Sao Paulo

Área de especialidade:

Business Operations

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Sales Operations Manager

Introducing you to the team

In our Business Operations team, we work to support our clients in understanding the advantages technology can bring their businesses, their people and clients and support the definition of their digital journey.

Job Summary

As a Sales Operations Lead, you will have a strategic role that supports sales growth and leadership decisions through data-driven insights, effective tools, and processes. You will be an agent of change on Avanade´s sales transformation culture, embarking in a multiyear program that includes maturing a high performing sales function and sales operating model.

The Sales Operations Lead will be accountable for the integration of sales planning, pipeline management, forecasting and budgeting processes, enabling Executive Level data driven decisions. You also assist with sales process support, ensuring continuous improvement, advanced technologies implementation and compliance alignment.

You will report to Region COO and dotted line to Area Sales Operations Lead (ASOL) with a, with strong day to day partnership with the Regional Sales Lead (RSL) and Global Sales Operations (GSOL).


Strategic Responsibilities

Partner with Regional Sales Lead to define sales strategy: GTM model, sales force size/ shaping, cost-effective organization definition.

Work as focal point for key decisions, coordinating everything from sales strategy to execution — both within the sales function and among stakeholders outside of sales, leveraging sales operations as a focal point for the key decisions that sales leaders need to make to succeed.

Ensure quality, accuracy and consistency in sales planning, pipeline management, forecasting and budgeting processes, establishing integration between strategic planning processes followed by the organization.

Work closely with sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success.

Align reporting, training, and incentive programs with strategy/performance management priorities.

Project Management Responsibilities

Project Management

Develop and execute strategic initiatives driven from area/global programs, including driving appropriate change management activities.

Be the key focal point for Avanade Sales Transformation Program, that includes maturing a high performing sales function and sales operating model.

Ensure timely assignment of all regional sales organization objectives through the establishment of a governance model

Effectively engage multiple stakeholders at different levels across the organization to ensure deadlines are met and targets achieved.

Deals/Contract Management

Partner with Deal Desks to manage standard processes and programs related to end-to-end management of deals and contracts, including reporting, approvals, sales closing, and post sales administration.

Manage approval pre- sales processes for contracts and deals, coordinating process steps between internal parties and other relevant stakeholders.

Owns the regional deal review and closure process, removing roadblocks and addressing process inefficiencies in close conjunction with regional and Area stakeholder groups.

Acts as the point of escalation for all opportunities in the region – collaborating with Sales, Legal, Finance, and other internal teams to remove roadblocks.

Support Regional Sales Lead in Review and coach Sellers on Close plan for Top deals in forecast (current month and current quarter).

Leadership Responsibilities

Develop and lead a high-performing sales operations team.

Provide strategic advice to the sales leader regarding overall targeted growth, operational efficiency and capital strategy initiatives.

Serve as a business partner and trusted advisor to sales leadership.

Foster an organizational culture of continuous process improvement.

Sales Analytics Responsibilities

Ensure the optimized use of all available information to help sales leaders make data-based decisions to improve the effectiveness of everything from sales force design and development to sales compensation, sales process and systems, and sales analytics and intelligence.

Deliver regular and innovative insights to the Area Sales & Executive Leadership on sales performance & outlook, sales productivity, cost of sale, client portfolio performance, sales headcount, and sales planning.

Establish continuous data literacy process, to ensure that consumers of sales analytics derive meaningful value and consistent interpretation.

Owns Client365 CRM opportunity and account hygiene, ensuring that sales data is always complete and accurate.

Drive sales and revenue forecast accuracy, predictability and medium to long-term outlook improvement: establishing and managing sales governance meetings for data quality and pipeline review, identifying gaps on sales performance, mapping issues and risks of monthly and quarterly sales forecast coverage, developing mitigation plans with sales leadership support to drive sales attainment. Topic reviewed -

Act on behalf of the RSL on key matters relating to sales; own and drive the Rhythm of Business cadence for sales.

Establish sales expense governance by using metrics as cost of sales to drive better decision making and take a proactive approach to controlling costs.

Track monthly Business Development spend (BDs) and highlight areas of high spend.

Coordinate with sales leadership and other stakeholders to lead efficient and accurate sales analytics initiatives, developing new sales analytics tools where required.

Sales Incentives and Compensation Responsibilities

Assign sales force targets and ensure business’s financial objectives are optimally allocated to all sales channels and resources.

Work with Regional Sales Lead, Total Rewards, and Finance to establish and maintain sales compensation plans that provide market-competitive pay, drive seller high-performance, reinforce sales organization strategy and align with business and sales organization objectives.

