Program Manager Sales and Business Operations Service Provider

Your Career

We are looking for a Sales Operations Manager to support the US Federal leadership team in all aspects of the business. You will partner with Channel Marketing Finance and HR while being an integral part of the Federal Sales team and the US Public Sector Sales Operations organization. This role is a great fit for a selfstarter who enjoys driving business impact and operational efficiency can serve as an internal consultant (e.g. problem solver) and owner and will have the opportunity for significant exposure and visibility across the business.

The candidate in this role will provide leadership and advisory support in driving Sales Productivity GTM Strategy Sales Planning Sales Forecasting Segmentation and Sales Analytics.

• Act as key business partner to the US Federal Management Team interfacing crossfunctionally in the organization

• Drive forecasting deal structuring and participate in a monthend and quarterend close process:

  • Set up cadences and inspection of quarterly targets and forecasts for the overall US Federal 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 nonstandard transactions process; track quarterly metrics on average discounts nonstandard 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. 

  • 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 US Federal 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 Federal organization:

  • 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

Qualifications :

Your Experience 

• Minimum of 8 years experience in a Sales Operations Manager role is required with prior experience as business partner to sales and partner leadership (RVP/GM level). 

• Previous Experience supporting US Federal Customers is preferred. 

• Deep experience working with Salesforce CRM Clari data analytics and annual planning tools with handson experience in business analysis data analytics and statistical modeling

• Exceptional communication skills and proven ability to create initiatives plan and manage at both strategic and operational levels across numerous crossfunctional stakeholders

• A missiondriven team player approach and a desire to make an impact and difference; Strong organizational skills selfstarter and can quickly identify and resolve inefficiencies across the business

• Well experienced in a Sales Operations/Finance environment; Strong understanding of sales processes and methodologies

Additional Information :

The Team 

Our sales operation team members support our sales account managers and systems engineers to assist in large organizations migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly enabling and empowering the teams across the world. 

You support the sales team by providing research reports and craft and support systems and processes that enable the process of sales. Its a true partnership one built on building the best cybersecurity solutions for each individual client. 

Compensation Disclosure

The compensation offered for this position will depend on qualifications experience and work location. For candidates who receive an offer at the posted level the starting base salary (for nonsales roles) or base salary commission target (for sales/commissioned roles) is expected to be between $129000 $209000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. 

Our Commitment

Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant accomplish our mission without diverse teams innovating together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need please contact us at  .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and all qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.