Head of Sales Partnering UK&I, GTM Reports to: Finance Director - Sales Operations UK&I and EMEA
Experian is the world's leading global information services company that unlocks the power of data to create opportunities for consumers, business and societies from across the world.
During life's big moments - from buying a home or a car, to sending a child to college, to growing a business by connecting with new customers - we empower consumers and our clients to manage their data with confidence. We help individuals to take financial control and access financial services, businesses to make smarter decisions and thrive, lenders to lend more responsibly, and organisations to prevent identity fraud and crime.
We have 16,500 people operating across 39 countries and every day we're investing in new technologies, talented people and innovation to help all our clients maximise every opportunity. Our corporate headquarters are in Dublin, Ireland, with operational headquarters in Nottingham, UK; California, US; and São Paulo, Brazil.
UK&I and EMEA Sales Operations support the client-centric organisation by applying best practice processes and financial discipline to add value, building customer and sales relationships to drive profitable growth for the region.
The Head of Sales Partnering is a critical part of the Sales Operations organisation, leading the Financial interface into the Sales Organisation....
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The Head of Sales Partnering is a critical part of the Sales Operations organisation, leading the Financial interface into the Sales Organisation. This role not only acts as a trusted advisor partnering the business but also offers the chance to be at the forefront of leading and challenging the review of the B2B wide forecast and sales metrics, proactively providing relevant insight and analysis to the Sales and Finance regional leadership teams whilst considering innovative ways of improving transparency, efficiency and accuracy.
The role will work across multi-functions and vertical markets in a complex and dynamic part of the business. The key stakeholders for this role will be the GTM Managing Director, Vertical Market Sales Leadership and Sales teams, Regional Finance leadership and from time to time the UK&I Executive Leadership Team. Essential Duties and Responsibilities
The Head of Sales Partnering is the key link between Finance and Sales and between the region and the Vertical Markets. Taking ownership to ensure that consistent best practices are adopted, SFDC accuracy and compliance, leverage centralised dashboards and reports to enable management decision making, and create and contribute to key governance procedures including:
Partner the GTM LT to enable decisions and set strategy
Be a key voice in Experian's revenue strategy, backing up your insights with data
Be proactive in making recommendations to Sales leadership on core metrics, where to focus and ability to hit goals.
Use key sales metrics to understand the sales trajectory, to identify gaps and opportunities as well as understanding the flow through impact to revenue and EBIT.
Grow a culture of Excellence
Support the Director of Sales Finance and Sales Operations in delivering excellence in Sales Operations
Drive engagement, strategy and direction of Sales Finance, driving transformation of our approach and culture
Lead a team of business partners based in Nottingham - Coaching, supporting and developing the whole team as we drive to increase the value that the finance function brings.
Manage the relationship with the Sofia CoE and contribute to timely quality reviews as part of model office.
Playing an instrumental role in attracting, developing and motivating talent, and contribute to building a strong pipeline and external network to meet current and future business and capability requirements.
Provide the UK Exec with Revenue insights
Chair Sales forecast review meetings, to ensure an accurate and detailed position is assimilated through forecast the process. Challenge sales management on their commitments and hold them to account in each reporting period, understanding both renewals, new business and revenue flow through implications.
Make proactive recommendations to the management team on MMC submissions, highlighting risks, opportunities and focus areas for the vertical markets.
Be seen as the knowledge expert in the New Business Revenue forecast and engage stakeholders across the organisation to ensure a full end to end picture of revenue.
Continuously look for process and policy improvement opportunities.
Provide monthly reporting on Vertical revenue performance, communicate this to the Sales and Finance Leadership and guide them in key focus areas
Make continuous improvements to the system and processes to drive increases to forecasting accuracy and efficiency in operation over time.
Engage with the Head of Revenue FP&A to ensure clear alignment of the P&L and Vertical Market forecast.
Key Contributor to revenue budget planning process, Mid- year reviews and leader of Sales target setting for both ACV and Revenue for Vertical Markets.
Data Driven approach to maximise our sales opportunitie
Work in lock step with our Sales Operations and Sales Analytics teams to drive best practice, data driven insights.
Drive SFDC accuracy and data quality through reporting and engagement working closely with the SAS team and Head of Sales Operations.
Drive SFDC usage within own team and more broadly into Sales.
Understand the link between ACV bookings and revenue, providing relevant reporting.
Understand and analyse the implications of key sales metrics on our revenue forecasts and longer-term plans.
Commissions and Sales performance
Owner of commissions payments and commissions forecasts (delivered through Sofia CoE).
Analyse and interpret individual Sales performance through Sales Finance team to proactively highlight low performance concerns, pipeline gaps and suggested remediation options.
Degree qualified along with an appropriate professional qualification (ACA / ACCA / CIMA, etc.)
Excellent communicator - both written and verbal
Demonstrable team leadership both for direct and indirect teams (on and offshore)
Strong interpersonal skills - ability to form and leverage relationships
Deep commercial understanding of varied business models
Experience of influencing senior leaders
Highly numerate with ability to draw meaningful conclusions and drive actions from financial analysis
Broad range of experience across a varied range of finance roles