Sales Operations Leader - EMEA

Abingdon, GB, OX14 3YP


<span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Sophos Overview – Cybersecurity Evolved


<span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.



Job Purpose:

The Sales Operations Leader supports all functions essential to sales force productivity in the EMEA region . These functions include planning, reporting, performance management, quota setting and management, sales process optimization, sales job design, sales program implementation, sales compensation design and administration


The position is responsible for the overall productivity and effectiveness of the EMEA Sales organization. Reporting to the Vice President of Global Sales Operations and Systems, this position will work closely with the EMEA Vice President of Sales and their direct reports to ensure the appropriate objectives and priorities are enabled and supported within the sales organization.


Main duties:


  • Work in partnership with the VP and Sales Management teams, develop the business strategy for the region and ensure that the appropriate operation support mechanisms are in place, well managed and meet the needs of the business
  • Work with the Regional Sales Management team to develop the annual go-to-market strategy, planning sales territories, appropriate coverage and optimum resourcing levels and establishing what is needed to implement the strategy
  • Manage EMEA sales operations team as well as manage and leverage resources located aborad.
  • Create detailed territory alignment plans to achieve the optimum coverage and number of accounts per sales executive. Work with Sales Management to define
  • Manage, monitor, review and report regional activity against Key Performance Indicators, identifying trends and any issues and raise with the Sales Management team
  • Identify productivity trends across the region and use insight from reporting to create and drive efficient processes to improve productivity
  • Work with the RVP and Finance to produce the budget according to the yearly planning cycle, clearly expressing the needs of the region and challenging anomalies
  • Carry out weekly, monthly and quarterly review of sales forecast for the region. Work with sales managers to generate forecasts and assess, interpret, challenge and support accordingly.
  • Discuss and request relevant approvals for discounting, billings, deal structure etc with the local Finance representative, representing the needs of the region and understanding the implications of requests
  • Represent the region in global operations-oriented projects such as new product introductions, new systems, tools or processes. Work collaboratively within project teams and communicate status, actions and aims to the region as per the requirements of the project
  • Provide reporting and analytics for the range of operational requirements- forecast and forecasting process, pipeline metrics, productivity metrics and KPIs. Use internal CRM (Salesforce) and other systems to provide clear and concise data
  • Analyze and present sales force trends through the appropriate means- spreadsheet, presentation, discussion
  • Be a local ‘Superuser’ for CRM, providing guidance and training on best practices and processes within the region
  • Provide a breakdown of agreed metrics and measures to the VP of Global Sales and Channel Operations on a minimum of a monthly basis.


Skills & experience:


  • Extensive working in sales operations roles, with experience working for a  company
  • Working and supporting VP level roles and management structure supporting the VP
  • Reporting, analytics experience in a sales, preferably channel-driven, environment
  • Analyze sales trends, provide guidance to managers and sellers
  • Sales forecasting accuracy and budgetary planning
  • Experience with SFDC, Clari, PowerBI or other business intelligence tools preferred
  • Working in and responding to an environment of rapid change, anticipating and responding early to organizational needs
  • Excellent verbal and written communication
  • Able to influence and manage change



<span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Equal Opportunities & Privacy


<span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.


<span style="font-family:"Times New Roman",serif"><span style="font-family:"Calibri",sans-serif">If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.

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