Sales Operations Manager

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Job Title: Sales Operations Manager

Location: Australia, Melbourne

Position Type: Full Time, Permanent

Who We Are

At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software.

To us, being visionary is more important than doing things the way they’ve always been done. 

What We’re Looking For

SOTI’s growth and success is a result of commitment to innovation through entrepreneurial culture and leadership. We’re looking for an ambitious and driven Sales Development Representative (SDR) who will play a key role in building our sales pipeline and driving new business opportunities.This is an outstanding opportunity where you will be playing a major role in the creation of a sales pipeline for SOTI. If you’re eager to launch or grow your career in technology sales, thrive in a fast-paced environment, and enjoy learning about emerging technologies, this role offers an excellent foundation and a clear pathway to advance into SOTI’s Global Sales Team upon achieving your targets.

What’s in it for you?

The People - From our humble origins in our founder’s basement, to our industry-leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasises personal growth, continuous innovation and fun.

The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!

The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners, which include leading tech giants that will keep you on the cusp of emerging technologies.

What you will do -

• Support execution of annual and quarterly business planning with regional sales to drive focus on sales performance, execution of annual plan and ability to get to quarterly targets.

• Provide analysis across pricing and deal structure trends across the region, revenue streams and product sets to advise on future go to market initiatives.

• Act as a point of escalation for regional Deal Desk to evaluate deal economics, commercial terms and conditions, operational requirements and non-standard deal structuring requests.

• Track and measure targeted commercial campaigns to ensure sales execution and ROI for SOTI.

• Execute ASP uplift across all product lines in alignment with corporate strategy.

• Lead regional sales readiness initiatives for changes to commercial framework and to support new product introduction.

• Provide analysis on competition, market trends, win rates and opportunity best practice to drive increase across opportunity conversion and customer acquisition.

• Support the weekly Drive Plans with forecast reporting, variance analysis, funnel reviews and top opportunity analysis.

• Identify risks in forecast, build mitigation plans and hold regional teams accountable to delivering to quarterly targets.

• Drive accurate forecasting through focus on sales process best practice, pipeline management, funnel and opportunity hygiene.

• Drive renewals best practice and focus on customer engagement with regional teams to drive customer retention and product adoption.

• Drive continual focus on improvements of sales tools and process to streamline the sales cycle and drive sales efficiencies.

• Execute effective change management across all functions of the organization to support the implementation of changes to sales process, systems and tools.

• Input to reporting and dashboard roadmap to drive improved business performance analysis.

• Deliver ad-hoc reporting and analysis as required.

• Support execution of annual and quarterly business planning with regional sales to drive focus on sales performance, execution of annual plan and ability to get to quarterly targets.

• Provide analysis across pricing and deal structure trends across the region, revenue streams and product sets to advise on future go to market initiatives.

• Act as point of escalation for regional Deal Desk to evaluate deal economics, commercial terms and conditions, operational requirements and non-standard deal structuring requests.

• Track and measure targeted commercial campaigns to ensure sales execution and ROI for SOTI.

• Execute ASP uplift across all product lines in alignment with corporate strategy.

• Lead regional sales readiness initiatives for changes to commercial framework and to support new product introduction.

• Provide analysis on competition, market trends, win rates and opportunity best practice to drive increase across opportunity conversion and customer acquisition.

• Support the weekly Drive Plans with forecast reporting, variance analysis, funnel reviews and top opportunity analysis.

• Identify risks in forecast, build mitigation plans and hold regional teams accountable to delivering to quarterly targets.

• Drive accurate forecasting through focus on sales process best practice, pipeline management, funnel and opportunity hygiene.

• Drive renewals best practice and focus on customer engagement with regional teams to drive customer retention and product adoption.

• Drive continual focus on improvements of sales tools and process to streamline the sales cycle and drive sales efficiencies.

• Execute effective change management across all functions of the organization to support the implementation of changes to sales process, systems and tools.

• Input to reporting and dashboard roadmap to drive improved business performance analysis.

• Deliver ad-hoc reporting and analysis as required.

Experience you will bring -

• 5+ years of Business Operations and/ or Sales/ Revenue Operations management, inclusive of pricing/ deal desk management and forecasting experience.
• Experience within a high-growth technology organisation is preferred. Enterprise Saas industry experience is a distinct advantage.
• Has previous experience of (S&OP) Sales & Operations Planning or (IBP) Integrated Business Planning methodology.
• Strong business, commercial and financial acumen.
• Proven ability to develop structured business plans, craft KPIs, and implement metrics to manage sales execution and performance.
• Experienced in a fast-paced, dynamic sales and marketing environment.
• Collaborative team player with exceptional communication and interpersonal skills.
• Experience working with senior management and cultivating positive working relationships with cross-functional teams and peers.
• Strong initiative, intellectual curiosity, analytical capabilities and willingness to take ownership of complex problems
• Self-starter that thrives in the face of challenge and is relentless in clearing obstacles with a resourceful and creative approach to problem-solving.
• Exceptional organisational and time management skills, can manage competing projects with tight deadlines effectively.
• Strong commitment to excellence and customer service-oriented.
• Advanced PowerPoint and Excel skills required.
• Knowledge of Salesforce.com preferred.
• A solid understanding of sales & order processes and commission systems would be an asset

About SOTI

SOTI is the world's most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI's innovative portfolio of solutions and services provide the tools organizations need to truly mobilize their operations and optimize their mobility investments. SOTI extends secure mobility management to provide a total, flexible solution for comprehensive management and security of all mobile devices and connected peripherals deployed in an organization. 

At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to market. We offer careers with #EndlessPossibilities.

What are you waiting for? Apply today: https://www.soti.net/careers 

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If you want to bring your ideas to life, apply at SOTI today.

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.