Sales Operations Manager - RFID / Transponders / IoT

Working cross-functionally with the business leaders, the Sales Operations leader will leverage their expertise to ensure the strategic growth initiatives are translated into actionable sales activities with best-in-class sales operations. He/She needs to demonstrate a passion for leveraging analytics and technology to drive actionable insights to increase seller productivity and measurably improve on team performance. The development, implementation, and maintenance of a range of sales operations functions include forecasting, deal and contracts management, pipeline management, and outbound demand generation. Additionally, they will ensure that the team is armed with insights and tools to deliver growth. This includes developing a comprehensive and automated sales process management to increase lead conversion, successfully launch effective sales tools to grow the sales pipeline, reduce cycle time and enhance average deal size. A key priority of this role includes being a player/coach in support of a team of 15+ and growing. The primary goal is to improve business function, sales efficiency, productivity, and overall sales process effectiveness.

REQUIRED TO APPLY:

• Minimum of 5 years of experience in sales operational leadership roles
• Minimum of 5 years of direct industry sales/strategic planning/business development experience

• Drive improvement in the area of Sales Operations by collaborating with Sales Leadership and GoToMarket teams
• Lead the Field & Inside Sales team to provide a high level of customer and partner service, and drive the operational cadence for Sales
• Deliver key performance metrics, dashboards, and reports that help Sales focus on performance drivers and results
• Manage inside sales team members to become SMEs on management information, questions, and coordination point for the businesses outside of the sales team, channel partners and end-users
• Drive Field & Inside Sales team efforts focusing on revenue impacting activities, SSA's, outbound lead follow-up post-marketing campaigns
• Support the building and review of compensation planning
• Identify and manage escalations and internal objections related to the pricing and other commercial terms

• Optimize sales processes and programs as it relates to Quote to Cash, Deal review, and forecasting. Sales Pipeline & Forecast Management to drive forecast accuracy and predictability against bookings targets
• Manage sales technology strategy & deployments
• Develop strategies to optimize SFPC as a tool and data quality improvement
• Collaborate with Marketing to ensure proper lead management
• Proactively work with Sales to optimize the deal structure for opportunities in accordance with accounting guidelines while optimizing the Company's revenue objectives
• Identify and implement operation-related process improvements
• Lead reoccurring and ad-hoc analysis to enable well-informed executive decision making

Requirements

• Minimum of 5 years of experience in sales operational leadership roles
• Minimum of 5 years of direct industry sales/strategic planning/business development experience
• Comprehensive knowledge of RFID (HF, NFC, and UHF) technology is highly desirable
• Significant experience using a CRM system, preferably SFDC (Salesforce.com)
• Experience leading global projects in a matrixed environment
• Sales Leadership, Sales Operations and/or Marketing Leadership experience
• Track record of success with cross-functional teams, driving change and implementing new processes that significantly improve sales effectiveness
• Effective written & oral communication skills
• Success in managing multiple, complex projects and changing priorities, making sound decisions and working effectively in matrix environment
• Experience working with sales and account management teams is a plus
• Strong problem-solving skills. Ability to break down complex problems into the key levers that need to be fixed
• Superior analytical and problem-solving skills
• Proven project management skills, with success owning complicated cross-functional programs and projects to timelines and budgets
• A collaborative approach to getting things done; ability to work cross-functionally and align stakeholders around common goals. Facilitation and peer leadership skills
• Executive-level presence with excellent written and verbal communication skills at all levels in the organization
• Bachelor's degree

• Understanding of Perpetual, SaaS, subscription, and other revenue models
• Leadership experience with increasing responsibility within a B2B software environment

• Understanding of revenue guidance as it relates to bundling multiple elements, future functionality and other complex accounting requirements
• Experience with contract negotiation, revenue guidelines

Benefits

We are a community of committed professionals who focus on our customers' needs and bring the optimal security solutions technology to meet - and then exceed - their needs. We are committed to each other and to our company. By supporting each other and our business, we thrive, grow and succeed as individuals, as colleagues, and as a company.

Competitive Base Pay, Medical, Dental, Vision, Vanguard 401(k), PTO, Holiday, Sick Pay

Supplemental Life Insurance, AD&D Insurance, FSA Medical, and Dependent care plans

Variable (sometimes-available) Restricted Stock Options (sometimes available)

We believe in the importance of hiring the finest qualified people, and to that end, and being mindful of our responsibilities to our employees and customers, all offers of employment are contingent upon the results of a confidential pre-employment background check. Identiv is committed to equal employment opportunities.