Job Description
Sales Operations Leader: Lead to Cash
Role
The Sales Operations Leader will have a unique opportunity to engineer the business processes of the support functions essential to sales force productivity. These include sales process optimization, sales tool implementation, and working in tandem with IT, Sales, and cross-functional teams to achieve sales goals. The leader is responsible for the overall roadmap and effectiveness of the sales support processes with special focus on Lead to Order management.
This role will balance transformation responsibilities with operational responsibilities, as well as furthering the Future of Selling vision by undertaking global strategic projects from small to large scale.
Reporting to the Director of Sales Operations at Juniper Networks, this leader works closely with internal and external stakeholders to ensure the appropriate objectives and architecture roadmap are achieved. This leader translates strategic imperatives into actionable plans targeted at optimizing sales execution, increasing agility, and enabling sales processes and tools to serve as a strategic lever for growth.
As a leader in Sales Operations, the ideal candidate must excel in business acumen, communication, judgement, and consensus building to drive the necessary alignment between technology teams, business processes and a wide range of functional organizations. The primary stakeholders are Sales, Marketing, System Engineering, IT, Finance, and Services; being comfortable working with stakeholders at all levels.
Responsibilities
- Develop a sales business architecture strategy based on a situational awareness of various business scenarios and motivations.
- Apply a structured business architecture approach and methodology for capturing the key views of the Sales organization and multi-functional implications across the enterprise.
- Represent Lead to Order Processes and act as subject matter expert and trusted advisor on the processes supported by the team.
- Drive continuous improvement of sales tools and processes by analyzing areas to uncover inefficiency and then recommend and drive solutions to increase sales productivity and overall effectiveness.
- Analyze internal processes to understand the extent and nature of non-selling time within the sales organization and systematically eliminate waste by working cross-functionally within the company to change policy, process, systems, and tools.
- Interprets reporting and translates into actionable tasks or uses to formulate strategic plans or priorities.
- Identify sales efficiency and capability gaps and work to solve those gaps via technology enhancements. Examples include pipeline management, forecasting capabilities and better selling tools.
- Solicits stakeholder input to define comprehensive improvement plans that are consistent and drive standardization across regions.
- Execute programs and projects to deliver on roadmap items.
- Drive solutions that lean towards automation and scaling for growth
- Collaborate with business and IT teams to translate requirements into technical specifications and to deliver capabilities.
- Manages and/or escalates highly complex issues, as needed.
- Drives conflict resolution between stakeholders and cross functional teams.
- Build and maintain the business architecture knowledgebase.
Qualifications
- 10+ years in senior Sales Operations role
- BS in Information Management / Computer Science / Information Technology / Business Administration or other related fields
- Experience managing programs and influencing cross functional teams.
- Proven experience delivering large scale projects from inception to production and support.
- Demonstrated knowledge in Campaign to Cash processes and Business Analytics.
- Understanding of Pre-Sales, Sales, Post-Sales, Channel & Alliances, M&A, and business operations in both software and hardware industries.
- Working knowledge of Salesforce CRM, Artificial Intelligence concepts, Clari, Einstein Analytics or Tableau.
- Interpersonal skills and collaborative approach to bring different stakeholders with different viewpoints and priorities together towards common goals.
- Strong project management skills, creative thinking, and analytical ability
- Fosters close working relationships between Sales, Operations, IT, Finance, and other parts of the organization.
- Proven success developing business, marketing planning/analysis, opportunity identification and optimizing Return on Investment.
- Keen problem-solver, strategic and data-driven, system savvy and intellectually curious.
- Focused on growth, doing what’s right for the customer, and for the business.
- Motivated self- starter who thrives on working in complex and challenging environments of a rapidly evolving business.
- Excellent verbal and written communication skills.
- This position is based in Sunnyvale, Ca.
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Minimum Salary: $142,500.00
Maximum Salary:$218,500.00
The pay range for this position is expected to be between $142,500.00 and $218,500.00/year; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Juniper’s pay range data is provided in accordance with local state pay transparency regulations. Juniper may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.
About Us
ABOUT JUNIPER NETWORKS
Juniper Networks is in the business of network innovation. From devices to data centers, from consumers to cloud providers, Juniper Networks delivers the software, silicon and systems that transform the experience and economics of networking. Our products and technology run the world’s largest and most demanding networks today, enabling service providers, enterprises, and governments to create value and accelerate business success. Everyday our 9,000+ colleagues come together across 46 countries to realize our company vision – Connect Everything, Empower Everyone. We are innovating in ways that empower our customers, our partners and ultimately, everyone, in a connected world. These customers include the top 130 global service providers, 96 of the Fortune 100 and hundreds of public sector organizations.
WHERE WILL YOU DO YOUR BEST WORK?
Wherever you are in the world, whether it’s downtown Sunnyvale or London, Westford or Bangalore, Juniper is a place that was founded on disruptive thinking – where colleague innovation is not only valued, but expected. We believe that the great task of delivering a new network for the next decade is delivered through the creativity and commitment of our people. The Juniper Way is the commitment to all our colleagues that the culture and company inspire their best work-their life’s work. At Juniper we believe this is more than a job – it’s an opportunity to help change the world…