Dell Consultant, Sales Planning & Strategy in Hopkinton, Massachusetts

DellEMC’s Sales Planning & Analytics team leverages Big Data / tools to analyze customers, sales resources, and market intelligence to reveal growth opportunities for the enterprise sales team. We are seeking a lead consultant to drive business planning with productivity, headcount, quota and sales resource talent analysis. The role combines data analytics, reporting insights, strategic GTM execution, cross functional field enablement, and consulting with sales management.

The lead consultant will drive productive capacity measurements and the impact they have on the business – identifying sales investment opportunities, hiring trends, & other risks / opportunities related to running the business. Direct exposure to the most senior sales & operations leaders within the enterprise sales segment requires a confident presentation technique and ability to anticipate the needs of leadership.

A proactive, entrepreneurial mindset is a must, as this role is intended to drive innovative person-based analytics, understand the trajectory of the business and dig into ‘why’ the business is trending in that manner. A keen attention to detail will be required to deliver accurate headcount reports and insights. Additional responsibilities include evaluating best practices in quota deployment, testing hypotheses related to attrition drivers, and delivering actionable insights to sales leadership.

Come learn new visualization & Big Data tools like Tableau and Greenplum, and how to effectively roll out new analytics initiatives globally. Become the bridge between corporate & local field operations. Drive consistency and effectiveness of strategic business planning to impact sales and operations!

ACCOUNTABILITIES Identifies and evaluates sales growth strategies Develops new analytical tools and processes Recommends and implements sales force performance strategies and tracking models on the basis of analytical findings Serves as primary interfaces with other internal functions, based on BU and/or regional requirements Responsible for influencing sales behavior and capabilities RESPONSIBILITIES Develops, designs, and monitors operational sales tools, tasks and programs Extensive coordination of communications and information dissemination with sales force and cross-functional organizations Leads process improvement programs cross-functionally May play team lead role Develops and uses sales measurement models and diagnostic tools to help identify sales performance indicators, key areas of opportunity and sales force training needs. Analyzes and recommends strategic priorities, sales force performance metrics and sales effectiveness tracking methods in order to maintain and improve the company’s competitive advantage in the market Utilizes cross functional operational support to maximize sales force productivity Evaluates and recommends changes in sales incentive plans in line with analyses

EXPERIENCE

  • Familiarity with sales operations for a Fortune 500 company

  • Prior experience presenting findings / updates to senior leadership

  • Intimate knowledge of annual planning, headcount reporting, quota deployment measurements

  • Familiarity with database querying/reporting tools

  • Management consulting / internal corporate consulting or similar experience desirable

EDUCATION

  • Minimum of 7+ years of experience within sales/marketing operations as an analyst

  • BA/BS preferably in a quantitative discipline (finance, math, data analytics, economics)

  • MBA preferred

Skills

  • Strong analytical skills and structured problem solving capabilities

  • Ability to synthesize data into strategic and actionable insights

  • Superb presentation, communication skills

  • Ability to influence cross functional & cross cultural teams

  • Consultative approach toward data driven decision making

  • Strong MS Excel and Power Point skills. Tableau / SQL skills desirable.

EXPERIENCE

  • Familiarity with sales operations for a Fortune 500 company

  • Prior experience presenting findings / updates to senior leadership

  • Intimate knowledge of annual planning, headcount reporting, quota deployment measurements

  • Familiarity with database querying/reporting tools

  • Management consulting / internal corporate consulting or similar experience desirable

EDUCATION

  • Minimum of 7+ years of experience within sales/marketing operations as an analyst

  • BA/BS preferably in a quantitative discipline (finance, math, data analytics, economics)

  • MBA preferred