Senior Analyst- Sales Strategy
Location: Mountain View, CA
Department: Sales Enablement or Operations
<p>At Elastic, we have a simple goal: to solve the world's data problems with products that delight and inspire. As the company behind the popular open source projects - Elasticsearch, Kibana, Logstash, and Beats - we help people around the world do great things with their data. From stock quotes to Twitter streams, Apache logs to WordPress blogs, our products are extending what's possible with data, delivering on the promise that good things come from connecting the dots. The Elastic family unites employees across 32 countries into one coherent team, while the broader community spans across over 100 countries.</p> <p>To support our continued growth, we’re looking for a Senior Analyst / Manager to support our Area Vice Presidents in the Americas region. In this highly collaborative role you will support the Americas Sales leaders through a strong business partnership with the Sales, Marketing, Business Development, Customer Success, and Services team. Each partnership will require you to analyze and deeply understand each functions Go-To-Market strategy for the current and future fiscal years. You will be heavily relied on for your analytical skills, attention to detail, efficiency, and enthusiasm.</p> <p>You thrive in navigating ambiguity, adapt quickly to a changing environment, take a regional view, are data-driven and have a passion for optimizing process and structure. You balance critical, long-term thinking about how we scale the business with hands-on delivery to ensure what needs to happen today gets done. You love rolling up your sleeves and digging into the data to provide actionable insights. We’re looking for people with strong analytical and process skills, comfortable engaging with senior leadership, effective at collaborating with multiple teams and building positive relationships with business partners.</p> <h2><strong>Responsibilities</strong></h2> <ul> <li>Responsible for providing strategic, operational, and tactical support to our Americas Area Vice Presidents and Regional Vice Presidents.</li> <li>Prepare weekly and monthly KPIs tailored to how local leadership prefers to track area, region, territory, and rep performance.</li> <li>Drive and support semi-annual GTM planning, which includes headcount allocation and prioritization, territory carving, and account strategy.</li> <li>Partner with Marketing, Inside Sales, Business Development, and Customer Success to develop growth plans for new geographies and market segments.</li> <li>Help oversee, prepare, and organize regional quarterly business reviews. This includes building templates, crafting the agenda, scheduling attendees, and gathering all metrics / performing all analysis needed for attendees to present their assessment of their business.</li> <li>Support the regional deployment of corporate objectives and programs to ensure cross-functional support and strategic alignment. Provide oversight to ensure corporate objectives are applied consistently and fairly while evening the needs of local markets.</li> <li>Deliver a monthly performance review deck to Area and Regional Vice Presidents outlining MTD, QTD, and FYTD performance across a variety of measures by region and segment.</li> <li>Work with marketing to identify local demand gen signals and coordinate cross-functionally to address underlying blockers for growth.</li> <li>Drive strategic initiatives including capacity planning, supporting ratio management (i.e. SEs, SDRs, etc.), pipeline management and country-specific go-to-market plans.</li> <li>Implement early warning systems to help actively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).</li> <li>Support the weekly forecast calls for reps and leadership.</li> <li>Create Sales dashboards to identify strengths and weaknesses in business trends.</li> </ul> <h2><strong>Desired</strong> <strong>background</strong></h2> <ul> <li>BS/BA required, MBA a plus, but not required.</li> <li>5-8 years of experience in Sales Operations, Business Operations, Strategy, Sales FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy.</li> <li>Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning.</li> <li>Proven ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.</li> <li>Strong executive presence and engagement skills.</li> <li>Highly collaborative style with strong influencing skills and the ability to adjust on the fly to new demands with a sense of urgency.</li> <li>Ability to thrive in a dynamic start-up environment.</li> <li>Experience with the Salesforce.com platform</li> <li>Power user proficiency with the MS Office suite (especially MS Excel and MS PowerPoint).</li> </ul> <h2><strong>Additional</strong> <strong>Information:</strong></h2> <ul> <li>Competitive pay based on the work you do here and not your previous salary</li> <li>Stock options</li> <li>Global minimum of 16 weeks of paid parental leave (moms & dads)</li> <li>Generous vacation time and one week of volunteer time off</li> <li>An environment in which you can balance phenomenal work with a great life</li> <li>Your age is only a number. It doesn't matter if you're just out of college or your children are; we need you for what you can do.</li> <li>Distributed-first company with Elasticians in over 30 countries, spread across 18 time zones, and speaking over 30 languages!</li> </ul> <h4>#li-AK1</h4> <p>Elastic is an Equal Employment employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. Elastic also makes reasonable accommodations for disabled employees consistent with applicable law.</p>
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