VP, Sales Operations (Americas)

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Job Category

Finance and Operations

Job Details

The VP, Sales Operations will be responsible for quoting and deal structuring support for a $20B business across all clouds in partnership with our Americas’ Sales & Customer Success teams.  This individual will work closely with Executive Sales leaders across the Americas to enable and operationalize deal support including many of our most complex and strategic transactions.  This individual will lead an impactful team that is responsible for providing pre-sales internal support and guidance to Account Executives and Renewal Managers on contract negotiations, quoting support, ongoing account license management, booking metrics, approvals, and escalations.  The VP will also work cross-functionally with Pricing, Legal, Revenue Recognition and other Revenue Support groups to ensure customer success.  

Responsibilities:

• Build strong relationships with Sales leaders and partner with them to structure and operationalize large, complex deals

• Work with Revenue Recognition, Collections, Deal Desk, and Legal on contract issues and provide guidance on contract negotiation 

• Take the lead on escalations that are diverse in scope, requiring sound judgment in resolving issues and/or making recommendations

• Own and execute all SOX controls for our global sales operations processes

• Challenge legacy policies and procedures that complicate quote, order, invoice, credit, commissions, and revenue processing, and drive creative solutions and/or workarounds based on that analysis

• Build a high performing Sales Operations team by attracting, developing and retaining top talent

• Lead process development and improvement projects as well as other ad hoc initiatives

• Share best practices and provide cross-training for peers, team members, and outside business units to improve the quality and efficiency of support, contributing to the knowledge base

• Establish relationships with Renewals, Customer Support Managers, Collections, Order Management, Adjustments, Incentive Compensation, Revenue Recognition, Deal Desk, Legal, and other internal resources as appropriate

• Surface insights to the Executive team to inform in decision making

• Respond to process and policy questions and optimally communicate requirements to impacted parties

• Establish team goals and support progress and achievement

• Work with the team to maximize team efficiency, productivity, and performance

• Engage, support, and provide guidance to the team on supporting the needs of the business

• Review, interpret and use data and analytics to lead team functions, and use insights to make business recommendations

Desired Experience:

• 10+ years of demonstrated ability leading a customer order management or sales operations team for a technology company

• Intellectually curious with a strong EQ to build quick relationships and act as a trusted adviser and business partner with Sales leaders

• Strong analytical, organizational, and problem-solving skills 

• Excellent communication and interpersonal skills; ability to think quickly and appropriately debate difficult issues

• Ability to deliver in a fast-growing/fast-paced environment where adaptability is critical

• Strong personal accountability and personal alignment to Salesforce’s values: Trust, Customer Success, Innovation, Equality and Sustainability

• Ability to maintain a positive attitude in stressful situations while working within a team environment

• Ability to understand broader business and financial issues while juggling multiple priorities

• Creative thinker who can bring new ways to solve old problems

• Experience with contract structuring 

• Experience driving process improvement initiatives and other change initiatives

Accommodations

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Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.For New York-based roles, the base salary hiring range for this position is $235700 to $377200.For California-based roles, the base salary hiring range for this position is $235700 to $377200.For Washington-based roles, the base salary hiring range for this position is $216100 to $345700.Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.Certain roles may be eligible for incentive compensation, equity, and benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.