Senior Manager, Sales Operations

Summary

Description

Reporting to the Sr. Director of Licensing Sales, Sales Operations Manager is responsible for supervising the Sales Operations team in Japan and proactively supporting on the entire license business activities in Japan. Sales Operations team communicates with existing licensees and new / potential licensees for streamlining the agreement completion and / or enforcement by interfacing among licensees / customers and other functional teams in Dolby.

Additionally, Sales Operations team is responsible to Inside Sales activities by dealing with Tier-2 customers that is a group of customers who is not top revenue drivers from the licensing sales perspective. Inside Sales activities includes but not limited to maintenance of the current business relationship, customer supports, and proposing new business opportunities to new customer candidates with the new license technologies that will increase licensing revenue. Sales Operations team is also supporting Sales team by providing strategic analysis among sales goal, sales forecast, actual revenue and any additional data regarding licensees and / or market, as well as the strategic business planning. Sales Operations Manager ensures the smooth execution of these activities, supports the team members, and regularly communicates with business leaders to review the overall licensing business status, including agreement execution, revenue analysis and other related activities.

Primary Responsibilities

• Act as a primary contact for customers in regards of license agreement related matters. Align all Dolby stakeholders including Sales, Legal, Intellectual Property Protection, Finance, Business Systems, and Business Group to curve out the conditions of license.
• Being interface among licensees / customers and functional teams in Dolby. Handles all the negotiations related agreement from start to execution.
• Manage license related matters and / or services. Ensure licensees and / or licensing applicants to understand Dolby’s licensing programs, services and whole licensing structure. Assist licensees / customers to comply all the required licensing obligations including but not limited to applying appropriate license agreement, completing all the necessary licensing applications, submitting quarterly reports, and assisting any other Q&A related to licensing program.
• Acting as Inside Sales for Tier-2 customers to find out the revenue growth opportunities. In such activities, Sales Operations Specialist will work closely with Sales Managers, especially in relates to the licensing conditions such as determination of royalties. Sales Operations Specialist will be mainly responsible to market research and potential customer development.
• Lead Quarterly Revenue Forecast process.
• Strategic analysis and documentation of revenue and share it with Sales team for deeper analysis.
• Data maintenance related to account. Agreement ordering.
• Perform other ad-hoc duties if required.
• Occasional travel for domestic and / or overseas as required
• Manage the Sales Operations team as the direct people manager of the team members.
• Regularly communicate with global Sales operations Managers regarding current issues and possible process improvements.
• Supervise the team member’s activities and provide guidance as needed. Coordinate with internal stakeholders to resolve issues when they arise.

Other Responsibilities

Requirements :