Job Description

Stratix Corporation is the trusted advisor for many industry-leading global enterprises, offering the most comprehensive managed services portfolio to help companies operationalize and realize the full value of their mobile investments. Our passion is partnering with businesses to operationalize their mobile investments with high-value services that drive competitive differentiation.

Position Summary:

We are looking for a self- starter who has worked in fast paced high growth organizations and who has experience with a broad spectrum of sales and finance operations, sales metrics, quote to cash, sales processes, sales enablement, and tools.

You will be setting the vision and strategy for our Sales Operations within our Sales Success organization – we believe that sales and finance operations, quote to cash, sales systems and processes is the backbone of our ongoing sales and business success. You will report into our Chief Commercial Officer and will manage sales forecasting, planning, budgeting processes, data integrity, sales process improvement, sales tools (Salesforce.com), sales enablement, sales team quota setting / achievement, commission plan structure, sales training, and support of the Stratix’s Deal Desk within the Sales Success organization.

You will partner with the sales leadership team to identify opportunities for process improvement and facilitate the successful implementation of new programs to ensure a well-defined, efficient sales process. The ideal candidate will have great attention to detail, coupled with an ability to collaborate flawlessly across the organization – particularly with Sales, Marketing, Finance, Strategy, Alliances & Partnerships, Project Management Office, Order Management, Customer Success, Operations, and Executive Leadership.

NOTE: Candidates with strong financial planning and analysis, quote to cash and sales financial operations experience will be strongly considered.

Responsibilities include:

Strategic Responsibilities

Serves as a proxy to the CCO in leading, designing and implementing yearly budgets, commission plans, quarterly board materials, sales quota targets and tracking achievement, financial analysis for customers, quote to cash (collaborator), yearly sales kick-off event, account plans, renewals, customer reviews, other key metrics (sales conversion rates, LTV, churn)
Develops and maintain strong relationships with executives, senior leaders, and stakeholders to achieve sales and company-wide objectives and deliverables
Serves as CCO Board Liaison, including creating and developing Board and Committee materials o Assists/owns the preparation for external meetings including board meetings
Work closely with internal teams on goal setting and tracking, interfacing, and consulting with cross-functional groups
Initiate and guide the CCO team OKR/MBO process according to the OKR schedule in partnership with the CCO, direct reports of CCO, HR and other executives
Help identify items that can be delegated to others to optimize the CCOs time allocation to high-value activities
Effectively triages escalations. Our teams often rely heavily on quick root-cause analyses and fast information sharing. Time-sensitive escalations may include driving cross-functional conversations to get to the bottom of complex issues that have become business blockers or helping ensure a fast turnaround for specific prospects and customer needs
Leads key priorities and projects across the global Sales, Sales Success, Technical Teams (Mobile Solution Architects/Engineers, EMM) and Marketing teams
Helps define, drive, and run CCO-level and relevant business reviews including CCO Customer Reviews, assist with Quarterly Business Reviews (customer facing), and others
Acts as a sounding board to the CCO and CCO leadership team for innovative ideas and initiatives
Acts as a thought leader and partner to the CCO, CCO leadership team, executive leadership team, and cross-functional teams on strategy, resource planning, company policies, and alignment of yearly company goals with sales objectives and go-to-market initiatives
Willing and able to respectfully challenge stakeholders, ask the ‘tough’ questions and hold teams accountable for pipeline data integrity and forecast expectations
Drives timely follow-up on customer and partner interactions (in support of the Alliance and Partnership team)
Partners with the CCO and HR, Talent Acquisition lead, Strategic Growth and Operational Excellence group, and Finance team to support planning, metrics, reporting, systems integration, automation and decisions
Support the CCO in organizing inspiring and informative field meetings to share important business information as well as engage and boost team morale

Tactical Responsibilities

Supports the creation of customer facing pitch decks, speeches, conference submissions (in partnership with Marketing), and presentations on behalf of the CCO

Manages weekly executive sales pipeline / staff meetings, including, but not limited to, providing feedback on top priorities and insights to inform strategic conversations to better sales outcomes

Coordinate the yearly Sales Kick-off event including the strategy, planning, budgeting, and execution in collaboration with the Alliance & Partnership team, marketing, IT, and other functional groups in the organization that will provide content (speaking sessions) for the event

Compile and provide feedback on briefing materials for key customer and important company meetings; conduct primary research and work with key stakeholders to prepare the background for meetings with key executives, partners, and events (e. g., identify goals and talking points, provide background on attendees, analyze the current business relationship, and summarize opportunities)

