Sales Operations Manager

Job Title: Sales Operations Manager Location: Mulgrave, VIC, Australia Position Type: Full Time, Permanent About SOTI SOTI is committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software. To us, being visionary is more important than doing things the way they've always been done. SOTI's growth and success is a result of commitment to innovation through entrepreneurial culture and leadership. We offer an outstanding opportunity where you will play a major role in building our sales pipeline and driving new business opportunities. You will work in a fast‑paced, global environment with leading edge technologies and collaborate with industry leaders. Responsibilities Support execution of annual and quarterly business planning with regional sales to drive focus on sales performance, execution of the annual plan, and ability to reach quarterly targets. Provide analysis across pricing and deal structure trends across the region, revenue streams and product sets to advise on future go‑to‑market initiatives. Act as a point of escalation for the regional Deal Desk to evaluate deal economics, commercial terms and conditions, operational requirements, and non‑standard deal structuring requests. Track and measure targeted commercial campaigns to ensure sales execution and ROI for SOTI. Execute ASP uplift across all product lines in alignment with corporate strategy. Lead regional sales readiness initiatives for changes to the commercial framework and support new product introductions. Provide analysis on competition, market trends, win rates and opportunity best practices to drive increase across opportunity conversion and customer acquisition. Support the weekly Drive Plans with forecast reporting, variance analysis, funnel reviews, and top opportunity analysis. Identify risks in forecast, build mitigation plans, and hold regional teams accountable for delivering to quarterly targets. Drive accurate forecasting through focus on sales process best practice, pipeline management, funnel and opportunity hygiene. Drive renewals best practice and focus on customer engagement with regional teams to drive customer retention and product adoption. Drive continual focus on improvements of sales tools and processes to streamline the sales cycle and drive sales efficiencies. Execute effective change management across all functions of the organization to support the implementation of changes to sales process, systems and tools. Input to the reporting and dashboard roadmap to drive improved business performance analysis. Deliver ad‑hoc reporting and analysis as required. Qualifications 5+ years of Business Operations and / or Sales / Revenue Operations management, inclusive of pricing / deal desk management and forecasting experience. Experience within a high‑growth technology organisation is preferred; Enterprise SaaS industry experience is a distinct advantage. Previous experience of S&OP (Sales & Operations Planning) or IBP (Integrated Business Planning) methodology. Strong business, commercial and financial acumen. Proven ability to develop structured business plans, craft KPIs, and implement metrics to manage sales execution and performance. Experienced in a fast‑paced, dynamic sales and marketing environment. Collaborative team player with exceptional communication and interpersonal skills. Experience working with senior management and cultivating positive working relationships with cross‑functional teams and peers. Strong initiative, intellectual curiosity, analytical capabilities and willingness to take ownership of complex problems. Self‑starter that thrives in the face of challenge and is relentless in clearing obstacles with a resourceful and creative approach to problem‑solving. Exceptional organisational and time‑management skills, able to manage competing projects with tight deadlines effectively. Strong commitment to excellence and customer‑service orientation. Advanced PowerPoint and Excel skills required. Knowledge of Salesforce.com preferred. A solid understanding of sales & order processes and commission systems would be an asset. About SOTI With more than 17,000 enterprise customers and millions of devices managed worldwide, SOTI is the world’s most trusted provider of mobile and IoT management solutions. Our innovative portfolio of solutions and services provides the tools organizations need to secure, manage and support connected devices at scale. #J-18808-Ljbffr