Job Description
Micro focus International plc (Micro Focus®: LSE: MCRO.L) provides innovative software that allows companies to dramatically improve the business value of their enterprise applications. Micro Focus Enterprise Application Modernization and Management software enables customers’ business applications to respond rapidly to market changes and embrace modern architectures with reduced cost and risk.
Micro Focus has more than 30 years of expertise and more than 15,000 customers and one million licensed users, including more than 70 of the Fortune Global 100 companies. Micro Focus has more than 600 employees worldwide, with principal offices in the United Kingdom, United States, Germany and Japan.
The Field Operations Manager for the Micro Focus business NA, based in Rockville, reports directly to the Global Field Operations Director working closely (dotted line) with the President NA and is a member of his Management Team covering the NA region. Will support the President NA in meeting his responsibilities in achieving the revenue and EBITDA targets through providing insightful business and financial analysis of historic performance as well as forecast performance and reporting on this to the Global Field Ops. Director based in the UK.
The role encompasses analysis, reporting and support to the Field and for all aspects of the sales process from a regional and consolidated Planning, Budgeting, Forecasting, Pipeline Management, Sales Process, Revenue Recognition, Leads and Marketing activities perspective for and with the President NA, Regional Vice Presidents and the Global Field Ops. Director based on current and future systems applications (Pivotal, sales forecasting etc.)
The position requires a candidate with University, CPA and/or MBA qualification ideally in Finance and/or Marketing together with practical international experience in the Software/Software Consulting sector, exposure to CRM and Revenue/Marketing Analytical Tools, a good understanding of Revenue Recognition, multi country/regional Budgeting/Consolidation exposure and strong Reporting & Analysis skills. The ability to work effectively across different cultures, team spirit, a can-do and proactive approach is a must.
Key Attributes:
• Consolidation of the Weekly Sales Forecast report, analysis of week-on-week changes and variance to budget by Region and large deal analysis/review for License, Maintenance and Consultancy Fee Revenues
• Pipeline, Forecast and Upside Analysis (pipeline quality & health) for Current quarter and total FY including Data Quality review (Pivotal)
• Support the sales teams in deal formulation to maximize revenues while respecting Rev. Rec. rules
• Owner of CRM tools for the NA Business, providing training and mentoring to all sales reps and ongoing proposals for improvements in Pivotal and overall forecasting process
• Analysis of Sales Team and Marketing efforts/data to create leads and opportunities to achieve the target per quarter
• ICED process (Interest , Consensus, Evaluation, Decision and Order) or Stages 1-4 analysis. Lifetime circle, how many days per average we expend on each stage (per GEO, Region..). Analysis of Success on pushing forward opportunities across each stage, time, opportunities number, amount, averages.
• Coordination of Bid process stages A-B-C-D, ensure use of Pivotal and Roadmaps for Data capture.
• Leads analysis & statistics: Success in the sales process (starting with the leads) how many leads we needed to close a deal, why and where we lose the efficiency in each stage (win/loose analysis). Sales-Qualified Leads (clean up direct marketing leads to be useful for selling) Customer segmentation. Statistics, database, preparation of the portfolio where Sales could be focused
• Slipped deals analysis & follow-up
• Historical trends & achievement versus Revenue Growth plans by Solution, discounts comparison etc.
• Evaluation and analysis of quota attainment reports per Sale rep and RVPs. Average deal amount, number of deals in Pipeline and Closed , life cycle time to close a deal (together with Commercial Finance)
Desired Skills & Experience
Will help on defining the Price List (Product Marketing and Sales OPs) and margin analysis.
Annual Budgeting Process working together with NA Finance Director to allocate and consolidate Quotas and monitor uplifts etc., including Commission structure and financial what-if impact
• Analysing and reporting to Group HQ concerning Revenues & Costs
• Revenue Steam (LFR,MFR,CFR)
• By Product
• By Customer Segment
• For the consultancy, AMQ , Core and Alliances
• And for the consultancy, AMQ , Core and Alliances
• Support on Analysis and Integration of potential future acquisitions
• Value added and ad-hoc info/ process improvements:
o Bubble graph: eg time (quarter) , amount and number of deals per Region..
o Customized reporting/analysis tools (EXCEL pivot tables and Pivotal)
o Good shared practices to be applied
o Internal Benchmarking (Region, Product contribution, etc..)
o Sales methodology
Apply Now - Resume or CV with Job Post Title
Email: jobs@aarenconsultants.in
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