Senior Specialist, Sales Operations
At a glance
Senior Revenue & Sales Operations role at L3Harris Technologies. Rochester · $73,000–$135,000 base.
growthroles summary, based on the employer's posting.
What you'll do
- Run booking and incentive-allocation processes across the Mission-Critical Communications segment, coordinating monthly and annual territory work
- Help set yearly territory quotas for sales teams and analyze pipeline, bookings, revenue, productivity and goal attainment
- Use data from multiple sources to identify trends and forecast outcomes that can improve business results
- Keep prospecting on a consistent cadence, strengthen CRM data quality and use, and lead reporting across the segment
- Connect sales teams around cross-selling, and present analytical findings to senior leaders while training colleagues
What you bring
- A bachelor's degree plus six years of related experience, a graduate degree plus four years, or ten years of related experience without a degree
- Strong analytical ability, including drawing predictive conclusions from large datasets and explaining findings to senior leaders
- Advanced sales-process knowledge covering quotas, incentive compensation, pipeline and forecasting
Who this fits
This senior role suits someone who can handle complex sales operations analysis, guide senior leaders with findings and train others in business analytics. The position is based in Rochester, Lynchburg, Salt Lake City, Melbourne or Londonderry, with a 9/80 schedule that gives every other Friday off.
From the employer
Job Title: Senior Specialist, Sales Operations
Job Code: 46297
Job Location: Rochester, NY; Lynchburg, VA; Salt Lake City, UT; Melbourne, FL; Londonderry, NH
Job Schedule: 9/80: Employees work 9 out of every 14 days- totaling 80 hours worked- and have every other Friday off
Job Description:
This position requires a candidate who is self-motivated, analytical, and comfortable with large sets of data and have an ability to draw predictive conclusions from data sets. The candidate will be able to both develop and present analytic findings to senior leadership as well as having the ability to train others on business analytics.
Essential Functions:
- Manage booking processes and Sales Incentive Compensation (SIC) allocations across the Mission-Critical Communications (MCC) segment.
- Assist in the development of territory sales quotas for the year for the sales teams. Manage the territory monthly and yearly SIC processes for the business unit, in coordination with the Communications & Spectrum Dominance (CSD) lead.
- Performs planning and analysis activities for Sales Operations associated with such things as the order pipeline, bookings, revenue, sales productivity and goal attainment. Analysis of large sets of data from multiples sources for trend and predictive conclusions used to drive improvement in business results.
- Manage and lead the implementation, coordination, and sustain a strict and streamlined Prospect cadence across MCC.
- Maintains and enhances data integrity and will drive compliance with the utilization of Customer Relationship Management (CRM) system in the business unit.
- Create synergies between the various MCC sales teams, specifically, with a focus on cross-selling initiatives.
- Lead MCC reporting, cycle reporting and ad-hoc.
- May develop, implement and coordinate internal skills development programs for sales and professional services resources.
Qualifications:
- Bachelor's Degree with 6 years prior experience, Graduate Degree with 4 years prior experience. In lieu of a degree, minimum of 10 years of prior related experience.
Preferred Additional Skills:
- Knowledgeable of public communications industry a plus
- Advanced knowledge of sales processes: quota, SIC, pipeline, forecast, etc.
- Expert/Advanced skills in Microsoft Office Suite (Excel and PowerPoint)
- Experience with CRM (Microsoft Dynamics preferred) and Business Intelligence tools (Power BI highly preferred)
- Experience in supporting, communicating, and guiding upper-level management (C-Suite)
- Prior exposure and experience in dealing with highly complex business processes and logic
- Management of process improvement initiatives
- Advanced time management and organizational skills
In compliance with pay transparency requirements, the salary range for this role in Colorado state, Hawaii, Illinois, Maryland, Minnesota, New York state, Cleveland Ohio, Vermont and Virginia is $73,000 - $135,000. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements.
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