Job Description

Your Career

We are looking for a Senior Sales Operations Manager to support the US SLED leadership team in all aspects of the business. You will partner with Channel, Marketing, Finance, and HR while being an integral part of the North American Sales Operations organization. This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner and will have the opportunity for significant exposure and visibility across the business.

The candidate in this role will provide leadership and advisory support in driving Sales Productivity, GTM Strategy, Sales Planning, Sales Forecasting, Segmentation, and Sales Analytics.

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 processSet 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 TeamRun 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 sectorSupport 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