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EMA · 4 months ago

Sales Strategy and Operations Manager

San Francisco Bay Area, CA

Full-time

Onsite

Mid Level

3+ years exp

Ema is at the forefront of transforming enterprise operations through AI, and they are seeking a Sales Strategy and Operations Manager to guide organizations through complex changes. This role involves nurturing high-profile deals, developing ROI models, and coordinating with various stakeholders to ensure successful closures.

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Comp. & Benefits

Responsibilities

Nurture, advance, and close complex enterprise opportunities

Lead a highly consultative process with multiple stakeholders, from C-suite executives to technical evaluators

Develop ROI models, business cases, and value frameworks that quantify the impact of AI adoption

Design creative pricing structures tied to measurable business outcomes

Guide prospects through the consultative sales journey, balancing strategic storytelling with detailed execution

Draft and negotiate sophisticated SOWs that integrate products and services

Coordinate input across internal teams (product, delivery, engineering, finance, marketing) to deliver coherent and compelling proposals

Contribute to the development of value propositions, sales decks, and GTM strategy for verticals and geographies

Provide structured feedback to cross-functional teams to improve offerings, pricing models, and market approach

Qualification

Management consultingEnterprise sales strategyROI modelsBusiness casesComplex engagementsTechnical curiosityClient-facing skillsCommunication skillsCreative problem solvingWriting skills

Required

3–5 years in management consulting, enterprise sales strategy, or similar roles requiring analytical rigor and client-facing skills

MBA from top tier business school

BS/MS in Computer Science and/or related field

Proven ability to develop business cases, ROI models, and value-based proposals

Experience managing complex engagements that combine products and services

Exceptional communication skills, with the ability to engage senior executives and technical stakeholders alike

Creative problem solver able to design pricing and contractual structures based on client value

Strong writing skills for proposals, SOWs, and executive-level communications

Comfortable in fast-paced, ambiguous environments where each deal requires a tailored approach

Technical curiosity and ability to translate AI capabilities into business outcomes

Company

EMA

The EMA is New Zealand's largest business association – bringing members free employment advice, quarterly market briefings, law guides, export opportunities and targeted business training.

Founded in 1886

Auckland, Auckland, NZL

51-200 employees