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Palo Alto Networks · 7 hours ago

Senior Sales Ops Manager - Commercial

Santa Clara, CA

Full-time

Onsite

Senior Level

$145K/yr - $213K/yr

Palo Alto Networks is committed to being the cybersecurity partner of choice, and they are seeking a Senior Sales Operations Manager to support the US Commercial leadership team. This role involves driving sales productivity, GTM strategy, sales planning, forecasting, and analytics while collaborating with various departments to optimize operations and improve efficiency.

Cloud SecurityCyber SecurityNetwork SecuritySecurity

Growth Opportunities

No H1B

Responsibilities

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 Commercial 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 Commercial bundles for SMB and Mid-Market, in collaboration with marketing, partners and the BDR 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 Commercial 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 Commercial 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

Qualification

Salesforce CRMData analyticsBusiness analysisSales Operations experienceStatistical modelingStrategic planningOperational managementOrganizational skillsCommunication skillsTeam player