Sales Operations Director, Strategic Accounts

6 days ago

Santa Clara, California, United States Palo Alto Networks Full time
Job Summary

Palo Alto Networks is seeking a highly skilled Strategic Sales Operations Manager to join our North America Sales Strategy & Operations organization. This role will serve as a key business partner and Chief of Staff to the SVP of Strategic Accounts and regional sales management team.

Key Responsibilities
  • Forecasting and Deal Structuring: Drive forecasting, deal structuring, and participate in a month-end and quarter-end close process. Set up cadences for inspection of quarterly targets and forecasts, optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management, facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc.
  • Sales Planning and Account Strategy: Drive sales planning, account strategy, and quarterly business review meetings with the sales management team. Run data analytics and partner with finance/market intelligence teams to assess TAM, product propensity to buy, and optimize territory coverage. Work closely with sales management on GTM segmentation and coverage strategy implementation, own and drive annual planning exercise for Strategic accounts, and partner with sales leadership to drive account and opportunity planning motion.
  • Operations and Reporting: Manage all aspects of operations, tools, dashboards, and reporting. Review and identify areas for improvement leading to operational efficiency, assist in driving field readiness for new sales hires and ongoing sales processes training, coordinate activities and priorities of enablement functions to improve alignment to sales strategy, set up and manage sales programs to drive pipe generation and growth in accounts, manage sales compensation escalations with the Sales Compensation team, and work closely with Finance, Sales Compensation, and Central Analytics teams to develop and maintain scorecards and dashboards that bring transparency into business performance and arms sales leadership with insights needed to drive their business.
Requirements
  • 8+ years of experience in an enterprise subscription software sales strategy & operations/sales finance (or similar) role supporting large/strategic accounts.
  • Advanced business degree (e.g., MBA) and prior experience in sales operations/sales finance highly desired.
  • Advanced data modeling & presentation skills; Proficiency in Excel/Google Sheets & PowerPoint/Google Slides & Tableau.
  • Proficiency with CRM & connected planning systems (e.g., Salesforce, Pigment, Anaplan).
  • Knowledge of SaaS / subscription-based business models and associated KPIs (Retention & Renewal Rates, ARR, Expansion & Cross-Sell Rates, etc).
  • Strong understanding of sales processes and methodologies.
  • Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems.
  • Strong communication, collaboration, and leadership skills and the ability to effectively partner with all levels of management.
  • Self-starter, highly motivated with insatiable curiosity to learn about and influence the business.
  • Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines.

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