Senior Manager, Business Process GTM Management

United States
Sales – Sales Operations /
Permanent /
Remote
About Us
Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. 

Role Summary

Sophos is seeking to hire a Sr. Manager, Business Process GTM Management. In this dynamic role, you will drive the successful adoption of sales productivity tools, and own the process, documentation, system requirements, communication, and training for the Sophos Sales organization. You can combine a passion for problem-solving consultatively, coaching, and enthusiasm for technology to drive sales effectiveness and establish positive customer relationships with new and tenured sellers. This candidate is a process-oriented self-starter and can excel at influencing teams and stakeholders to drive change. We are looking for someone who can understand business and end-user needs and has a proactive approach to problem-solving. You will partner with global stakeholders, including Sales, Sales Operations, Sales Enablement, Marketing, and IT. This is a hands-on position, and this candidate must be willing to "roll up’ their sleeves.  

What You Will Do 

Strategy

    • Partner with the Sales and Operations leaders in operationalizing strategies for existing and new GTM routes to scale effectively.
    • Gather current regional practices to develop and roll out standardized global sales processes in line with the Enablement team.
    • Recommend tools, people, and other elements needed to execute GTM routes and strategies efficiently.
    • Document and manage the sales GTM activities relevant to tools, processes, sales execution, and reporting of results.
    • Advocate for sales by deeply understanding what will ensure their success.
    • Proactively generate quantitative and qualitative insights, driving analysis and change management on GTM improvements and recommendations -- to help optimize GTM performance and drive productivity and efficiency.
    • Partner with the Enablement team to execute an enablement strategy to ensure maximum return of tools and processes are met. 

Sales Productivity

    • Own and drive ongoing CRM technology projects related to Sales pipeline management.
    • Gather requirements work to understand incoming sales needs to be in a position to offer solutions that leverage already-built processes and features where appropriate.
    • Provide clear, actionable requirements to the CRM technology team to ensure projects are completed on time, per business requirements and expectations.
    • Own tracking and updates for CRM project prioritization and help coordinate the evaluation of new requests
    • Develop, deliver, and maintain sales readiness content, such as process guides and systems training, to enable the global sales team.
    • Design, develop training curriculum, and deliver training sessions
    • Partner with Sales Ops and the systems teams to assess, implement, document, and maintain sales processes to ensure effectiveness and improve productivity
    • Prepare and execute flawless launch programs, including team coordination and communications.

Change Management

    • Develop and update Sales Change Management Strategies and plans in partnership with our service provider and IT Transformation PMO.
    • Track and manage Sales Change Management deliverables and provide regular status updates to the project and sales executive teams. 
    • Complete Stakeholder Analysis for impacted Sales communities.
    • Document the Change Impact Assessment (CIA) to the required standards.  Keep this document updated throughout the life of the project(s) in partnership with business and workstream owners.
    • Develop the Training Plan and Needs Analysis. 
    • Design Training materials and ensure these are developed to required standards.
    • Design Communications Plan and materials with the project team.  Partner with the Partner Program, Sales Operations, and Marketing teams on external facing communications needs and messaging.
    • Support any Organization design and alignment activities.
    • Engage with Leadership and Stakeholders regularly to keep them informed and manage the  Communications Plan deliverables.
    • Support Sales Meetings and Engagement with the leadership team.
    • Support Business Readiness activities, including preparation, surveys, and supporting communications.
    • Support the continued development of a standard change management methodology and tools.

What You Will Bring

    • 7+ years of change management experience and major business transformation projects in the technology industry, with at least 5 of those in a globally dispersed sales operation or a sales strategy team in an enterprise SaaS company; experience working or supporting channel is a must.
    • Knowledge of change management principles, methodologies, and tools.  CM Certifications would be preferred.
    • Experience in all areas of change management, including training, readiness, communications, stakeholder management, and impact assessment.
    • Experience managing a project/team through planning and executing business readiness tasks, identifying key stakeholders, assessing change impact and readiness, leading readiness, business process change management, training, and communications, and formalizing and running a dashboard outlining the status of business readiness.
    • Demonstrated change management leadership skills with a proven track record of success.
    • A dynamic and collaborative player who is adept at building effective cross-functional relationships as well as internal relationships within our geographically distributed team.
    • Excellent communications skills, self-aware, straightforward, collaborative, and open to feedback.
    • Experience spanning a range of GTM motions, including channel and direct sales, spanning high-transaction volume, large inside & enterprise sales organizations, and new customer acquisition.
    • Multi-product/platform experience; track record of juggling a high level of complexity within GTM operations. Experience with technical products preferred. 
    • Demonstrated ability to identify opportunities for, and deliver results on, sales process automation resulting in increased sales productivity. 
    • Extensive experience with a wide variety of sales and marketing tools
    • Excellent communication and writing skills to understand and articulate sales policies and processes at a company and individual sales rep level. 
    • Intellectually curious and able to think deeply and qualitatively about business problems, break down issues, and present solutions. 
    • Bachelor's degree or higher from a top university, MBA preferred. 
Applicants in Colorado, California, Washington, and New York City may email TalentAcquisition@sophos.com for the up-to-date salary ranges for the position.

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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?
·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
·   Employee-led diversity and inclusion networks that build community and provide education and advocacy
·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities
·   Global employee sustainability initiatives to reduce our environmental footprint
·   Global fitness and trivia competitions to keep our bodies and minds sharp
·   Global wellbeing days for employees to relax and recharge 
·   Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.