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Sales Operations Manager

Company: ForeScout Technologies, Inc.
Location: Albany
Posted on: April 16, 2019

Job Description:


Are you a self-starter and a leader who not only recognizes where processes can be improved, but also takes the laboring oar to improve them* Are you passionate about building relationships with leaders at multiple levels* Do you thrive working with highly-motivated people in a dynamic, hyper-growth environment* If so, now is the time to join ForeScout s Sales Planning and Operations team where you ll thrive in a culture that embodies:

* Fierce customer focus we listen intently to our customers (both internally and externally) and solve their problems

* Entrepreneurial spirit our team members think and act for themselves and tackle issues head on

* Superior execution it s not about getting it done; it s about getting it done incredibly well

* Game changer our people are the foundation for changing the game in cybersecurity

What you will do:

This self-starter is responsible for aligning with ForeScout s Regional Vice Presidents on business strategy and planning, forecasting, contracts execution and driving the overall performance of the business unit. He/she will work closely with these leaders to establish and execute ForeScout s Worldwide Sales Planning and Operation s blueprint, which is aligned with ForeScout s overall business strategy and objectives. This position provides business line performance metrics and analysis including strategic options and recommendations to senior Sales management. The role is a critical component to the delivery of revenue, margin enhancement, process improvements and risk mitigation within the business unit.

Sales Operations Manager is recognized as the operational go to person for assisting in the development and facilitation of corporate initiatives and projects for the business units. He/she works closely with other team members and corporate organizations to cross-functionally develop and implement methodologies, process and policies proficiently at a business unit-level.

Functioning successfully in this role will require excellent communication skills, a proactive approach, creative problem solving skills, boundary-less behavior, and the ability to collaborate with and motivate individuals who comprise a virtual team.

Key areas of responsibility:

* Serves as an internal ambassador for the business unit in relationships with other key internal stakeholders such as Finance, Operations, Marketing, and Legal

* Can represent the business unit without the Regional Vice President being present; viewed as an interchangeable expert

* Works closely with the business units senior leadership in a COO of Sales stewardship capacity, acting as a critical business advisor and partner

* Implements ForeScout s defined Worldwide Sales Planning and Operations blueprint in business unit

* Drives the ongoing capacity planning and design process for the business units

* Owns the sales forecast process for the business units; implements processes and controls that ensure effective pipeline management and drives forecast predictability and attainment of bookings, revenue and profitability targets

* Partners with senior sales management and Finance to proactively drive sales planning inclusive of territory and structural design deliverables for the business units

* Works closely with business unit VPs to drive quarterly and annual account planning sessions/activities and business reviews

* Ensures that supports the business unit forecast accurately

* Builds and maintains relationships with field sales personnel to ensure timely, accurate, and prompt forecast submissions

* Develops sales rep and management-level performance dashboards for the business units

* Initiates and leads projects and initiatives designed to improve sales, productivity, and efficiency, and/or reduce costs

* Drives best practices throughout the sales team to ensure consistent, high quality and repeatable performance

* Works with the Regional Vice Presidents and the Regional Directors to identify enablement opportunities in the business units, then collaborates with the Enablement team to programatize appropriate solutions

* Performs ad hoc business analyses and oversees or performs statistical studies for assigned business unit, as needed

* Drives contract administration and management for the business units

* Optimizes business unit sales force design by recommending changes to sales roles, coverage models, or team configurations in order to maximize sales productivity; creatively drives analyses and helps to align the organization around optimal solutions

What you will offer Forescout:

* Bachelor s degree in business, finance or related field required; MBA a plus

* Minimum 5-7 years of experience in sales operations or business operations role in high-technology industry desired.

* Proven success in sales operational leadership and effectively interfacing with and influencing cross-functional departments and senior sales leadership.

* Strong understanding of sales processes and methodologies, territory design, quota assignment, and sales compensation structures and programs desired.

* Minimum 5 years experience in utilizing or similar sales CRM-like tools

* Well-versed in direct sales compensation plans, practices, and procedures

* Strong Excel (financial/data modeling) skills required

* Possesses a realistic grasp of the financial aspects of the organization; is able to draw meaningful implications from financial data

* Possesses strong deductive reasoning and analytical skills; is capable of thinking through problems in a systematic and logical manner; makes logical conclusions and can see consequences and implications

* Must be a self-starter with demonstrated ability to take own initiative

* Determines short and long-term goals and the strategies to achieve them; is proactive in establishing courses of action for self and others to ensure that work is completed efficiently and effectively

* Has a proven track record of effectively interfacing with, and influencing, cross-functional departments and sales management team

* Ability to communicate comfortably and effectively with senior and/or executive management

* Strong motivation/influencing skills; with the ability to manage and achieve results through multiple; cross-functional teams

* Is able to lead and manage multiple, critical projects/programs simultaneously

* Is achievement oriented (i.e., measures performance, improves outcomes, sets challenging goals)

What Forescout can offer you:

* Competitive compensation and Benefits We cover 95% of employee and dependents benefits premiums (US only), 401K match, generous PTO policy, and much more!

* Collaborative and innovative environment make an impact on worldwide security while working on the hottest technology.

* Leadership that supports and encourages professional growth and development

ForeScout Technologies is an Equal Opportunity Employer.

Keywords: ForeScout Technologies, Inc., Albany , Sales Operations Manager, Executive , Albany, New York

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