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GTM Strategy

2 months ago

San Francisco, California, United States Medallia, Inc. Full time
About Medallia, Inc.

Medallia, Inc. is a pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in understanding and managing experience for candidates, customers, employees, patients, citizens, and residents.

We are a company that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success.

Job Summary

We are seeking a highly skilled and experienced GTM Strategy & Planning Manager to join our Sales Operations team. As a critical role, you will support budgeting, forecasting, resource planning, and analysis activities for Medallia's Partner/Channel Sales team.

Key Responsibilities
  • Partnership: Be the trusted day-to-day operational partner supporting the global Partner/Channel Sales Team.
  • Planning & Analytics: Own the end-to-end process of tracking the sales funnel and operational metrics and deliver regular insights to business leaders. Define and deliver recommendations to improve the funnel performance for sales management.
  • Develop and Maintain: PAM territories, goals, compensation plans, and incentives.
  • Data Hygiene: Maintain a high level of data hygiene.
  • Process Improvement: Continuously focus on improving sales velocity by improving and aligning processes, systems, data/reporting, and other tools to enable teams.
  • Operational Improvements: Spearhead and drive operational improvements by developing, owning, evolving Sales operations cadence and identifying high-impact areas in our evolving processes.
  • Business Requirements: Collect business requirements as it pertains to sales automation tools, including CRM (SFDC), and partner with enablement teams to train and enable the field to utilize systems that increase sales efficiency.
Day-to-Day Focus
  • Weekly review of sales activity and pipeline generation analysis and deliver presentations for Senior Executives.
  • Support ongoing analysis of business performance required to inform executive decisions on a daily basis and produce weekly and monthly reporting packages to track business health (e.g., Forecasting, Pipeline coverage & productivity, KPI Scorecard, TAM).
  • Support Coverage Model, Capacity Planning, Territory Assignment, and Quota Setting for the Partner/Channel Sales team.
  • Be a leader in creating a data-driven culture of decision-making with stakeholders.
  • Continually drive practice improvements to the Operational Cadence.
  • Manage queries that pertain to quota retirement.
Qualifications

Minimum Qualifications:

  • 3-5 years of experience in Sales Operations, with a strong preference for Partner Operations experience.
  • Expertise with
  • Experience working within SaaS or B2B Technology company.

Preferred Qualifications:

  • Experience with Tableau or other Business Intelligence software tools.
  • Familiarity with Anaplan, Clari, and other sales planning tools a plus.
  • Deep understanding of best practices for a well-managed SaaS partner sales process.
  • A highly organized and analytical mind with strong collaboration, teamwork, and partnership skills.
  • Resilience and the ability to balance the capacity demands of multiple time zones and an extremely fast-paced environment.
  • Excellent listening, communication, and interpersonal skills; comfortable working with executive stakeholders.