Sales Operations Manager - ANZ

About CyberArk

CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArk’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn more at cyberark.com.

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The Sales Operations Manager is a critical role to deliver our next phase of growth in the JAPAC region. In this high-impact role, you will lead ANZ sales strategy and operations across all market segments with responsibilities spanning go-to-market definition, planning, budgeting, forecasting, processes, tools/technology, and analytics. You will partner with go-to-market leadership and colleagues in the JAPAC Rev Op Team to take a holistic lens across the full revenue funnel and create a seamless customer journey and optimize business performance. Reporting to the Director of JAPAC Sales Operations, you will work closely with the JAPAC team at all levels, Finance, and members of the Global Revenue Operations team, including Deal Support, Renewal Operations, and Marketing Operations. 

Responsibilities: 

• Act as the operational focal point for ANZ sales leaders with ownership of Sales Operations and deal desk

• Drive regional go-to-market strategy and operating plan, inclusive of segmentation, routes to market, roles, coverage, growth drivers, and strategic initiatives 

• Apply a data-driven approach to optimize territory assignment and quota planning in partnership with Sales leadership

• Establish reporting and analytics on key metrics such as pipeline, sales productivity, sales velocity, etc. to identify insights, implications, and actions to optimize performance 

• Manage weekly sales forecasting and regular pipeline review to deliver predictable revenue

• Provide operational support to Account Executives with activities such as quoting, coordinating bid and proposal responses, and internal escalations 

• Serve as a trusted adviser to the Sales Team on all commercial/business aspects of the deal to help drive deal closures 

• Manage internal approvals and help negotiate terms/pricing 

• Partner with JAPAC Sales Operations to identify system/process improvements, sales enablement, and special projects 

• Aid in the continued development and maintenance of Sales policies and selling procedures 

• Develop and drive initiatives to improve productivity, deal desk improvements, company deal policies and simplifying processes throughout the Revenue Operations and Sales Organization. 

• Deliver relevant training to new and existing salespeople on deal desk, order processes and overall CyberArk best practices 

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• Ideally 10+ years in the capacity of enterprise software sales operations/deal support - security & saas experience is highly appreciated 

• Track record of success in working within or support of a sales team – repeatedly meeting or exceeding targets 

• Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in enterprises to select and implement information security solutions 

• Strong quantitative skills and highly proficient in Salesforce.com, and CPQ tools 

• Ability to exercise individual discretion and judgement 

• Highly Organized with the ability multitask, prioritize and deliver at times of high volume 

• Knowledge of Information Security and/or Network Architecture desired 

• Excellent teamwork and personal accountability 

• Excellent client facing and communication skills 

• Ability to apply technical skills in a business-related role