Sales Operations Manager, LatAm

Palo Alto Networks; São Paulo; Remote; BRL 611,000 - 916,000; Full time

Benefits offered by this job

Remote work

Job summary

Palo Alto Networks is seeking an experienced Sales Strategy & Operations professional to join the Latin America team. You will partner with sales leadership across Finance, Marketing, HR, Central Operations and Ecosystem to drive productivity, forecasting, segmentation and analytics.

This role requires a strategic mindset, strong analytical skills and the ability to operate in a matrix environment with multiple priorities.

Qualifications

• 8+ years of enterprise SaaS sales strategy & operations experience.
• Knowledge of SaaS KPIs: Retention, Renewal, ARR, Expansion, Cross-Sell.
• Proficiency with CRM and connected planning tools (Salesforce, Pigment, Anaplan).
• Attention to detail with analytical and problem-solving skills.

Responsibilities

• Act as key business partner to regional leaders and management.
• Lead forecasting, month-end and quarter-end close processes.
• Set up cadences for quarterly targets and forecasts.
• Drive data analytics and assess TAM and product propensity to buy.
• Partner with Finance and Analytics to develop scorecards and dashboards.
• Support account planning and opportunities with sales leadership.

Skills

8+ years exp in strategy & operations

SaaS / subscription KPIs

CRM proficiency (Salesforce)

Excel/Google Sheets

SQL & Tableau

Cross-functional collaboration

Communication & presentation

Tools

Salesforce

Pigment

Anaplan

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Please submit your resumé in English, as we are only able to consider applications received in this language.

The Team

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers to help them understand how our products can secure their environment. This is where our sales operation teams come in.

Our Sales Operation Team members support our sales account managers and systems engineers to assist in large organization’s migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly, enabling and empowering the teams across the world. As part of our sales operations, you support the sales team by providing research, reports, and craft and support systems and processes that enable the process of sales. You are committed to your team’s success – and enjoy pitching in to assist when it comes to solutions selling, learning, and development. It’s a true partnership, one built on building the best cybersecurity solutions for each individual client.

Your Career

We are looking for an outstanding strategic operator to join the Latin America Sales Strategy & Operations organization. You will be a thought partner to support the sales leadership team in all aspects of the business. You will also work closely with cross-functional stakeholders (Finance, Marketing, HR, Central operations, Ecosystem, IT etc.). This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner and will have the opportunity for significant exposure and visibility across the business. The candidate in this role will provide leadership, advisory & execution support in driving sales productivity, sales planning, sales forecasting, segmentation, and sales analytics.

Your Impact

• Act as key business partner to the Countries and Business Leaders and regional sales management team; establish, maintain, refine the rhythm of business
• Drive forecasting, participating in a month-end and quarter-end close process
• Set up cadences for inspection of quarterly targets and forecasts
• Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
• Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc
• Support Sales Leaders on driving sales planning, account strategy & quarterly business review meetings with the sales management team
• Run data analytics and partner with finance/market intelligence teams to assess TAM, product propensity to buy and optimize territory coverage
• Partner with sales leadership to drive account & opportunity planning motion
• Manage all aspects of operations, tools, dashboards and reporting
• Review and identify areas for improvement leading to operational efficiency
• Here is Option 2 tailored for an English Job Description:
• Orchestrate the maintenance of sales data quality and oversee the approval process for variable compensation exceptions, driving operational efficiency and ensuring alignment with commercial guidelines
• Assist in driving field readiness for new sales hires and ongoing sales processes training; Coordinate activities and priorities of enablement functions to improve alignment to sales strategy
• Set up and manage sales programs to drive pipe generation and growth in accounts
• Work closely with Finance, Sales Compensation and Central Analytics teams to develop & maintain scorecards and dashboards

Qualifications

• 8+ years of experience in an enterprise subscription software sales strategy & operations role
• Knowledge of SaaS / subscription based business models and associated KPIs (Retention & Renewal Rates, ARR, Expansion & Cross-Sell Rates, etc), sales processes and methodologies
• Proficiency with CRM & connected planning systems (e.g., Salesforce, Pigment, Anaplan)
• Attention to detail and ability to execute
• Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems; Proficiency in Excel/Google Sheets, SQL & Tableau
• Strong communication & collaboration skills and the ability to effectively partner with all levels of management; Proficiency in PowerPoint/Google Slides
• Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
• Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing required accommodations for all Persons with Disabilities.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

This job opening is part of a pipeline initiative designed to build interest of Persons with Disabilities (PwD) for employment opportunities at Palo Alto Networks. Therefore, only candidates who identify as Persons with Disabilities (PwD) will be considered for this position.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing required accommodations for all Persons with Disabilities.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

This job opening is part of a pipeline initiative designed to build interest of Persons with Disabilities (PwD) for employment opportunities at Palo Alto Networks. Therefore, only candidates who identify as Persons with Disabilities (PwD) will be considered for this position.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing required accommodations for all Persons with Disabilities.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

This job opening is part of a pipeline initiative designed to build interest of Persons with Disabilities (PwD) for employment opportunities at Palo Alto Networks. Therefore, only candidates who identify as Persons with Disabilities (PwD) will be considered for this position.

Please submit your resumé in English, as we are only able to consider applications received in this language.

O Palo Alto Networks tem orgulho de ser um empregador que promove a igualdade de oportunidades e um ambiente de trabalho inclusivo.

Esta vaga de emprego faz parte de uma iniciativa de captação de talentos destinada a despertar o interesse de Pessoas com Deficiência (PcD) por oportunidades de emprego na Palo Alto Networks. Portanto, somente candidaturas de Pessoas com Deficiência (PcD) serão consideradas para esta vaga.

Pedimos, por gentileza, que a pessoa candidata envie o currículo em inglês, pois somente candidaturas submetidas nesse idioma poderão ser avaliadas.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.