Sales Operations Manager

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.