Who is Forcepoint?
Forcepoint simplifies security for global businesses and governments. Forcepoint’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you’re in the right place; we want you to bring your own energy to help us create a safer world. All we’re missing is you!
The Channel Operations Business Partner serves as an essential operational cornerstone within the revenue and field operations team, providing comprehensive support to ensure efficient execution and precise prioritization of tasks across multiple concurrent initiatives. The primary responsibility of this position is to partner with the Channel sales leaders to translate strategic objectives into actionable plans and deliverables, while maximizing revenue. As a partner to the Go To Market (GTM) leaders, you would strive to shine a light in dark places, while seeking to grow the business. You will be in step with every leader or leading them toward the target goal. Ultimately, you have grit and look to instill rigor in all things GTM.
Responsibilities might also include communicating and implementing corporate sales processes and best practices within Salesforce.com and other sales tools to enable the GTM team. The Channel Operations Business Partner is responsible for driving the execution of the global and local sales strategies globally. You will work with various Forcepoint stakeholder groups including Sales, Solution Engineers (SEs), Customer Success, Marketing, Executive Leadership, RevOps, Commissions, Business Intelligence and more.
This role requires previous demonstrated experience single-handedly managing a large territory’s sales operations/revenue operations function, both in tactical execution and in a role as a strategic advisor to the sales leader. The role further requires experience in Salesforce, pipeline and forecast management in Salesforce & Clari, administration of commissions and sales incentive programs, sales quota development and maintenance, equitable territory assignments, and other leadership attributes. Data hygiene and pipeline governance are key factors of success in this role.
Forcepoint is committed to fair and equitable compensation practices. The salary and variable compensation range for this role is 123,500.00 - 144,800.00 USD and represents the low and high end of compensation for this position. Actual salaries are determined by various factors including, but not limited to, location, experience, and performance. The range listed is just one component of Forcepoint’s total compensation package for employees. Other rewards may include bonuses, paid time off policy, and many region-specific benefits.
Essential Functions
Serve as the right hand to the Global Channel and Regional leaders helping to drive the business
Project Execution and Task Prioritization – Support the channel teams by driving multiple concurrent projects to timely and quality delivery
Partner with leaders to deliver strategic programs and local market strategies
Optimize the use of sales tools and enforce best practices with regional sales leaders
Support the leaders in building, tracking and reporting on territory coverage models
Provide tactical and strategic analysis of the GTM function to the leadership
Account, Opportunity, and Territory Alignment in Salesforce.com
Track new hires/exits within the system and update user access
Answer reporting requests using Salesforce.com, Clari, Tableau, and other corporate reporting tools
Aid in bookings and revenue forecast cadence and analysis including MEDDPICC validation
Support compensation processes through regular communication with the Commissions team
Liaise between Sales and other functional groups including IT Helpdesk, Order Processing, and Product management for pricing
Drive pipeline hygiene and data cleanliness (in Salesforce)
Develops and drives the business leaders to a forecast and helps manage to Forcepoint KPIs
Collaborates with global sales operations colleagues to share best practices
Coordinates with the Sales Enablement team to create and align content for sales team training content, presentations, and videos
Works with partner facing technical teams for product and implementation training, accreditations, and certifications are completed
Infrequent travel, as required
Education, Experience, and Skills
Bachelor’s degree in Business, or related field or equivalent experience
10-15 years of experience in Sales Operations or Revenue Operations
Demonstrated experience managing a complex sales organization and selling motion to growth and efficiency at scale
Demonstrated competence in Salesforce, reporting, and operational rigor
Demonstrated strong Technology tools, including Microsoft Suite (Excel, PPT), Clari, Salesforce Reporting
Strong willingness and eagerness to learn tools that are unknown (Cognism, Vivun, 6sense, D&B, Gong, SalesLoft, etc).
Big data or analyst experience a plus
Experience working with compensation management software (Xactly) is desirable
Soft Skills
Developing and maintain strong relationships with every level of personas, including an ability to influence action
Ability and personality to articulate processes in a meaningful way to our sales and IT teams
Strong analytical skills required
Balances multiple priorities and deadlines
Detailed orientation and accuracy important
Be a confident self-starter
Ability to work proactively to solve problems, and provide insights to the leaders based on observations about the business
Intellectual curiosity and a desire to improve operations of a growing sales organization
Excellent verbal and written communication and the ability to interact professionally with diverse groups, executives, managers, and subject matter experts
Forcepoint is committed to fair and equitable compensation practices. The salary and variable compensation range for this role is 123,500.00 - 137,000.00 USD and represents the low and high end of compensation for this position. Actual salaries are determined by various factors including, but not limited to, location, experience, and performance. The range listed is just one component of Forcepoint’s total compensation package for employees. Other rewards may include bonuses, paid time off policy, and many region-specific benefits.
Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.
The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.
Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by sending an email to recruiting@forcepoint.com.
Forcepoint is a Federal Contractor. Certain positions with Forcepoint require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.
Applicants must have the right to work in the location to which you have applied.