Sales Operations, Manager/Director - RFID/Transponders/IoT

Identiv, Inc. is a publicly-traded company listed on NASDAQ [INVE]. Our products, software, systems, and services address the markets for physical and logical access control and a wide range of RFID-enabled applications. Customers in the government, enterprise, consumer, education, healthcare, and transportation sectors rely on our access and identification solutions. Our mission is to secure the connected physical world: from perimeter to desktop access, and from the world of physical things to the Internet of Everything. Find out more at identiv.com.

Summary:

This role will participate as part of the leadership team reporting to the VP & GM for the Transponder Business Unit. This role is responsible for leading the Sales Operations efforts of the business unit. The key priorities for this role include being a player/coach in driving our Corporate Sales Operations to be a strategic advantage for Identiv, through developing the team and leading efforts to optimize the effectiveness of the company's Sales organization through the development, implementation and maintenance of a range of sales operations functions including forecasting, deal and contracts management, pipeline management and outbound demand generation. The primary goal is to improve business function, sales efficiency and productivity and overall sales process effectiveness.

Requirements

• Drive improvement in the area of Sales Operations by collaborating with Sales Leadership, production and GoToMarket teams
• Lead the Inside Sales to provide a high level of customer and partner service, and drive the operational cadence for Sales.
• Partner with Sales leadership to improve sales forecasting and accuracy. Direct the sales forecasting process
• Deliver key performance metrics, dashboards, and reports that help Sales focus on performance drivers and results
• Manage inside sales members to become SMEs on management information, questions and coordination point for the businesses outside sales team, channel partners and end users
• Drive 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 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. Previous experience in Sales operations
• management of complex, project based electronics hardware production or distribution is an advantage.
• 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

Qualifications

• A strong work ethic and ability to navigate and thrive in fast-changing work environments. You are a self-starter.
• 3-5 years experience in sales operational roles, or related experience in management consulting. 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 and making sure these are executed in the given timeline.
• Significant experience using a CRM system, preferably SFDC (Salesforce.com)
• Superior analytical and problem-solving skills
• Proven project management skills, with success owning complicated cross-functional programs and projects to timelines and budgets.
• 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

Preferred Qualifications

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

Style / Cultural Mindset

• Focus and execution understand, commit and deliver the results
• Data driven
• Decisive action including failing productively and always learning
• Valuing the team, roles and clear responsibility trust and respect
• Open communication

Benefits

• Competitive Base Pay
• Medical, Dental, & Vision Insurance
• Fidelity 401(k) + Company Match
• Unlimited/Discretionary Paid Time Off, giving you the flexibility to rest, relax and recharge away from work
• Company Paid Holidays
• 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.

Identiv, Inc. abides by the requirements of 41CFR 60-300.5(a) and 60-741.5