Manager Revenue Operations - EMEA
Who we are:
For over 20 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.
Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.
We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.
Your job:
As Manager, Revenue Operations - EMEA, you will be responsible for ensuring appealing, high quality commercial proposals are prepared and presented to our EMEA and UK-based customers and prospects. Reporting to the VP Revenue Operations, this role will ensure that proposals are prepared in accordance sales rules, guidelines and processes. Working closely with the EMEA Business Development team, your expertise will help support our efforts to grow our customer base and work collaboratively to negotiate deals, escalating to, or collaborating with senior teams as necessary in order to see them through to close. Your guidance, communication skills, and negotiation tactics will be key to closing deals with new clients, upsell opportunities, and customer renewals.
Your responsibilities:
- Prepare tailored, competitive, attractive commercial proposals within appropriate sales guidelines, terms and conditions, and margins
- Work with Business Development team to propose commercial negotiation strategy and present for review from Finance and Rev Ops or other executives when needed
- Support and Assist the Business Development Teams in presenting the proposal to the customer/prospect in a professional manner and be available to answer questions and negotiate terms and conditions, escalating where necessary to senior stakeholders (i.e. Finance, Rev Ops).
- Read and review Request for Proposals (and similar requests) to ensure commercial proposals are tailored to RFPs issued and work with Customer Trust team to answer commercial questions when necessary (escalating to Finance & Accounting or Revenue Ops as necessary).
- Work with the Customer Success team to review renewal proposals to capture value, and expand services, resulting in high client retention and satisfaction.
- Attend Executive Briefings and customer meetings where necessary to understand client needs and how to tailor commercial proposal appropriately
- Capture, collect, and analyze sales and customer feedback and evaluate commercial deals (won/lost) for EMEA region and advise on pricing proposals (Product and Price Book configurations) or pricing strategy (regional or global) and suggest proposals for modifications to VP, Revenue Ops and Finance
- Ensure opportunities adhere to guidelines and correct products are used, working with VP Rev Ops as necessary
- Identify any proposals where development effort is required and escalate to senior team (CEO, Chief Product Officer, Chief Legal Officer, CFO where appropriate) to determine if opportunity should be pursued or requires additional commercial consideration.
- Work with the Business Development team to ensure Salesforce hygiene (i.e. opportunity is updated and represented appropriately, actions, history, and details are kept up to date/maintained)
- Work with Business Development team to keep executives up to date on deal status (MEDDPIC framework)
- Partner with Sales Operations team in calculating and reviewing/approving incentive payments for EMEA region (and other regions, as required)
About you:
- Minimum 5+ years’ experience in a similar customer-facing, commercial or Revenue operations role, ideally within a SaaS business
- Experience in MEDDPIC framework
- Experience with Salesforce (mandatory) and experience with any of the following is an asset: Salesforce CPQ, ZoomInfo, Teamwork, and LinkedIn Sales Navigator
- Impeccable organizational and project management skills, with excellent attention to detail
- Polished communication and executive reporting skills, solid business acumen and confidence in presentation in field, corporate and market situations
- Refined skills with MS Excel Spreadsheets, Miro, Microsoft Office
- Experience with Tableau and Data Analytics Warehouses (i.e. NetSuite Analytics Warehouse) is an asset
- Ability to exercise tact and discretion in handling sensitive and confidential information
- Ability to maximize and exploit the capabilities of our CRM
- Ability to thrive in fast moving, fast growth entrepreneurial environment, have a ‘solution based’ mind set, and be proactive in driving improvements to processes and systems
What you can expect:
At Global Relay, there’s no ceiling to what you can achieve. It’s the land of opportunity for the energetic, the intelligent, the driven. You’ll receive the mentoring, coaching, and support you need to reach your career goals. You’ll be part of a culture that breeds creativity and rewards perseverance and hard work. And you’ll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.
Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.
We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.
To learn more about our business, culture, and community involvement, visit www.globalrelay.com.