Regional License Verification Sales Operations Manager

Discover the new Micro Focus – now the world’s 7th largest pure-play software company. By combining HPE Software and Micro Focus offerings, we have built a brand new company with a stronger, bigger portfolio that delivers customer-centered innovation. We are now uniquely positioned to help enterprise customers solve their most pressing business problems and operate in the Hybrid environment—from mainframe to mobile to cloud.

Our portfolio spans the following areas:

DevOps | IT Operations| Cloud | Security | Info Governance | Big Data, Machine Learning, & Analytics

Take charge of your future and join our dynamic License Verification team as we go to market with a best-in-class portfolio that will help shape the world’s software landscape. #discoverthenew

Regional License Verification Sales Operations Manager

The License Verification team is seeking a Sales Operations Manager for the Americas, which includes US, Latin America and Canada. This person will report directly to the Worldwide Sales Operations Director, Licence Verification, and work closely (dotted line) with the Licence Verification Sales Regional Vice President (LVS RVP) and is a member of their Management Team covering the region.

The role encompasses analysis, reporting and support to the Region and for all aspects of the sales process from a customer management technician and consolidated Planning, Budgeting, Forecasting, Pipeline Management, Sales Process, Sales Cadence, Revenue Recognition, Leads and internal Marketing activities perspective for and with the Licence Compliance Regional Vice President, Regional Sales Operations Manager and the Sales Operations Director Licence Compliance WW based on current and future systems tools (Pivotal, Tableau, SFDC, Clarizon)

The License Verification Sales Operations Manager will be responsible for:

• Consolidating the Weekly Sales Forecast report, analysis of week-on-week changes and variance to budget by Region and large deal analysis/review for License, Maintenance and Consultancy Fee Revenues
• Pipeline, Forecast and Upside Analysis (pipeline quality & health) for current quarter and the next. Total FY including Data Quality review (Pivotal). Pipeline Yield analysis in conjunction with Corporate Sales Ops to give advice and guidance on the health and direction of the business
• Supporting the Licence Verification sales team in deal structuring and formulation to maximize revenues while respecting Rev. Rec. rules
• Coordination of Deal Desk, Bid Review and legal process and resources at Regional level in support of the Licence Verification Sales team.
• Coordination of forecast, enablement and deal focus to ensure maximum sales leverage of general software sales team at a Regional level with the Regional Sales Operations leaders and team to ensure Licence Verification contribution to overall regional performance meets expectation.
• Annual and continuous business planning. In conjunction with the LVS RVP and CMT management team devise the sales coverage model and quota allocation.
• Historical trends & achievement versus Revenue Growth plans by ELA, VLA, Solution, discounts comparison etc.
• Evaluation and analysis of quota attainment reports per Compliance Manager and Average deal value, number of deals in Pipeline and Closed , life cycle time to close and Audit volume pipeline & execution (together with functional leaders).
• Enablement – identify with the LVS RVP areas of sales process, knowledge and LV process and systems where further sales enablement maybe required to ensure greater sales effectiveness and efficiency.
• Support on Analysis and Integration of potential future acquisitions.
• Travel will be required to review and understand the business and attend quarterly business reviews

Experience and Education

• More than 5 years of experience in an enterprise high tech or software environment with experience in a sales, finance, support role for sales or related groups.
• A Bachelor’s degree or equivalent, a finance qualification will be beneficial

Skills and Knowledge

• Practical regional experience in the Software/Software Licence compliance sector, exposure to CRM and Revenue/Market Analytical Tools is essential.
• An understanding of Revenue Recognition, and strong business understanding and review skills.
• Self- tasking, with good personal work management skills.
• Proven ability to work effectively across different cultures, team spirit, and a can-do and proactive approach is a must.
• Experience working effectively with senior sales and business unit leaders
• Proven commercial acumen
• A strong, proven, track record of customer interaction and organizational skills.
• Computer skills including MS Excel, Word and PowerPoint is essential.
• Candidates must have good phone and written communication skills, as well as the demonstrated ability to work as part of a team.
• Ideally a second language.

#LI-SD1