Senior Specialist, Sales Operations

L3Harris Technologies•Lynchburg, VA

23h•$73,000 - $135,000

About The Position

The Senior Specialist, Sales Operations supports sales operations across the Mission-Critical Communications (MCC) segment. The role requires a self-motivated, analytical professional who can work with large datasets, draw predictive conclusions, present analytic findings to senior leadership, and train others in business analytics. The position manages booking processes and Sales Incentive Compensation (SIC) allocations, supports sales quota development, oversees prospect cadence and CRM data integrity, and leads reporting and cross-selling initiatives.

Requirements

Bachelor's degree and 6 years of prior experience; or graduate degree and 4 years of prior experience; or, in lieu of a degree, at least 10 years of prior related experience.
Self-motivated and analytical, with comfort working with large datasets and the ability to draw predictive conclusions.
Ability to develop and present analytical findings to senior leadership.
Ability to train others on 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, especially Excel and PowerPoint.
Experience with CRM systems, preferably Microsoft Dynamics, and Business Intelligence tools, preferably Power BI.
Experience supporting, communicating with, and guiding upper-level management, including C-suite executives.
Prior exposure to and experience 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 planning and analysis for Sales Operations, including order pipeline, bookings, revenue, sales productivity, and goal attainment.
Analyze large datasets from multiple sources to identify trends and make predictive conclusions that can improve business results.
Manage and lead implementation, coordination, and maintenance of a strict, streamlined Prospect cadence across MCC.
Maintain and enhance data integrity and drive compliance with use of the Customer Relationship Management (CRM) system in the business unit.
Create synergies among MCC sales teams, particularly through 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.