Sr. Director, Sales Operations

Company: Softchoice

Whyyou’lllove Softchoice:
We are a software-focused IT solutions and services provider that equips organizations to be agile and innovative, and for their people to be engaged, connected, and creative at work. That means moving them to the cloud, helping them build the workplace of tomorrow, and enabling them to make smarter decisions about their technology. By doing these things we help them create success for their customers and their people.

We stand proudly for our people and support their success through career development and advancement. We are recognized and respected for our culture of inclusion and belonging, continuously striving to do what’s good for our people and communities.

The impact you'll have:

We are looking for a Sr. Director of Sales Operations to evolve our sales insights to the next level here at Softchoice!

The Sr. Director of Sales Operations is a strategic leadership role responsible for overseeing the design, implementation, and administration of key processes and programs that drive the success of the sales organization and enable growth. This role focuses on sales quota management, sales compensation plans, and ensuring optimal sales resource coverage across customers and prospects. The Sr. Director will partner closely with Sales, Finance, Marketing, and other cross-functional teams to deliver insights and operational excellence that supports revenue growth and customer satisfaction.

If you are interested in joining a passionate Sales Operations team at a leading IT Solutions and Services Provider in North America, then we want to talk to you!

What you'll do:

Resource Planning & Sales Strategy

• Strategically align sales resources with customer and prospect needs to maximize revenue potential.
• Develop and refine the sales team’s organizational layout to maximize efficiency and align with company goals.
• Work with sales leaders and sellers to identify peel and grow opportunities to meet regional AE headcount targets by re-allocating HC where required, engaging the correct stakeholders on headcount forecasts, analyzing the health and performance of the sales organization and acting as internal control for new or promoted sellers.
• Identify regions with untapped potential and optimize sales coverage in high-demand locations.
• Ensure balanced and healthy sales territories by analyzing market size, customer demand, and seller performance.
• Review and refine the end-to-end sales process for efficiency, consistency, and improved outcomes.
• Work with Marketing, Pre-Sales, and Customer Success teams to create positive customer experiences and drive growth.
• Lead initiatives to adapt the sales organization to rapid growth, acquisitions, or market shifts.
• Execute and facilitate the AE Attrition and Account Transition process, ensuring Anaplan reconciles and coordinate account movement with sales leaders.
• Identify and prioritize key customer segments based on value, industry, or geographic location. Evaluate accounts at attrition to determine appropriate segment, fencing against lost business accounts for up to 6 months, and align viable prospects to districts for targeted sales efforts.
• Build the Anaplan Model, facilitate configuration files by engaging sales leaders and sellers and load final AE plans into the Anaplan with a monthly reconciliation process.
• Provide sales leaders with a detailed analysis and summary of their team’s performance within the AE leveling guidelines and send P&C all finalized compensation documents for processing.
• Adjudicate on fencing policies to ensure a consistent and transparent process.
• Support WWT and SFTC Tiger Team by ensuring compliance and managing all aspects of RFP/RFQ responses, including strategy, logistics, communication, and delivery of quality response documents.

Sales Process & Communication

• Build Evergreen reporting for SMP metrics that are not able to be tracked in PBI.
• Build and facilitate MAPs in collaboration with sales leadership each year.
• Communicate SPIFFs/Contests/Pclub/Platinum Club/Orange Crush/Medallion program reporting and updates to sales leaders and sellers.
• Provide Townhall updates.
• Manage SFDC enhancements, collaborating with IT and Sales for development, testing, and deployment.

WWT Acquisition Support

• Act as a central point of contact with WWT Sales Operations.
• Assist in evaluating and suggesting the best areas where SFTC and WWT should focus their efforts in terms of products and market segments to maximize opportunities.
• Provide guidance on how SFTC is to launch its capabilities and product strategies, explaining the process for these rollouts and determining if the strategies should vary based on different market segments.
• Identifying regions or districts that excel in certain practices and those that are falling behind. The goal is to ensure that all areas can fully benefit from the strengths and capabilities of each other, promoting overall synergy and improvement.
• Understand the synergies within WWT vertical plays, and develop/implement those programs with RVPs.
• Determine and own the ideal organizational structure to optimize WWT and SFTC P&L.

Global Expansion

• Be the strategic lead on global expansion for SMB/Commercial outside of North America.
• Help to outline the "playbook" to add SMB/Commercial headcount in these locations and develop the "compensation/quota/coverage" in these locations.
• Work with Talent acquisition to drive the headcount expansion needs based on defined territory guidelines and real time attrition.

Operational Leadership:

• Lead a team of sales operations professionals, providing mentorship, guidance, and development opportunities.
• Develop and implement processes and tools to enhance sales productivity and operational efficiency.
• Partner with IT to ensure sales tools and CRM systems support operational goals and are effectively utilized.

What you'll bring to the table:

• Post-Secondary Degree in Business, Engineering, or Computer Science (MBA preferred)
• 10+ years of experience in sales operations, sales strategy, or related roles, with at least 5 years in a leadership position.
• Proven expertise in quota design, sales compensation, and territory/resource planning.
• Strong analytical and problem-solving skills with proficiency in tools such as Salesforce, Excel, and BI platforms.
• Demonstrated success in leading high-performing teams and driving operational improvements in a dynamic environment.
• Experience developing models and forecasts, competitive analyses and summarizing findings for management/executives.
• Statistical or financial analysis experience an asset.
• Highly self-directed with ability to manage ambiguity.
• Ability to lead multi-disciplinary teams in matrix structure.
• Excellent verbal and written communication, interpersonal, and presentation skills.
• Exceptional business acumen.

Compensation:

Not sure if you qualify? Think about applying anyway:
We understand that not everyone brings 100% of the skills and experience for the role.

At Softchoice, we offer opportunities to a diverse group including those with a variety of workplace experiences and backgrounds. Whether you are new to corporate tech, returning to work after a gap in employment, or looking to transition and take the next step in your career, we are excited to learn more about you and encourage you to apply.

Why You’ll Love Working Here:

• The People: You’ll thrive in our collaborative environment, surrounded by incredible colleagues who foster support and innovation, driving our collective success
• High-Performing Culture: At Softchoice, we are dedicated to achieving our goals and committed to success for our customers and each other
• Flexibility: Plan your workdays in a way that suits you best
• Award-Winning Workplace: Proudly recognized as a Great Place to Work for 19 consecutive years
• Inclusive Culture: We are committed to an inclusive culture where every team member can be their authentic self
• Competitive Benefits: Benefit from competitive perks that start on day one

Inclusion & Equal opportunity employment:
We are an equal opportunity employer committed to diversity, inclusion & belonging. People seeking employment at Softchoice are considered without regard to any protected category including but not limited to, race, color, religion, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity, or sexual orientation.

Require accommodation? We are ready to help:
We are proud to provide interview & employment accommodation during the recruitment and hiring process. If you require any accommodation to apply or interview for a position, please reach out directly to asktalentacquisition@softchoice.com. We are committed to working with you to best meet your needs.

Our commitment to your experience:
We are committed to the safety of all applicants and team members. With that in mind, we have implemented digital interviewing for everyone. We understand that you may need to interview with distractions around you (such as children or furry friends) and we will be doing the same.

Before you start with us, we will conduct a criminal record check, verify your education, and check your references.

When you join Softchoice, we will onboard you remotely. Don't worry. It's quick, simple and you'll be connected with your new team in no time.

Job Requisition ID: 6629
EoE/M/F/Vet/Disability