Revenue Operations Manager

UP3 is a dedicated ServiceNow Managed Service provider, founded in 2016 by highly experienced Service Management and ServiceNow sales and delivery professionals. We have a wealth of experience working both as customers of ServiceNow and as specialist consultants and have delivered solutions spanning nearly every aspect of the platform. We stand by our values and when we’re looking for the best of the best to join us, we look for people who share these values too. No-one is above making the tea or watering the plants. Do the right thing by the customer. Always. No room for egos, politics or gossip. We’re a team. Take pride in sharing what you know. If you see something that needs doing, roll up your sleeves and get it done. Remember, at some point, you did something for the first time.

Responsibilities

• Deliver a clear oversight of Sales Performance.
• Provide an agreed dashboard and summary of sales performance at a regular cadence to Senior Leadership; to include the sales cycle end to end, and a clear view of sales pipeline health and potential revenue risks.
• Collaborate with the PMO to maintain an aligned view of the sales forecast and resource availability.
• Support recommendations around hiring, and phasing of work where required.
• Partner with Finance, providing the relevant insights to support accurate financial forecasting and a clear understanding of billing and revenue recognition timeframes.
• Take ownership of the continuous improvement and refinement of Sales reporting and analysis to support improved visibility and decision making by Senior Leadership.
• Provide ad-hoc reporting and analysis as required.
• Partner with the Sales Director to provide Sales Administration Support.
• Co-ordinate RFP/Bid submissions, drafting responses and gathering the required information.
• Project manage the RFP responses to ensure any deadlines are met and ensure successful submission.
• Liaise with customers, partners, and external stakeholders to support the co-ordination or follow-up of sales activity as directed.
• Support with the collation of marketing materials and collateral where required.
• Support Finance in ensuring PO’s and invoices are processed in a timely manner, co-ordinating with the relevant Sales owner as needed.
• Manage ServiceNow sales documentation and Partner Program compliance.
• Co-ordinate and monitor Partner Portal deal registrations, with input from the Sales Team, and Partner Management Team stakeholders as required.
• Support the ServiceNow license sales process including, requesting quotes from ServiceNow, placing licence orders, and liaising with both the customer and ServiceNow to ensure all paperwork is signed.
• Manage the UP3 product sales process, ensuring all customer-facing documentation is completed, placing the product order with the ServiceNow store, ensuring the client has downloaded the product, and that the Account Manager / Delivery Team are kept informed throughout the process.
• Maintain a strong understanding of UP3's obligations within the Resell Partner Program framework, and help the Sales Team to maintain compliance.
• Partner with the Sales Director to improve Sales Team outputs.
• Provide regular analysis of Individual Sales Performance across the Team to the Sales Director; sign-posting any risk areas or action required for follow-up.
• Engage with Finance, the Professional Services Director and the PMO as required to ensure accuracy of information.
• Own the co-ordination of team activities as directed, including any regular team or cross-functional meetings, and ensuring the relevant preparation across attendees where required.
• Support the co-ordination of team management cycles, such as target setting, performance reviews, and commissions to ensure timely completion.
• Track or project manage sales initiatives and incentives as required.
• Support onboarding and training of staff on Sales tools and processes.
• Manage the CRM system (Hubspot).
• Co-ordinate renewals and ensure the appropriate licensing and subscriptions are in place.
• Maintain the appropriate user administration and controls.
• Optimize CRM system use and outputs.
• Take personal accountability for recommending, agreeing and actioning changes; collaborating internally to understand the broader needs of the business and working with the COO to ensure the broader implications and required impact of any changes are understood.
• Maintain the company’s membership of procurement frameworks such as GCloud, and manage enrolment in new platforms as directed by the Sales Director.
• Own sales tool subscriptions, including Sales Navigator etc.
• Co-ordinate renewals, and ensure the appropriate licensing and subscriptions are in place.
• Work with marketing to align lead generation and campaign tracking, acting as a bridge between Marketing and the CRM.
• Ensure customer contracts database is kept up to date at all times.
• Ensure that the Sales Team maintain information in Hubspot as required.
• Own Sales Team compliance with all Sales processes, ensuring the relevant system updates and documentation requirements are completed.
• This includes the bid sign off process, quote approval process, deal qualification process, bid management process, customer onboarding process and delivery handover process.
• Partner with Finance to ensure pricing and rate card control is maintained, and escalate any concerns to the Sales Director.
• Monitor the effectiveness of all Sales processes and pro-actively drive improvement.
• Take ownership of collaborating with the Sales Director, COO, Professional Service Director and any other relevant stakeholders to agree and implement changes.

Skills and experience

• Proven experience of owning and improving Sales Operations or Revenue Operations processes and outcomes, within a Software Consultancy or Managed Service Provider.
• Experience of partnering with and managing a broad variety of stakeholders, including Senior Management.
• Experience of interacting with customers and third-party stakeholders.
• Strong understanding of CRM system capabilities and experience of enabling these. Ideally Hubspot.
• Strong analytical skills with a data-driven mindset.
• Strong attention to detail.
• A completer-finisher.
• Highly organised, able to collaborate effectively and organise others.
• Commercial acumen.
• Strong communication skills.
• Comfortable working in a fast-paced, scaling business.
• Tenacity and ability to work to tight deadlines.

What’s in it for you?

• Career development and progression – we invest in our people and actively promote from within.
• Work for an established, respected player.
• We’ve honed our craft having been with ServiceNow since the early days, going on to set up UP3 in 2016.
• Amazing customers and a best-in-class solution.
• Best in class tech stack, tools and training.
• We’re committed to providing all you need to be successful in this role London based.
• We have a fantastic office at The Ministry in Central London and offer hybrid working with 2-3 days a week in the office.

Company benefits – highlights

• Maternity and Parental Leave: We offer an enhanced maternity and parental leave package. For maternity and adoption, we will provide you with 16 weeks full pay, followed by 23 weeks Statutory Maternity Pay (SMP). And for Paternity and other Parental leave, you’ll receive 4 weeks of full pay. In addition, we encourage you to take as much time as you need for ante and post-natal appointments.
• Flexible Working: We know people thrive when they’re given the opportunity to strike the right balance between their work and their personal life, so we offer flexible working arrangements so that you can do your best work, without compromising. We embrace hybrid working, so you can split your time between home and our offices in The Ministry, SE1. We offer a £250 allowance to ensure your home office is set up with everything you need.
• Excellent Bupa health insurance and Bupa level 3 dental cover.
• 25 days holiday increasing based on length of service.
• Company pension (after 3 months’ service).
• A Death-in-Service Life Insurance policy which would pay out 4X your salary.
• Sports and Social Club – recent events include Dungeons.