Description
The Global Specialization CoE drives sustainable growth for Salesforce’s most strategic products, by developing the Strategy and Go-to-Market across Specialized Sellers, Product teams and supporting functions. We design and evolve the right GTM for Specialists (Subject Matter Expert Sellers focused on complex products and use cases), driven by data and insights. Our CoE unlocks increased productivity through measurement and inspection, plus best-in-class tools to support running Specialist Sales.
The organization is made up of high performing global teams - inclusive, diverse, engaged, and empowered – where our team members feel they belong, and do the best work of their careers. One of those teams is the Global Specialist Operational Excellence team, focused on best-in-class tools, processes, practices and strategic recommendations for Specialist Sales and Strategy.
The Role:
This role is for a ‘Sales Strategy and Operations Senior Analyst’ in the Specialization CoE’s Specialist Operational Excellence team. You will play a key role in supporting accurate Specialist Sales Reporting plus Forecasting and creating strategic recommendations for Go-To-Market planning. You will be responsible for managing the weekly Global Specialist Forecast, supporting Forecasting/Reporting infastructure, collaborating on Business Intelligence tool development as well as various analytical and operational projects throughout the year. You will get to work with the CoE’s leadership, Specialist Sales and Strategy leadership, plus cross-functional partners to drive executive-level recommendations for the success of industry-leading Specialist Distribution teams. The role requires interaction with various areas of the organization and provides regular exposure to senior executives. A successful candidate will have relentless curiosity, an appreciation for operational rigour and possess a passion for extracting actionable insights from data.
Key Responsibilities:
- Define Specialist Reporting and Forecasting models in alignment with GTM
- Manage the weekly consolidated global forecast for Specialist Sales at Salesforce
- Set-up and maintain Google Sheet and Tableau assets for tracking and monitoring Specialist Sales performance; derive insights to identify areas of opportunity and improvement
- Create and automate queries from Snowflake to extract data from Salesforce Databases, clean and format data for reporting on sales performance and trends
- Build executive presentations to Senior Leaders on KPIs plus other quantitative and qualitative analysis, to provide strategic recommendations
- Work with the Central Analytics Team on Global Dashboards for Specialist Sales reporting and tracking, as well as Data Analytics, Territory Operations and Business Technology teams on custom field definitions
- Quality assurance of Global Dashboards data by cross-referencing datasets
- Support global and regional Strategy teams and Specialist Sales Leadership on operational and reporting challenges; provide enablement to Specialist Sellers on Forecasting, Tooling and Salesforce CRM rigour
- Troubleshoot operational issues as they surface; drive changes to systems/processes to fix root causes
- Engage in analysis and guidance for annual GTM, Capacity and Territory Planning for Specialist Sellers
- Revise design of forecasting hierarchy, model and records to align with GTM, both as part of annual planning cycle, and for mid-year adjustments
- Other strategic projects and initiatives, such as evaluating areas of opportunity for products or business units and process improvement
Required Skills/Experience:
- 3+ years of professional sales/product strategy, business operations or programs experience, or related field focused on quantitative analysis, financial modeling and sales operations
- 2+ years experience using Google Spreadsheets/Excel for complex analyses and modeling
- 2+ years experience working with Business Analytics
- Problem-solving skills, able to breakdown complex problems for structured analysis to extract insight and synthesize findings for actionable recommendations
- Understanding of using SQL/SOQL (Salesforce Object Query Language) for pulling data
- Strong communication skills, including building compelling PowerPoint or Google Slide presentations
- Ability to translate complicated information into consumable narratives and instructions adapted based on audience
- Cultural competence and ability to collaborate cross functionally
- Flexibility to adjust to new demands, navigate ambiguity and prioritize work
- High degree of personal accountability, through results orientation and taking responsibility for work
- Self-starter with motivation to go above and beyond when needed
Preferred Skills/Experience:
The following experiences or skills are beneficial for preparedness for this position, but are not required to be a qualified candidate. If you have these, they are strengths worth highlighting as a candidate and a plus for the role.
- Bachelor’s degree (or foreign degree equivalent) in Business (any field), Computer Science, Engineering (any field), or a related quantitative discipline; or equivalent relevant experience (e.g. certifications, work experience, military experience, etc.)
- Previous international experience or global team roles
- GTM Planning experience
- Familiarity with Salesforce CRM or other CRM software
- Experience aggregating large datasets using SQL, SOQL, Tableau or similar analytical packages
- Ability to automate data extraction using Airflow, Python or similar
- Work experience in or with Software-as-a-Service or High-Technology companies
- Role experience from CRM Admin/Consulting; Strategy (Product or Sales), Business or Revenue Operation; Finance, Product Management; or; Management/Technology consulting
- Extracurricular or volunteering leadership roles
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.
