected to raise sales efficiency, sales productivity and process compliance within those regions by means of consulting with the sales force and implementing best practice sales & services operations processes.
In addition to supporting the regional salesforce, the position will also include certain EMEA responsibilities for specific subject matter areas and related project responsibilities. For those responsibilities the position will act as the primary interface between the EMEA Geo and the WW Sales & Services Operations organization.

Responsibilities

Prin Sales Operations Anly

Citrix Dubai (United Arab Emirates) 

Job Description Position Summary 
Citrix is a leading provider of virtual computing solutions that help people work and play from anywhere, on any device. Innovation, creativity and a passion for ever-improving performance drive our company and our people forward. Citrix solutions pave the way for business to thrive in the cloud era, embracing mobile users, personal devices, wireless access, app stores, SaaS, and cloud infrastructure. We’re currently looking for a Sales Operations Analyst to join our Sales team in Dubai.
The Sales Operations Analyst MEA supports the regional sales organization across the full spectrum of the Sales & Services Operations portfolio. The position acts as the primary interface to the assigned sales regions and is responsible for implementation, facilitation, communication and training of Sales & Services Operations processes and policies within those regions.
This individual must work collaboratively with sales leadership, managers and sales reps. The position is expected to raise sales efficiency, sales productivity and process compliance within those regions by means of consulting with the sales force and implementing best practice sales & services operations processes.
In addition to supporting the regional salesforce, the position will also include certain EMEA responsibilities for specific subject matter areas and related project responsibilities. For those responsibilities the position will act as the primary interface between the EMEA Geo and the WW Sales & Services Operations organization.
Primary Duties / Responsibilities

Sales Forecasting
Orchestrates and facilitates the weekly forecast review with the Sales Management team
Provision of required reporting and analytics
Provides guidance and documents the forecast bridge and gap plan
Submit agreed area forecast in salesforce.com
Joins the Area Vice President in the weekly EMEA forecast reviews with the Geo Vice President
Reporting & Analysis
Ensures availability and provision of relevant bookings, pipeline and forecast reports and dashboards to sales management
Assists sales management with specific report and dashboards requests to support strategic and tactical initiatives
Performs periodic reviews of relevant reports and dashboards to analyze trends and provides feedback on observations and recommendations to respective stakeholders
Ensures that existing dashboards and reports are fully understood and utilized
Assists Sales leadership team with quarterly MBO tracking
Assists AVPs with the QBR presentation. Ensures they fully understand the content and provides guidance and orientation by identifying key points of attention
Sales Systems
Supports the effective use of our corporate CRM and SFA systems to raise salesforce productivity and compliance with maintenance standards is within targets
Communicates new system developments and process changes to the local sales teams
Supports the local sales force with systems training and related queries
Sales Process Management
Provides training and support for the effective use and implementation of sales processes like opportunity maintenance, forecasting, call down activities, account planning, demo pool management, etc.
Assumes joint responsibility with local sales management that process standards and SLAs are within targets
Manages the Southern Europe Hardware Evaluation requests
Quota Management & Territory Alignment
Facilitates the annual planning and quota allocation process with the local sales force in accordance with the policies and tools set by Corporate
Supports Sales Management with quota setting and maintenance tasks for the assigned regions
Reviews quota attainment trends for regional teams periodically and reviews results with local sales management
Consults with Sales Management teams to manage periodic sales territory and hierarchy changes and sales rep changes to ensure appropriate mapping into our sales systems
Sales Compensation
Acts as a primary contact for compensation issues
Supports the annual compensation plan distribution to ensure that correct plan types are allocated to the sales employees
Manages effective use of compensation relevant sub processes like Named Account Management and Managed Partner process to ensure correct sales crediting
Reviews and qualifies cross area and cross geo commission reallocation requests
Quarter-end Support
Provides quarter-end support for respective sales regions in order to ensure order readiness for all focus opportunities
Works with local sales leaders to coordinate daily forecast updates
Training & Communication
Identifies training and communication requirements in the sales region and orchestrates training and communication initiatives as needed
Attends local sales management meetings on a regular basis to provide updates on relevant Sales & Services Operations initiatives and developments
Subject Matter Responsibility
Has EMEA ownership for specific and to be determined subject matter areas
Leads and supports local Sales & Services Operations initiatives and projects for those assigned areas 

Requirements

Qualifications and Requirements: Qualifications (Knowledge, Skills, Abilities)

Track record in at least 2 of our 4 main Sales & Services Operations domains (Planning & Reporting, Forecasting, Sales Systems & Processes, Compensation and Quota Management)
Experience with salesforce.com (or a comparable system)
Experience with Business Intelligence & Reporting tools
IT industry background
MS Office expert user, specifically excel
Ability to handle multiple tasks simultaneously, manage conflicting priorities and to complete assignments under aggressive time constraints independently.
Ability to analyze complex business problems and deliver solutions focused on technological improvements and increasing sales and process efficiency..
Mature personality. Superior oral and written communications skills, as well as excellent presentation skills; ability to lead meetings internally and externally. Influences decisions.
Ability to work effectively with a diverse audiences, management levels, cultures, and personalities.
Requirements (Education, Certification, Training, and Experience)

Bachelor's Degree in Business Administration, or equivalent combination of experience and education
5+ years of experience in Sales, Sales Operations or equivalent experience
Fluent in written and verbal English and English and Arabic would be an asset

Critical Functional Competencies 

Sales Operations competence (forecasting, planning, sales systems, processes and methodologies, compensation and quota management
Orchestrating Resources - develops collaborative, engaged, focused teams of resources in support of delivering high-quality solutions and services to our customers. (Stage 3)
Project Management - Ability to define and manage projects of varying complexity and across multiple teams, both directly linked and virtual. (Stage 3)

Critical Technical Competencies 

Analytical Ability / Problem Solving - Analyzes and understands problems using logic and reasoning and presents relevant solutions. (Stage 4)
Performance Reporting & Planning - Ability to produce reports and analyze trends for various areas including pipeline, forecasting, expense management, and planning. (Stage 1)
Quantitative Analysis & Metrics - Ability to analyze financial data using mathematical models. (Stage 2)
Systems Management - Possesses a general understanding of Sales Systems and knowledge domains relevant to specific processes and practices (within their application track). In addition, possesses a general understanding of escalation management, requirements gathering processes, and the software development life cycle as it relates to business systems. (Stage 4)

Critical Leadership Blueprint Competencies

Accountability - Holding self and others accountable for keeping commitments and delivering the best possible performance. (Stage 3)
Authenticity - Showing a genuine, accessible, and caring side that builds trust, mutual support, and credibility. (Stage 3)
Communication - Ensuring that communications channels are open and that information and ideas are flowing in all appropriate directions. (Stage 3)
Excellence Orientation - Striving to be the best that one can be and to maximize one’s own potential in helping Citrix succeed. (Stage 3)
Teamwork - Working in concert with others and creating group synergy in pursuit of collective goals. (Stage 3)
Business Savvy - Demonstrating solid knowledge of business and industry practices, and otherwise showing a command of business fundamentals required to manage Citrix operations. (Stage 3)
Innovation - Creating and supporting an environment that is conducive to innovation and new ways of doing things. (Stage 3)
Strategic Thinking - Demonstrating a big picture perspective and ability to consider all relevant information when making business decisions. (Stage 3)

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