Senior Manager, Sales Operations

Hazelcast delivers the System of Now™, an in-memory computing platform that empowers Global 2000 enterprises to deliver innovative, low-latency, data-centric applications. Built for ultra-fast processing at extreme scale, Hazelcast’s cloud-native in-memory data grid and event stream processing technologies are trusted by leading companies such as J.P. Morgan Chase, Charter Communications, Ellie Mae, UBS, and National Australia Bank to accelerate business-critical applications.

Hazelcast is headquartered in San Mateo, CA with offices in Turkey, U.K., Czech Republic, and Australia, with a global workforce. To learn more about Hazelcast, visit https://hazelcast.com.
 
Reporting to the Director of Business Operations and Analysis the Hazelcast Senior Manager, Sales Operations is responsible for all aspects of Hazelcast’s growing Sales Operations function, including Order Operations, Forecasting/Analytics, Systems/Tools and Compensation/Quota.  This role sits at the epicenter of the commercial operations of the company. While this role owns a wide set of responsibilities, including people management, it is a hands-on role, requiring a person who understands the importance of team and relationship development.
 
What you will be responsible for:
Order Operations:
  • Operational administration and management of the sales and booking process 
  • Owns, defines and implements processes that the Sales Reps utilize when managing and closing sales opportunities. 
  • Oversight of sales processes, ensuring that the Sales Reps accurately and faithfully follow the Hazelcast sales process in their day-to-day sales tasks and when booking orders.  
  • Management of the booking process, from Order Form generation, liaising with Hazelcast legal, Deal Desk approval and opportunity approval, and collection and publishing of contract terms and post-sales metadata.
 
Forecasting: 
  • Reporting and analytics rely heavily on SFDC.  
  • Owns scoping reporting and analytics to help build efficiencies and sales efficacy.  
  • Develops sales and management reports for daily, weekly and quarterly use, and develops process improvements as needed to support special requirements such as channel/partner transactions and global accounts. 
 
Sales Compensation and Quota:
  • Sets territories with the head of sales.
  • Develops a quota plan and incentives to accomplish company strategy and bookings targets.
  • Measures attainment against quota and work cross-functionally with Finance on commissioning. 
 
Systems:
  • Salesforce.com for SFA and Forecasting 
  • Salesforce CPQ  
  • Administration and operationalization of product/SKU list
  • Pardot
 
Other Responsibilities
  • Work cross-functionally with Finance, Legal, HR, Sales, and Marketing building a collaborative team approach to problem-solving.
  • Support the Business Operations and Accounting & Finance teams with ongoing improvement to sales processes.
  • Administration of all sales process flows and information in salesforce.com and Salesforce CPQ.
  • Training and support of Sales Reps to utilize Hazelcast sales tools and resources, and to ensure proper management of Accounts and Opportunities in salesforce.com 
  • Regular review of Accounts and Opportunities and in-process bookings with VP Sales and Sales Reps 
  • Development of a variety of reports from salesforce.com, and management of commission calculations

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