Monitor sales compensation performance with the Regional Sales Lead, Total Rewards and Finance.​

Interpret applicable regulations to advise leadership on necessary compensation program adjustments, improvements, and exceptions.

Sales Enablement Responsibilities

Partnership with Sales Enablement leadership to design, development and implementation of Sales Enablement programs in your region for improving the capability, productivity and performance of the selling community.

Provide feedback to Area Sales Operations Lead and Sales Enablement Lead about the effectiveness of the prevalent sales methodology to determine areas of improvement. Undertake subsequent improvement initiatives with Sales Enablement Lead.

Organize the sales enablement agenda by month/quarter, considering sales enablement asks by Solution Area, new process implementations (global/local), etc.

Support Onboarding Experience Lead for the design, implementation, and maintenance of the global sales on-boarding training program, being the key point of contact for onboarding new sellers in your region.

Skills and Experiences

Excellent written and oral communication – fluent in English

Experience in leading sales operations in a high-growth environment (or equivalent functions, such as revenue operations, commercial operations, marketing operations)

Demonstrated success in the analysis, design, and improvement of sales processes

Strong ability to logically analyze problems and develop solutions

Strong leadership skills and people management experience

Strong data analytics skills.

Ability to manage multiple concurrent projects and summarize status to executive level

Creativity and strategic thinking — and the agility necessary to master both the daily hands-on analysis and the big picture strategy.

Self-starter who sets aggressive goals and is driven to succeed both personally and professionally; focused on productivity; deeply committed to quality and integrity.

Able to create a culture of shared values throughout the company in which people work together cooperatively toward common and mutually recognized objectives.

Technical Skills: Microsoft CRM or co-related tools, Excel, Power BI & PowerPoint.

Bachelor’s degree in Business Management, Economics, Engineering, Finance or equivalent.

Here you can find different experiences supporting companies in their visions of the future, to non-profit organizations and governments driving their digital innovation. In addition to unlimited learning that expands ideas through Microsoft tools. Ambitious growth, which comes from our premise of valuing people, in addition to benefits that go beyond expectations. We mention some of them below...


  • Vale refeição ou alimentação; 
  • Vale transporte ou fretado; 
  • Convênio médico e odontológico 
  • Telemedicina; 
  • Telepsicologia; 
  • Certificações e treinamentos;  
  • Seguro de Vida; 
  • Previdência Privada; 
  • Inglês; 
  • Avababy: acompanhamento da gestação e kit para os novos pais e mães Avanade;  
  • Horários flexíveis;  
  • Participação nos resultados da empresa;  
  • Gympass;  
  • Auxílio Creche; 
  • Career Advisor - Um braço direito para orientar a sua carreira; 
  • Exposição com times globais a depender do projeto; 
  • Buddy – Uma pessoa que irá te ajudar nos seus primeiros meses e na fase de adaptação à nossa cultura; 
  • Para função gerencial ou superior - Veículo corporativo, estacionamento e auxílio combustível. 

We prioritize the inclusion of our people, thus creating a diverse and relaxed work environment, because nothing better than different minds working to make excellent deliveries, right? That's why we work in affinity groups of ethnicities, generations, women in tech, people with disabilities and LGBTQIA+. We think about actions of inclusion and social responsibility, in order to have an Avanade that respects individuality.

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Sobre a Avanade

A Avanade é a líder em serviços digitais inovadores, de nuvem e de consultoria, soluções para indústrias e experiências lideradas por design em todo o ecossistema da Microsoft. Todos os dias, nossos 59.000 profissionais em 26 países causam um impacto humano genuíno para nossos clientes, seus funcionários e seus clientes. 

Fomos reconhecidos como o Parceiro Global do Ano de Integrador de Sistemas da Microsoft mais do que qualquer outra empresa. Com a maioria das certificações da Microsoft (mais de 60.000) e 18 (de 18) competências Microsoft de nível de excelência, estamos em uma posição única para ajudar as empresas a crescer e resolver seus desafios mais complexos. 

Somos uma empresa que prioriza as pessoas, comprometida em criar um local de trabalho inclusivo, onde os funcionários se sintam à vontade para serem autênticos. Como uma empresa responsável, estamos construindo um mundo sustentável e ajudando jovens de comunidades sub-representadas a atingir seu potencial. 

De propriedade majoritária da Accenture, a Avanade foi fundada em 2000 pela Accenture LLP e pela Microsoft Corporation. Saiba mais em