Maintains and fosters a close partnership with the Sales, Marketing, and the broader Technical Teams within the CCOs group (Mobile Solution Architects/Engineers and Enterprise Mobility Management teams) as well as other Stratix groups such as Customer Experience, Alliance and Partner teams and Finance

Run and manage various partner and client meetings with clear agendas, follow-ups, and next steps

Partner with Sales leadership to identify opportunities for process improvement; facilitate the successful implementation of innovative programs through the sales organization by ensuring a well-defined and efficient sales process

Work with Marketing, Strategy, and Sales (direct sales, inside reps and alliances) on territory, hunter and farmer structure, and lead routing and allocation, plus distribution

Assist in all facets of sales planning, including regular updates to quotas, headcount, and sales plan

Help design, develop, and implement a motivating incentive compensation plan to support paying for performance and rewarding talent
Drive analytical support and provide to leadership to improve strategies, customer and prospect coverage models and sales team configurations to optimize sales effectiveness
Lead and manage all Sales Operations functions and maximizing revenue growth for the Sales Org through development, implementation and ongoing maintenance of sales and service programs (service definition/catalogues) and initiatives
Manage sales forecasting, planning, and budgeting processes used within the sales organization
Develop key performance metrics and dashboards that help the sales organization focus on performance drivers
Set up and run weekly sales cadences calls and pipeline reviews for hunter, farmer and executive pipeline calls which will include report/dashboard preparation
Establish and deliver effective analysis of Salesforce trends and performance to identify greater efficiencies
Help define the strategy, targets, and activities for lead generation across direct and indirect channels to support short and long-term sales forecasts
Implement comprehensive pipeline reporting tools tracking opportunities from lead generation to revenue realization, account development, and retention
Analyze data trends for salesforce to determine areas of focus needed
Collaborate with sales leadership to remediate any problems identified by executive leadership on effectiveness of reporting, data integrity and deal visibility
Develop sales programs to improve conversion rates and shorten the sales cycle which may include SPIF’s and other initiatives
Manage all sales tools and sales ops vendors for Salesforce development work
Define and own activities, processes, and sales enablement that help the sales organization run effectively, efficiently and in support of business strategies and objectives

QUALIFICATIONS

10+ years of experience of progressive experience in Sales, Financial Planning & Analysis, Marketing, Sales Success / Operations, and overall operations
8+ Sales Operations Management and Strategy experience
Bachelor of Administration required
Strong understanding of Financial Planning & Analysis, Enterprise selling processes, IT and Managed Services Provider solution selling and the ability to identify process improvements in reporting, analytics, forecasting and performance metrics o Managed Mobility Services, Mobility Device Management and Telecom Expense Management experience strongly preferred (++)
Excellent executive presence and presentation skills
Proven expertise and success in the analysis, design, and automation of business processes
You will have experience working in complex cross functional context and influencing in a matrix structure in support of sales deals that will come into the organizations’ Deal Desk as part of the Sales Success organization
Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
Experience with analyzing and assigning sales quota targets for the enterprise sales (hunters) and account management (farmers) teams as well as alignment, definition and management of sales quotas, compensation plans and coordination with finance on payments to sales
Responsible for owning and managing the Deal Desk, define and run the process of new and expansion opportunity intake, solutioning and the development of proposals, RFP’s, changes requests and Statements of Work
As part of the development and creation of these customer facing commercial documents, assist in the facilitation, rapid turnaround or response from internal business units and partners, coordinating activities and timely communication to the various internal parties to complete these documents in support of sales & customers
Working knowledge of Marketing Automation and Market Research technology – HubSpot, Discoverorg, ZoomInfo, and LinkedIn Navigator
Proficiency in the use Microsoft Office, Word, Excel, Outlook, Project, SharePoint, OneDrive, Teams, and PowerPoint as well as Database management and Google Docs
- Salesforce expertise required; including the understanding of the integration of 3rd-party systems (as defined above) as well as CPQ (quoting) and other ISV solutions
- Experience in analyzing, gathering business and technical requirements, and defining future state for the upgrade of Salesforce from Classic to Lightning, strongly preferred (++)
Knowledge of mobility OEM’s, ISV solutions & platforms and Carriers including Apple, Samsung, Zebra, LG, HP, VMWare/AirWatch, MobileIron, JAMF, MaaS360, SOTI, Calero, Tangoe, Sakon, Verizon, T-Mobile, and AT&T respectively.
An Equal Employment Opportunity Employer