Sales Ops Manager - Canada Sales

Sales Ops Manager - Canada Sales

We are looking for a Sales Operations Manager to support the Canada Sales leadership team in all aspects of the business. As the sole Sales Operations Leader in Canada, you will help stand up a Canada Sales Office separate from the US. You will partner with the Country Sales Manager in establishing the office and driving sales operations for a fast-growth sales team overseeing all customer segments in Canada, including Commercial, Enterprise Majors, Strategic, Public Sector, Service Provider, and Channel customers.

You will partner with Channel, Marketing, Finance, and HR while being an integral part of the North American Sales Operations organization. This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner and will have the opportunity for significant exposure and visibility across the business.

The candidate in this role will provide leadership and advisory support in driving Sales Productivity, GTM Strategy, Sales Planning, Sales Forecasting, Segmentation, and Sales Analytics.

Act as primary business partner to Canada Senior VP and Regional Management Team interfacing cross-functionally in the organization, devising and implementing sales strategies aligned with the company's goals and objectives, with a focus on expanding Palo Alto Networks' platformization efforts across

• Drive forecasting, deal structuring and participate in a month-end and quarter-end close process for all customer segments in Canada
• Set up cadences and inspection of quarterly targets and forecasts for the overall Canada Sales teams
• Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
• 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

Drive Sales Operations Planning/Territory Planning, Quarterly Business Review meetings with Sales Management Team for all customer segments in Canada

• Run data analytics and partner with the strategy to assess the total addressable market, product propensity to buy and optimize territory coverage.
• Work closely with functional and sales management on GTM segmentation and coverage strategy implementation
• Provide analysis and reporting of compensation plan effectiveness and efficiency, including performance reporting at the individual, manager, and regional levels. Compile, assess and report on performance and earnings distributions.
• Leverage best practices across Top-tier account planning and territory planning and adapt for the Canadian sales market
• Develop a repeatable motion for account planning, lead generation and pipeline development, whereby sellers prioritize their top whitespace accounts, with sellers handing off other accounts to partners.

Manage all aspects of Operations, Tools, Dashboards and Reporting for all customer segments in Canada

• 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 across whitespace accounts, underpenetrated accounts and renewing customers.
• 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

Minimum of 8+ years experience in a Sales Operations Manager role is required with prior experience as business partner to sales and partner leadership (RVP/GM level).

Deep experience working with Salesforce CRM, Clari, data analytics and annual planning tools with hands-on experience in business analysis, data analytics, finance, and statistical modeling

Exceptional communication skills and proven ability to create initiatives, plan and manage at both strategic and operational levels, across numerous cross-functional stakeholders

A mission-driven, team player approach and a desire to make an impact and difference; Strong organizational skills, self-starter, and can quickly identify and resolve inefficiencies across the business

Well experienced in a Sales Operations/Finance environment; Strong understanding of sales processes and methodologies

A Bachelor's degree is required, and an MBA is preferred.

Prior management experience is preferred

Our sales operation team members support our sales account managers and systems engineers to assist in large organization migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly, enabling and empowering the teams across the world.

You support the sales team by providing research, reports, and craft and support systems and processes that enable the process of sales. It's a true partnership, one built on building the best cybersecurity solutions for each individual client.

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.