Senior Sales Operations Analyst

Dallas, TX, US


Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com


Role Summary

The Sales Operations Specialist supports all functions essential to sales force productivity. These include planning, reporting, quota setting, sales process optimization, sales program implementation, sales compensation design and administration.


The position is responsible for the overall productivity and effectiveness of the Americas Sales organization as well as support the Global MSP, Cloud and OEM business. Reporting to the Leader of Americas Sales Operations, this position will work closely with the Sales Managers providing insightful analytics and to ensure the appropriate objectives and priorities are enabled and supported within the sales organization.


What You Will Do

  • Work in partnership the Sales Operations and Sales Management team to develop the business strategy for the region and ensure that the appropriate operational support mechanisms are in place, well managed and meet the needs of the business
  • Assist Sales Managers in developing the annual go-to-market strategy, planning sales territories, appropriate coverage and optimum resourcing levels and establishing what is needed to implement the strategy
  • Create detailed territory alignment plans to achieve the optimum coverage and number of accounts per sales executive
  • Manage, monitor, review, and report regional activity against Key Performance Indicators, identifying trends and any issues and raise with the Country Managers
  • Identify productivity trends across the region and use insight from reporting to create and drive efficient processes to improve productivity
  • Carry out weekly, monthly, and quarterly review of sales forecast for the region. Work with Country Managers to generate forecasts and assess, interpret, challenge and support accordingly.
  • Set up and maintain User information for all regional sales users including ensuring partnering department info such as quoting approval table with Pricing Operations
  • On occasions, work collaboratively within a regional or global project team 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
  • Communicate closely and effectively with Sales Managers and regional sales teams on all relevant topics such as and not limited to, reporting analysis, regional or global projects, system changes and updates, sales training
  • Be a local ‘Superuser’ for CRM, providing guidance and training on best practices and processes within the region
  • Maintain update knowledge of Sales Operations skills and methodologies
  • Must be able to occasionally work non-standard hours when required by cross-regional collaboration and/or by project requirements
  • Must be able to travel within regional boundaries on a roughly quarterly basis and occasionally globally
  • Reports to the leader of Americas Sales Operations Theatre
  • Cultivate relationships with key departments including but not limited to, Finance, Product Management, Support, Business Intelligence, Marketing, IT and Business Operations
  • Support and help develop other team members when appropriate


What You Will Bring

  • Analytical - understands data, how to develop insightful analytics and instinct to know when to base decisions from findings and when to question them
  • Intellectually curious
  • Has strong and confident communication skills - written, verbal and presentation (English)
  • Additional language from the Region is useful
  • Can present information in a clear and structured way
  • Can evaluate and set priorities appropriately
  • Uses critical thinking
  • Has excellent MS office skills or similar package
  • Has a learning mindset
  • Experience: 4+ years of experience in Sales Operations or FP&A, preferably in the software / SAAS industry
  • Working Knowledge of Salesforce Sales Cloud


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.


Data Protection

If you choose to explore an 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 opportunites 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.

Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth

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