Senior Sales Operations Manager, SLED Business Development

3 weeks ago

Santa Clara California, United States Palo Alto Networks Full time
About the Role

We are seeking a highly skilled Senior Sales Operations Manager to join our SLED leadership team in the US. As a key business partner, you will work closely with cross-functional teams to drive business impact and operational efficiency.

Key Responsibilities
  • Provide leadership and advisory support in driving Sales Productivity, GTM Strategy, Sales Planning, Sales Forecasting, Segmentation, and Sales Analytics.
  • Act as a key business partner to the 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 inspect 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.
Requirements

To be successful in this role, you will need to have:

  • Proven experience in sales operations, preferably in a SLED or enterprise sales environment.
  • Strong analytical and problem-solving skills, with the ability to drive business impact and operational efficiency.
  • Excellent communication and interpersonal skills, with the ability to work effectively with cross-functional teams.
  • Experience with sales operations tools and technologies, such as CRM systems and sales analytics platforms.
  • Ability to work in a fast-paced environment and prioritize multiple tasks and projects.

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