The Senior Sales Operations Specialist plays a key role in enabling business growth by optimizing sales processes, ensuring effective usage of sales tools, delivering data-driven insights, and aligning local operations with global standards.
Job description
This role acts as the local subject matter expert for Salesforce and sales operations processes while working closely with Sales, Marketing, Finance, Channel Partners, and Global Headquarters to drive operational excellence and business performance.
Drive the adoption and effective use of sales tools including Salesforce, Partner Portal, Dexter and ESET Hub.
Identify opportunities to improve sales processes and user experience through automation and optimization.
Gather business requirements from stakeholders and translate them into actionable system and process enhancements.
Coordinate with global teams on testing, validation and implementation of system improvements.
Ensure local sales processes are aligned with global standards and best practices.
Lead local implementation of global business initiatives such as end-of-sale actions, product migrations, licensing transitions and sales transformation projects.
Act as the primary local expert for Salesforce and related sales systems.
Maintain CRM data quality, consistency and governance.
Identify reporting and process gaps and recommend improvements.
Support users with CRM best practices and troubleshooting.
Deliver Salesforce user training and onboarding programs.
Develop, maintain and improve sales dashboards, reports and KPI tracking.
Provide regular performance reports for sales forecasting, budgeting and business planning.
Analyze business performance and provide data-driven insights to management.
Explain KPI definitions, methodologies and business implications to stakeholders.
Support ad-hoc business analysis requests from local management and HQ.
Manage requests for deal codes, promotions and commercial programs within global systems.
Maintain records of promotions and evaluate performance against predefined criteria.
Monitor local batch management, stock sizes per partner and expiration dates where applicable.
Collect and consolidate competitive pricing information and market intelligence.
Support channel sales planning and business reviews through analytical insights.
Develop localized sales operations training materials based on global materials.
Conduct training sessions for employees, partners and distributors.
Build strong working relationships with local and global stakeholders.
Act as an operational advisor to Sales leadership and cross-functional teams.
5+ years of experience in Sales Operations, Business Operations, CRM Administration, Business Analytics, Commercial Excellence or a related field.
Proven experience with Salesforce or equivalent CRM platforms.
Experience supporting B2B sales organizations and channel sales environments.
Experience creating management-level reports and business performance analyses.
Salesforce CRM experience; Administrator certification is a plus.
Advanced Microsoft Excel skills.
Power BI, Tableau or similar BI tools.
CRM/ERP systems.
SQL or other data analysis tools preferred.
Strong analytical and problem-solving skills.
Business process improvement mindset.
Ability to manage multiple stakeholders across local and global teams.
Excellent communication and presentation skills.
Strong attention to detail.
Self-motivated and proactive working style.
Ability to work effectively in an international environment.
Japanese: Native level
English: Business level, written and spoken
Senior Sales Operations Specialistは、営業活動を支える業務プロセス、Salesforceを中心とした営業システム運用、データ分析およびレポーティングを通じて、事業成長と営業生産性向上を推進するポジションです。
営業部門、マーケティング部門、ファイナンス部門、販売パートナーおよび海外本社と連携しながら、業務標準化、データ活用、営業プロセス改善を推進します。
Salesforce、Partner Portal、Dexter、ESET Hub等の営業システム活用を推進
営業プロセスおよびユーザー体験の改善、自動化、効率化を企画・実行
各部門から業務要件を収集し、システム・プロセス改善につなげる
本社チームと連携し、システム改善案件のテスト、検証、導入を支援
グローバル標準に基づく営業プロセスの定着化を推進
販売終了、製品移行、ライセンス移行、販売制度変更などのグローバルプロジェクトを日本で推進
Salesforceおよび関連営業システムのローカル専門担当として運用をリード
CRMデータ品質、整合性、ガバナンスを維持・改善
レポートや業務プロセス上の課題を特定し、改善提案を実施
社内ユーザーに対するCRM運用サポートおよびトラブルシューティングを実施
Salesforce活用トレーニングおよびオンボーディングを企画・実施
営業実績レポート、ダッシュボード、KPI管理の作成・改善
売上予測、予算策定、事業計画のための定期レポートを提供
事業パフォーマンスを分析し、マネジメント向けにデータに基づく示唆を提供
KPI定義、集計方法、レポート内容を関係者に説明
ローカルマネジメントおよび本社からのアドホック分析依頼に対応
Deal Code、Promotion、Commercial Program等のグローバルシステム登録依頼を管理
販売施策の記録を維持し、事前に定めた基準に基づいて効果を確認
必要に応じて、パートナー別在庫規模や未アクティベートバッチの有効期限を確認
競合価格情報および市場インテリジェンスを収集・整理し、関係者へ共有
分析データを用いて、チャネル営業計画やビジネスレビューを支援
グローバル提供資料をもとに、日本向け営業オペレーショントレーニング資料を作成
社員、販売パートナー、ディストリビューター向けにトレーニングを実施
国内外の関係者と連携し、円滑な業務推進を図る
営業リーダーおよび関連部門に対し、業務改善アドバイザーとして支援
SalesforceなどCRMの運用経験
Sales Operations, Business Operations、営業企画、業務改革、BI分析等の実務経験5年以上
Excelを活用したデータ分析経験
B2B営業組織またはチャネル販売環境での業務経験
日本語ネイティブレベル
英語による業務遂行能力
Salesforce Administrator認定資格
Power BI、Tableau等のBIツール利用経験
SQLを利用したデータ分析経験
IT業界またはソフトウェア業界での経験
間接販売、チャネルビジネス、パートナービジネスに関する知識
データに基づいて課題を整理し、改善提案につなげられる方
複数部門や海外本社と円滑にコミュニケーションできる方
細部に注意を払いながら、期限を意識して業務を進められる方
営業現場の課題を理解し、実務に即した仕組みづくりを推進できる方
#LI-KPI #LI-hybrid #mid-senior
Benefits
Supports work/family balance
Time to recharge: Various leave policies to support all of life’s big moments
Pension scheme: Attractive 401K rates in saving up for later years
Centrally located: Located right in the heart of Shinagawa
Hybrid work culture: Remote work arrangements that balance personal commitments and face/face time with co-workers from around the world
Fuel your growth: Access to world-class learning platforms and development opportunities
Primary location
Tokyo
Additional locations
Time type
Full time
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ESET is a Slovakia-based cybersecurity company that develops antivirus, endpoint protection, and internet security software for consumers and businesses. Its products protect Windows, Mac, Linux, and Android devices against malware and cyber threats.
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