Sales Operations Analyst

Description

AEM (Advanced Environmental Monitoring) is the global leader in innovative mission critical weather, wildfire and water monitoring and intelligence solutions. We aim to be the world’s essential source for environmental insights – enabling decisive action and positive outcomes for our customers and their constituents. Our family of innovators offers world-class hydrometeorological technologies and services, including sensors, dataloggers, telemetry, and advanced analytics and software. Our technology and services empower the communities and organizations to survive – and thrive – in the face of escalating environmental risks.  

AEM is looking for a highly motivated Sales Operations Analyst (SOA). This dynamic position works to implement, maintain, and improve sales and CRM systems, processes, data accuracy and integrity, as well as provide timely reporting, analysis, and insights on sales trends and forecasts.   The SOA is responsible for the efficiency and effectiveness of a sales team by analyzing, planning, and executing sales operations activities. They work closely with sales leadership to support strategic planning and goal setting and contribute to the development of sales strategies through data-driven insights.  This position will perform regular sales and business analysis using statistical studies, predictive modeling, and data mining which will inform improvements and solutions for current and future sales operations. 

The ideal candidate will possess a combination of technical, analytical, and communication skills with a data-driven and continuous improvement mindset to improve sales operations and help sales achieve their goals and drive growth.   

Job Responsibilities: 

• Partner with market, sales, and product leaders to identify and prioritize the go-to-market (GTM) sales business intelligence (BI) needs and requirements, including key performance indicators (KPIs) for each area. 
• Analyze sales data accuracy and integrity, working with sales team to maintain and continually improve overall quality and hygiene. 
• Formulate and institute sales and activity KPIs and dashboards to monitor and improve overall sales performance.  
• Analyze leads to sales data by dimension (i.e., market segment, product line, territory) to assess sales velocity, pipeline mix, and conversion rates to inform planning and improve forecasts.    
• Create sales forecast models to support business decisions, including pipeline progression and sales velocity & recurring subscription models. 
• Analyze direct and indirect transactional data to determine optimal channel mix by dimension, including value/ROI of marketing & sales efforts. 
• Study sales cycle trends by market segment and solution set, informing territory and seller pipeline cover and territory planning requirements to achieve plan. 
• Create sales forecast models to support business decisions, including pipeline progression and sales velocity & recurring subscription models. 
• Specify and implement compelling visualizations, dashboards, and /or reports using data to provide insights into key performance indicators to guide the sales and marketing teams, strategy, and execution. 
• Analyze market, customer, and competitive trends, conducting research as needed for evidence-based decisions and maintaining market and client share monthly 
• Collaborate with various departments to understand and analyze workflow, troubleshoot process issues, and continually improve sales and quote to order processes. 
• Train team in sales processes and systems to improve efficiency, effectiveness, and overall data quality. 
• Drill down on team and seller performance, enabling sales managers to be proactive with process improvement and performance enhancement. 
• Consult with internal customers to identify, analyze, refine, and document business processes and functional requirements.  
• Gather and requirements for sales operations projects, test and evaluate new and existing technologies, and work closely with internal stakeholders to manage and execute projects. 
• Contribute to the development of strategic, operating, quarterly and monthly sales plans and forecasts.   
• Be proficient in identifying problems and presenting scalable solutions to resolve them 

This job description may not be inclusive of all assigned duties, responsibili