Supervisor, AppStore Sales Operations

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

The Supervisor is a strategic business partner to AppStore Global Sales VP and Partner Managers, managing support functions essential to Sales force and Partner productivity in those Areas. These include sales process optimization and transformation, designing and implementing cross-functional support workstreams from quote creation to booking and post-booking support, planning, reporting, deal structure and quoting, quota setting and management, sales on-boarding, and sales compensation design and administration.  You will lead a team of Sales Operations Specialists in support of explosive sales growth and a quickly expanding sales force. Role is required in office in either San Diego, CA or Waltham, MA.

Responsibilities include but are not limited to the following:

• Lead a team of Sales Operations Specialists supporting AppStore Channel Partners and Sales professionals across the globe
• As a key business stakeholder, contribute to the long term vision supporting AppStore Partners and Partner Managers - actively participate in designing frictionless selling processes utilizing modern technology to provide quick and seamless execution for all requests and support needs
• Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market
• Understand sales go-to-market strategy and identify resourcing initiatives
• Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions
• Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets
• Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards

Qualifications

• 5+ years proven experience of Sales Operations in a software sales organization
• Demonstrated ability of leading and driving process improvement for operational support processes and teams
• Organized, with excellent attention to detail and the ability to work in a fast-paced environment
• Proficient in the use of sales methodologies and automation tools
• Provided direct sales rep support on deal structuring and understanding of customer contracts guiding upsell and cross-sell opportunities
• Worked with sales management on territory planning and the development of quotas and commission rates
• Participated in the development and implementation of sales commission plans with an understanding of what drives sales behavior
• Proficient in PPT, Word and Excel

For positions in California (outside of the Bay Area), we offer a base pay of $84,870 - $140,130, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill le