Mức độ phù hợp và xếp hạng của bạn so với ứng viên khác như thế nào?
The role carries five areas of ownership, covering the full operating cycle of the country team from target setting to process enablement.
1. Target Setting & Cascade
- Lead the annual and semi-annual sales target setting process, and cascade the country target across two dimensions: country and product line (public cloud or private cloud).
- Establish a mechanism to track target progress, identify deviations, issue early warnings, and provide adjustment recommendations to the Country Manager.
2. Pipeline & Forecast Management
- Build and operate the country-level pipeline management mechanism, including stage definitions, conversion rate baselines, and pipeline health checks.
- Organize regular pipeline reviews (weekly or bi-weekly), driving each sales line to update opportunities, identify at-risk deals, and escalate where needed.
- Establish a rolling forecast mechanism (monthly and quarterly), manage the gap between submissions and actuals, and continuously improve forecast accuracy.
- Maintain project-level tracking and battle maps for large deals, supporting the iron-triangle collaboration among
Account Manager, SA, and Delivery Manager.
3. Business Analytics & Reporting
- Build the routine business reporting system for the country team (weekly reports, monthly reviews, and QBR materials), covering sales attainment, pipeline, key projects, collections, and productivity dashboards.
- Conduct in-depth analysis of operating data and deliver insights and actionable recommendations, identifying which industries, customers, and product lines deserve more investment and where the funnel is leaking.
- Support the Country Manager in regional reviews and business analysis meetings with consistent data and well-prepared materials.
4. CRM Data Governance
- Own the quality of CRM (e.g., Salesforce) adoption in the country, including data entry standards, opportunity stage discipline, field completeness, and clean-up of duplicate or stalled opportunities.
- Establish a routine CRM data quality check and reporting mechanism, so that trustworthy data becomes the foundation of business decisions.
- Collect frontline feedback on CRM processes and systems, and drive process optimization at the regional or headquarters level.
5. Cross-functional Process Enablement
- Act as the process enabler of the iron-triangle operation, aligning Sales, SA, Delivery, and O&M on interfaces and collaboration mechanisms across the full project lifecycle.
- Structure and optimize the internal operating rhythm of the country team (weekly meetings, monthly business reviews, and project reviews), and consolidate operating calendars and templates.
- Coordinate the implementation of headquarters and regional policies within the country team (processes, compliance, and system rollouts), serving as the translator for the last mile.