Business Unit Operations Analyst
Global Operations
Alpharetta, GA
Infor® is fundamentally changing the way information is published and consumed in the enterprise, helping 73,000 customers in 200 plus countries and territories improve operations, drive growth, and quickly adapt to changes in business demands. Infor combines focused, hands-on industry experience with global breadth to help companies deal with today’s challenges and prepare for tomorrow’s opportunities. We offer deep industry-specific applications and suites that are engineered for speed and use groundbreaking technology to deliver a rich user experience. Our applications also feature flexible deployment options that allow customers to run their businesses in the cloud, on-premise, or both.
For additional information, visit www.infor.com.
SUMMARY: The Business Unit Operations Analyst will work collaboratively with a group of Analysts to support individual Business Unit Operations Leaders as well as the sales VPs, managers, and sales teams. They will be responsible for assisting the teams with operational tasks, such as data analysis, data cleanliness, policy execution, creating ad hoc reports and liaising with other teams. This position will report to an individual Business Unit Operations Leader.
The Business Unit Operations Analyst will help facilitate and monitor the enablement and rollout of sales initiatives, processes and policies. Additional areas would include any tools, forms, aids, videos, templates or other materials that improve the efficiency and effectiveness of Infor sales professionals. The Business Unit Operations Analyst is also responsible for providing reporting and analysis to the sales teams on sales pipeline, sales performance, forecasts and other key metrics.
This position requires an effective communicator who has the ability to work independently and collaboratively with its internal team as well as external stakeholder groups. This role is responsible for several concurrent tasks; making the ability to multitask and solve problems paramount to success. This candidate is a facilitator for resolving issues or challenges both within the team and other departments. They will also coordinate work flow and use problem solving strategies. The ideal candidate will have strong analytical skills, be very detail oriented, able to work under pressure, manage priorities, and meet deadlines. They will able to adjust quickly in a rapidly growing and dynamic group. The candidate must be comfortable and effective in communicating and presenting to sales groups. Superior planning and analytical skills are a must.
JOB RESPONSIBILITIES:
Pipeline Management Guidance
• Pipeline analysis and validation in support of sales teams, ensuring pipeline quality and adherence to pipeline management methodology and forecasting policies
• Opportunity monitoring and validation, ensuring required CRM fields are complete and maintained in synch with deal and order submission status
• Generate and interpret advanced pipeline reports
• Supply information and guidance to sales management to address pipeline and opportunity compliance or quality issues
• Attend team/forecast calls
• Ensure VPs and managers submit their forecast weekly
• Forecast Subject Matter Expert
Business Process & Systems Support
• Update VP/Managers on internal issues
• Inform VP where they need to focus attention
• Understand any issues or needs with Presales/ICS
• Work with Sales Effectiveness team regarding action items that come from Executive Team
• Work with team regarding VP concerns that should be escalated
• Communicate with VP regarding ROE disputes escalated on their team or outside of LOB
• Ensure teams are consistently utilizing all programs from Global Sales Enablement
• Serve as sales teams’ primary contact for process or systems questions
• Assist with territory updates, realignments, and maintenance of customer account assignments to sales reps
• Assist with the assignment of marketing leads to appropriate sales teams and perform reassignments as necessary
• Identify, analyze, and track customer penetration and cross-sell whitespace
• Target account list development
• Evaluate and generate ad hoc report requests.
• Serve as a liaison between sales and order form/agreement contributors to include the Deal Desk, legal, revenue recognition
• Support and provide explanation on rules of engagement (ROE) proactively
• Communicate with VP/managers regarding splits they must approve
• Exceptions management
• Drive CRM system cleanup and maintenance
• Provide CRM system and process training for new reps and managers
• Serve as first-level support for CRM system issues
• Perform detailed customer research as necessary
• Identify and make recommendations for process improvement
• Collaborate with greater Sales Operations team to contribute to betterment of overall knowledge sharing
• Provide operational support for pipeline reporting and territory management processes
• Other special projects
• Ensure Reps are updating contacts in their CRM accounts
• Participate in QBRs
EDUCATION & EXPERIENCE:
• Bachelor’s Degree, preferred
• 2-3 years of experience working with sales teams preferably for a high technology company
• Software industry experience highly preferred
REQUIRED SKILLS:
• Familiarity with internal Infor back office systems
• Data analysis
• Excel, PowerPoint, Word proficiency
PREFERRED SKILLS & KNOWLEDGE:
• Advanced Microsoft skills including Word, Excel and PowerPoint
• Ability to work under pressure, manage priorities while meeting deadlines
• Excellent organizational and follow up skills
• Ability to work independently
• Must be a self-starter
• Excellent interpersonal skills
• Proven problem solving skills
• Demonstrated credibility, professionalism and decisiveness
• Demonstrated oral and written communication skills
• Experience working with sales or channel sales teams
• Experience working with contracts
• Experience using a CRM system (SalesForce.com preferred)
• Knowledge of revenue recognition practices
Equal Opportunity Employer: The Company does not discriminate in employment opportunities or practices on the basis of race color, creed religion sex, gender, identity or expression, sexual orientation, national origin, genetics, disability, marital status, age, veteran status, protected veterans, military service obligation, citizenship status, individuals with disabilities, or any other characteristic protected by law applicable to the state in which you work.
In compliance with the ADA Amendments Act (ADAAA), should you have a disability and would like to request an accommodation in order to apply for a currently open position with Infor, please call (678) 319-8000 or email us at ADAAA@infor.com.
