Director of Strategic Operations, Named Accounts

Company Description

Company Description

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

Are you a seasoned Sales Operations leader with experience managing sales operations teams and looking for your next growth opportunity in a fast-growth sales environment?    The company is in a rapid growth phase and provides a challenging environment where the creativity, resourcefulness, and effectiveness of driven individuals are put to the test daily. 

This role requires a strong and collaborative leader who can lead an established Sales Operations function for our top tier accounts across sales organizational planning including Annual Planning, quota setting, along with weekly forecast and pipeline management cadences, host quarterly business reviews and provide insights on sales performance improvement opportunities.  

Your Impact

• Manage a team of sales operations professionals aligned by segment to drive high end multi-million dollar deals with our top customers 

• Act as key business partner across multiple segment sales leaders - aligning on top priorities and programs to drive best practices across teams  

• Establish consistent best practices and drive Sales Operations Planning, Quarterly Business Review meetings

  • Comprehensive Account Strategy Reviews for our top accounts leveraging executive relationships, partners and value orientation

  • Work closely with functional and sales management on GTM segmentation and coverage strategy implementation

  • Partner with Customer Success to drive Quarterly Customer Reviews to ensure post-sales support drives high customer satisfaction and enables future follow-on sales 

• Ensure consistency on 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

  • 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

• Drive Forecasting and 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

  • 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

Qualifications

Your Experience

• Strong organizational skills, self-starter, and can quickly identify and resolve inefficiencies across the business

• A mission-driven, team player approach and a desire to make an impact and difference

• Must have hands-on experience in business analysis, data analytics, and statistical modeling

• Prior experience as business partner to sales leadership (VP/GM level)

• Exceptional communication skills and proven ability to create and manage initiatives across numerous cross-functional stakeholders

• Ability to plan and manage at both strategic and operational levels

• Well experienced in a Sales Operations/Finance environment

• Strong understanding of sales processes and methodologies

Additional Information

Our Commitment

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