Who is Forcepoint?
Forcepoint simplifies security for global businesses and governments. Forcepoint’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you’re in the right place; we want you to bring your own energy to help us create a safer world. All we’re missing is you!
The Revenue Operations Program Director works closely with Sales management and other key leadership in the Sales and IT organizations. This position's main responsibility is to partner with the Theater sales leaders to maximize revenue through efficiency and capacity of the sales team. As a partner to the Go to Market (GTM) leaders, you would strive to shine a light in dark places, while seeking to grow the business. You will be in step with every leader or leading them toward the target goal. You demonstrate resilience and strive to instill discipline in all aspects of go-to-market (GTM) strategies.
Responsibilities might also include communicating and implementing corporate sales processes and best practices within Salesforce.com and other sales tools to enable the GTM team. The Revenue Operations Program Director is responsible for driving the execution of the global and local sales strategies in their theatre. You will work with various Forcepoint stakeholder groups including Sales, Solution Engineers (SEs), Channel, Marketing, Executive Leadership, RevOps, Commissions, Business Intelligence and more.
This role requires previous demonstrated experience single-handedly managing a large territory’s sales operations/revenue operations function, both in tactical execution and in a role as a strategic advisor to the sales leader. The role further requires experience in Salesforce, pipeline and forecast management in Salesforce & Clari, administration of commissions and sales incentive programs, sales quota development and maintenance, equitable territory assignments, and other leadership attributes. Data hygiene and pipeline governance are key factors of success in this role.
Essential Functions
Serve as the Hand to the Regional VP and Regional leaders helping to drive the business
Partners with leaders to deliver strategic programs and local market strategies
Optimize the use of sales tools, and enforce best practices with regional sales leaders
Drive the theatre VP and Regional Directors in tracking and reporting territory coverage models
Provide tactical and strategic analysis of the GTM function to the leadership
Account, Opportunity, and Territory Alignment in Salesforce.com
Track new hires/exits within the system and update user access
Answer reporting requests using Salesforce.com, Clari, Tableau, and other corporate reports/tools
Aid in bookings and revenue forecast cadence and analysis including MEDDPICC validation
Support compensation processes through regular communication with the Commissions team
Liaison between Sales and other functional groups including IT Helpdesk, Order Processing, and Pricing
Provide ad hoc analyses to the Executive and Sales Management
Drive pipeline hygiene and data cleanliness (in Salesforce)
Develop a plan to grow the marketable database using data enrichment tools, e.g. Cognism, 6sense
Develops and drives the business leaders to a forecast and manages business KPI
Collaborates with global sales operations colleagues to share best practice
Coordinates with the Sales Enablement team to create and align content for sales team training content, presentations, and videos
Infrequent travel, as required
Education, Experience, and Skills
Bachelor's degree in business, or related field or equivalent experience
10-15 years of experience in Sales Operations or Revenue Operations
Demonstrated experience managing a complex sales organization and selling motion to growth and efficiency at scale
Demonstrated competence in Salesforce, reporting, and operational rigor
Demonstrated strong Technology tools, including Microsoft Suite (Excel, PPT), Clari, Salesforce Reporting
Strong willingness and eagerness to learn tools that are unknown (Cognism, Vivun, 6sense, D&B, Gong, SalesLoft, etc).
Big data or analyst experience a plus
Experience working with compensation management software (Xactly) is desirable
Soft Skills
Developing and maintain strong relationships with every level of personas, including an ability to influence action
Ability and personality to articulate processes in a meaningful way to our sales and IT teams
Strong analytical skills required
Balances multiple priorities and deadlines
Detailed orientation and accuracy important
Be a confident self-starter
Ability to work proactively to solve problems, and provide insights to the leaders based on observations about the business
Intellectual curiosity and a desire to improve operations of a growing sales organization
Excellent verbal and written communication and the ability to interact professionally with diverse groups, executives, managers, and subject matter experts
Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.
The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.
Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by sending an email to recruiting@forcepoint.com.
Forcepoint is a Federal Contractor. Certain positions with Forcepoint require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.
Applicants must have the right to work in the location to which you have applied.
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