Principal Sales Strategy And Analytics

Description:

The Principal role will focus on Sales Strategy & analytics using a mix of market intelligence, modeling and analytics to develop deep business insights in support of Zendesk’s go to market (GTM) organization and leadership. The Principal will be part of an impactful team chartered with driving strategy and supporting GTM programs for the commercial (mid-market) and enterprise segments including data analysis, setting financial goals and actively informing deviation and potential investments to support business decisions that improve revenue and profitability. This role requires a strong analytical approach with the ability to also assess cross company program support effectiveness and provide sound strategic advice plus practical forward looking operational insight for senior executives. The Principal will gain experience in key functional areas such as strategy, sales, marketing, customer experience, advocacy, finance and analytics. The Principal is currently an individual contributor role and will report to the Sr. Director of GTM Sales Strategy

The successful candidate will have a steadfast curiosity, and possess a passion for creating innovative strategies and a deep analytical framework to gather market share and monetize Zendesk products. Moreover, they will excel at developing recommendations that transcend the numbers with high initiative, and strong leadership drive in pursuit of concrete outcomes. Candidates should be able to generate hypotheses, independently analyze complex data and make strategic recommendations despite uncertainty and ambiguity.

Responsibilities:

• Work closely with sales leadership to develop and help drive Sales Strategy

• Lead analysis of business performance to identify future roadblocks and present strategic recommendations to GTM leadership for decision making and investment

• Lead cross-functional critical initiatives and link strategy to operations by partnering with key business partners including Product Marketing, Product Strategy, Sales Enablement, Sales Ops and Sales

• Identify untapped market potential, then develop and implement plans to capture it

• Work closely with sales ops to analyze and see opportunities for sales productivity improvement

• Should be able to lead TAM/SAM analysis, Propensity Modeling, account tiering, market segmentation and HC planning

Desired Qualifications and Experience:

• 8-10 years of prior work experience in a sales strategy or analytics type role

• Deep understanding of software industry / SaaS sales and marketing models

• Experience in sales, marketing, or customer success is preferred

• Proficient in CRM and data analytics/modeling tools, Working knowledge of SQL is must.

• Exceptional problem solving skills: proven ability to lead multiple priorities, structure complex problems, perform deep analytics, derive business insights/scenarios and develop solutions

• Demonstrated ability to optimally prioritize and deliver results in an impactful sales environment

• Experience in running and leading Sales Play for new products, acquisition and merger product portfolio etc.

• Highly collaborative, teammate who can independently work cross-functionally and build trusted peer relationships across the company with internal counterparts

• Education preference-Bachelor’s in Quantitative branch (Engg, Math, Statistics) preferably with MBA/MS in Business/finance/accounting.