Sales Operations Manager

UK/ US

The Sales Operations Manager position is responsible for providing daily management, oversight, and development for the Sales Operation Specialist team, which has global support responsibilities.  This role will report to the VP, US Sales.

Level: Management
Status: Full Time
Locations: UK/ US
Travel: 25%

Role Description

The Sales Operations Specialist (SOS) team is responsible for supporting the sale of HighPoint’s hardware, software, and subscription service business globally.  Given the remit of the SOS team, this has become a global organization where team members support sales account teams and accounts across Highpoint’s global footprint and is not isolated to the region in which the individual team member resides.

The Sales Operations Manager position is responsible for leading, building, and developing the Sales Operations Specialists.  This is a leadership role with the overall responsibility of optimizing the effectiveness of the SOS team.  Optimization is to be achieved through team member development, sourcing Highpoint’s hardware, software, and subscription services, negotiating optimal purchase price, accurate and timely quote delivery, and overall sales support excellence.  In addition to leading and developing the SOS team, the Sales Operations Manager should have the knowledge and experience to support the daily tactical functions expected of an SOS team member, when necessary.

Responsibilities

  • Design, implement, and manage HighPoint’s Sales Operations Specialist team makeup and Account Manager support structure.
  • Constantly evaluate and improve upon global SOS team operations and support capabilities.
  • Constantly evaluate, define, document, and implement standards across the global SOS team.
  • Define and track SOS team KPIs and performance metric goals.
  • Measure and report on SOS team performance, efficiency, and improvement goals to executive leadership.
  • Support development, enhancements, and overall operational implementation of HighPoint’s quoting tool.
  • Work with HighPoint leadership to design, implement and manage the process for new client on-boarding.
  • Ensure product sales documentation is correctly executed and stored in system of record.
  • Conduct monthly development One-on-Ones with each direct report.
  • Conduct weekly meetings with Sales Operation teams for alignment, collaboration, and communication.
  • Foster a mindset amongst the SOS team of continuous improvement and excellence.
  • Work closely with senior sales and technology leaders to understand firms’ sales and technology strategy.
  • Recommend changes and enhancements to the company Customer Relationship Management technology platform.
  • Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure SOS organization success.
  • Aligns reporting, training, and incentive programs with these performance management priorities.
  • Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
  • Works closely with executive and sales leadership, establishes a sales operation specialist training plan focused on developing and reinforcing critical competencies. Prioritizes training objectives for Sales Operation Specialist roles.
  • Develops and maintains an understanding of partner products and processes required to request and receive accurate quotes from technology partners such as Cisco, VMWare, Palo Alto, Intel, CyberArk, Arista, Tanium, TD Synnex, Ingram Micro, etc.
  • Build strong relationships with HighPoint’s strategic partner sales teams and in coordination with HighPoint Senior Leadership Teams, coordinate inside sales training opportunities, and document and maintain a catalogue of certification requirements for inside sales necessary to maintain status with HighPoint’s strategic partners.
  • Understand strategic partner rebate structure (VIP, Activate, MOU, etc.) and deal registration process to inform strategic sales planning and ensure that eligible product opportunities are registered.
  • Work with executive and senior sales leadership to design Sales Operation Specialist incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales operation organization objectives.
  • Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with Sales Operation Specialist compensation.
  • Design, implement, and manage HighPoint’s Request for Proposal (RFP) process to assist sales leadership in the timely, accurate, and competitive submission of prospect, customer, or client RFP requests.
  • Other duties as assigned.

Requirements

  • Bachelor’s Degree (BA), Master’s Degree (MA), greater than ten years’ experience, or equivalent combination of education and experience in a related field.
  • Experience working with technology focused distribution or manufacturing partners such as Cisco, VMWare, Palo Alto, Intel, CyberArk, Arista, Tanium, TD Synnex, Ingram Micro, etc.
  • Language Skills – Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or government regulations. Ability to write reports, business correspondence and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
  • Reasoning Ability – Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
  • Mathematical Ability – Ability to calculate figures and work with discounts, interest, commissions, transacting in multiple-currencies, percentages.
  • Presentation Skills – Ability to present to individuals and groups (large and small) via discussion, whiteboard, PowerPoint, etc. while demonstrating professionalism.
  • Reasoning Ability – Ability to define problems, collect data, establish facts, and draw valid conclusions; Ability to interpret and extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
  • Computer & Software Skills – Customer/Partner contact management systems, Sales Management software, Order Management and Processing systems, Project Management software, Spreadsheet, Word Processing and Presentation software and Payroll and Personnel Support systems. The systems and applications may include but are not limited to:
    • Microsoft Dynamics
    • Microsoft Office
    • Microsoft Project
    • Projector

 

Our Story

HighPoint was established in 1996 and has become a leading technology partner for some of the world’s most prominent IT vendors. The name “HighPoint” was selected to pay tribute to the High Point Monument, the highest elevation in the state of New Jersey at 1,803 feet – and is located near the childhood home of the company’s founders, brothers Mike and Tom Mendiburu. HighPoint’s logo features a small triangle inside the “P,” which represents the pyramid atop the obelisk found at the peak of High Point State Park.

HighPoint is known as a leader in technology solutions and is consistently recognized by industry experts as a top performer. HighPoint is featured on CRN’s Solution Provider 500 List, is a recent recipient of the Minority Business Supplier of the Year Award by The New York and New Jersey Minority Supplier Development Council, and is frequently honored by its customers, manufacturers, and suppliers as a distinguished partner.

Our unwavering commitment to our employees’ health, happiness, and success is undoubtedly a differentiator for us – we’re proud of the many contributions our team makes to the communities in which we work, live, and play.

We believe that being honest, living a life with integrity, and earning the trust of those around us are guiding principles that we should all employ.

Fine Print

HighPoint leverages numerous job boards and employment posting services to reach as many candidates as possible to get the word out about available positions.

HighPoint provides equal employment opportunities to all employees and applicants for employment. It prohibits discrimination and harassment of any type regardless of race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by UK law.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.