Sales Operations Manager

• Serve as the point of contact and subject matter expert on deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations
• Be a trusted advisor for the sales organization to improve deal closure velocity, including being the one-stop resource responsible for understanding contract requirements, structure, business terms and identification of potential risks and opportunities that can affect performance, growth and positioning.
• Partner with cross-functional teams including Finance and Contracts to review or address revenue recognition concerns for non-standard deal structures
• Ensure adherence to our quote-to-contract processes and policies for our commercial engine, while effectively escalating new use-cases outside of current approval matrix
• Provide Leadership with financial models and evaluation of deal economics, commercial terms and conditions and operational requirements to present risk/reward profile for opportunities.
• Craft and coordinate proposals between our Sales, Operations, Contract, and Finance teams
• Work closely with Finance on sales orders, Salesforce, and NetSuite integrations
• Create and maintain complex Flows in Salesforce
• Maintain scalable operations and feedback loop to increase contract velocity and efficiency
• Develop an in-depth understanding of subscription model and service/product offerings
• Use data to increase efficiencies in the sales process, closely monitor sales performance at all stages of the funnel, and provide continuous recommendations for improvements.
• Create presentations for team meetings with Sales and Marketing initiatives
• Collaborate with global sales teams across the United States, India, Singapore, Australia, the Middle East, and beyond.
• Work closely on deals of varying complexity, such as partner, reseller, distributor, channel, and MSSP agreements.
• Create processes to improve efficiencies in areas such as deal desk, quotes, procedure guides, etc.
• Sales process optimization: Development, automation, maintenance & improvement of sales processes (i.e. streamlining the end-to-end sales cycle, consistent sales methodology)
• Sales technology: Selection, implementation & administration of sales technologies that deliver user and business value.
• Strategy & planning: Activities such as strategic sales planning support & contribution as well as sales territory planning & management.
• Sales intelligence: Developing & sharing information & insight on prospects, customers & sales activities to help drive sales.
• Sales documentation, communication & training: Onboarding and ongoing communication, knowledge sharing & training.
• Deal pursuit: Sales opportunity-related activities that result in higher win rates and increased profitability.

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