Senior Specialist, Sales Operations

L3Harris•Burke, FL

About The Position

The Senior Specialist, Sales Operations supports the Mission-Critical Communications (MCC) segment through sales operations, analytics, booking processes, and sales incentive compensation administration. The role requires a self-motivated, analytical candidate who can work with large data sets, draw predictive conclusions, present findings to senior leadership, and train others in business analytics. The position manages booking processes and sales incentive compensation allocations, contributes to annual territory quota development, and performs planning and analysis related to pipeline, bookings, revenue, sales productivity, and goal attainment. It also supports process improvement, CRM data integrity and compliance, cross-selling initiatives, reporting, and skills development across MCC sales and professional services teams.

Requirements

Bachelor’s degree and 6 years of prior experience, or a graduate degree and 4 years of prior experience.
In lieu of a degree, a minimum of 10 years of prior related experience.
Ability to work with large data sets and draw predictive conclusions.
Ability to develop and present analytical findings to senior leadership and train others in business analytics.

Nice To Haves

Knowledge of the public communications industry.
Advanced knowledge of sales processes, including quotas, SIC, pipeline, and forecasting.
Expert or advanced skills in Microsoft Office Suite, particularly Excel and PowerPoint.
Experience with CRM systems; Microsoft Dynamics is preferred.
Experience with Business Intelligence tools; Power BI is highly preferred.
Experience supporting, communicating with, and guiding upper-level management, including C-suite leaders.
Prior exposure to and experience dealing with highly complex business processes and logic.
Experience managing process improvement initiatives.
Advanced time-management and organizational skills.

Responsibilities

Manage booking processes and Sales Incentive Compensation (SIC) allocations across the Mission-Critical Communications (MCC) segment.
Assist in developing annual territory sales quotas for sales teams.
Manage monthly and yearly territory SIC processes for the business unit in coordination with the Communications & Spectrum Dominance (CSD) lead.
Perform Sales Operations planning and analysis related to the order pipeline, bookings, revenue, sales productivity, and goal attainment.
Analyze large data sets from multiple sources to identify trends and predictive conclusions that can improve business results.
Manage, lead, implement, coordinate, and sustain a strict, streamlined prospect cadence across MCC.
Maintain and enhance data integrity and drive compliance with use of the business unit’s Customer Relationship Management (CRM) system.
Create synergies among MCC sales teams, with a focus on cross-selling initiatives.
Lead MCC reporting, cycle reporting, and ad hoc reporting.
May develop, implement, and coordinate internal skills development programs for sales and professional services resources.
Develop and present analytical findings to senior leadership and train others on business analytics.