** This role is open to hiring in our Santa Clara CA, Plano TX, and New York offices with a hybrid working schedule of 3 days/week in office **
Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
- Act as key business partner to US Senior VP and Regional Management Team interfacing cross-functionally in the organization
- Drive forecasting, deal structuring and participate in a month-end and quarter-end close process
- Set up cadences and inspection of quarterly targets and forecasts for the overall SLED US Sales teams
- Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
- Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc
- Manage compliance of the non-standard transactions process - track quarterly metrics on average discounts, non-standard exceptions and recommend action items to improve these metrics
- Drive Sales Operations Planning, Quarterly Business Review meetings and Territory Planning with Sales Management Team
- Run data analytics and partner with the strategy to assess the total addressable commercial market, product propensity to buy and optimize territory coverage - Use this to develop SLED bundles for Enterprise, Majors customers, in collaboration with marketing, partners and the renewals team
- Work closely with functional and sales management on GTM segmentation and coverage strategy implementation
- Provide analysis and reporting of compensation plan effectiveness and efficiency, including performance reporting at the individual, manager, and regional levels - Compile, assess and report on performance and earnings distributions
- Drive standards in territory planning with SLED sales and partners
- Develop a repeatable motion for account planning, lead generation and pipeline development, whereby sellers prioritize their top whitespace accounts, with sellers handing off other accounts to partners.
- Manage all aspects of Operations, Tools, Dashboards and Reporting for the US SLED sector
- Support process enhancements, modifications and best practices development
- Assist in driving field readiness for new sales hires and ongoing sales processes training
- Track and manage pipe generation across the direct field, partner and support functions
- Set up and manage sales play programs to drive pipe generation and optimize deals across whitespace accounts, underpenetrated accounts and renewing customers
- Review and identify areas for improvement leading to operational efficiency, process optimization and field acceleration (sales enablement tools, process, and programs)
- Coordinate activities and priorities of enablement functions to improve alignment to sales strategy
Your Experience
- Minimum of 10+ years experience in a Sales Operations Senior Manager role is required with prior experience as business partner to sales and partner leadership (SVP/GM level)
- Deep experience working with Salesforce CRM, data analytics and annual planning tools with hands-on experience in business analysis, data analytics, and statistical modeling
- Exceptional communication skills and proven ability to create initiatives, plan and manage at both strategic and operational levels, across numerous cross-functional stakeholders
- A mission-driven, team player approach and a desire to make an impact and difference - Strong organizational skills, self-starter, and can quickly identify and resolve inefficiencies across the business
- Well experienced in a Sales Operations/Finance environment - Strong understanding of sales processes and methodologies
- Previous Experience supporting State and Local Gov and Education Customers is a plus
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $145000 - $234500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .
All your information will be kept confidential according to EEO guidelines.
