Sales Business Analyst, Senior
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Position Details:
The Senior Sales Analyst is responsible for managing the sales contract operations for sales, solution consulting, and/or client care teams within a particular customer account, region, or line of business. Sales contracts may consist of any of the following: re-seller and agent agreements, statement of work, non-disclosure agreements, and letters of authorization, change orders, vendor agreements, RFP/RFI, bids, proposals, and maintenance agreements.
Essential Job Responsibilities
Data Analysis and Insights
- Collect, analyze and report Client Business Unit (CBU) data to sales leadership to increase sales productivity.
- Guide the sales team in entering accurate forecast in Salesforce.com (SFDC), generate pipeline reports for forecast and collaborate forecasts into reports; creating ad hoc reports by request.
- Analyze patterns in sales team performance and in customer consumption of CSG solutions / services to help identify new opportunities for growth
Sales Support and Training
- Assist administering onboarding and upskilling programs for the CBU, including Salesforce.com (SFDC).
- Partner with Sales Enablement team members to create training curricula
- Manage content and training platforms that are used to upskill and onboard sales people
Sales Proposal Management
- In collaboration with product management, sales and solution consulting teams, timely and efficiently manage the sales contract process from initial intake through delivery to the client.
- Gather commercial, financial, and technical information needed in the preparation of sales contracts.
- Identify, coordinate, and assign responsibilities to other team members; ensuring the most appropriate resource is secured for each sales contract section.
- Circulate the sales contract document and schedule a kick-off meeting with the team.
- Make recommendation on the pre-sales contract strategies and work collaboratively with the other teams to structure a winning proposal.
- Track due dates, adhere to production workflows, and ensure quality and compliance standards are met. Monitor deliverables and contractual obligations from the various inputs.
- Compile all questions from the various teams and discuss with the customer to obtain clarification.
- Make recommendations to appropriate pricing by liaising with the team on level of effort, hardware sizing, and other financial considerations.
- Complete the initial review of the Terms and Conditions prior to forwarding to the other teams for review.
- Assist in the negotiating contracts that are consistent with business objectives and engage in contract amendments and renegotiation to accommodate scope changes.
Proposal Tracking
- Manage the governance for the tracking of all aspects of sales contract creation, revision, and submission.
- Create and maintain proposal documents; process flow documents, file sharing, and version control.
- Educate the sales, solution consulting, and client care teams on the sales contract process.
- Structure, develop, write, and edit proposal sections and past performance sections, while building the response around the client requirements.
- Collaborate with internal centers of expertise to ensure the data and any financial calculations are accurate.
- Compile standard documentation to print and bind with the bid/proposal document for silent submission.
- Provide regular communication to the sales leaders, reporting on the progress of each sales contract being managed.
- Identify areas of risk and recommend solutions to avoid or minimize any impact on the sales contract.
- Escalate risks to sales leadership and legal, as appropriate.
Minimum Requirements
Education
- Bachelor’s Degree in business or related field
Experience
- Minimum of 5 years’ experience as a proposal management professional working with a sales team to develop detailed proposals.
- Minimum of 3 years’ experience in a management, team lead, or supervisory role.
- Previous experience in software-as-a-service sales model within the telecommunications, DBS, and cable industry.
- Strong knowledge and skills in sales contract, bid, and proposal management and negotiation.
- Strong business background and mathematical skills.
- Proven track record of successful bidding in a competitive environment.
- Strong presentation skills, with strong verbal and written communication abilities. Must be well organized and possess strong analytical skills. Attention to detail and the ability to prioritize assignments are required.
- A self—starter attitude and ability to thrive in a fast-paced environment with changing priorities and deadlines.
- Proven analytical ability to organize, interpret, and make recommendations regarding response direction.
- Experience with Salesforce.com highly desired.
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