Sales Operations Manager

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. 
 

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

At F5, our mission is based on the fact that businesses depend on apps.

Our long-standing belief that applications are the most valuable assets of any organization in the digital age has been the foundation of our strategy to become the leader in multi-cloud application services. When you combine F5’s, expertise powering over half of the world’s applications across all types of environments, you have a company that knows how to deliver and secure more applications, and more value, than any company in the industry.

This means that we are able to deliver and protect applications—revenue generating, brand-anchoring applications—from the point at which they are created through to the point when consumers interact with them. In other words, from “code to customer.” This makes the combined forces of F5, absolutely essential to every digital organization in the world, including the world’s largest enterprises, service providers, financial and educational institutions, government entities, and consumer brands.

At F5 we actively build a culture that everyone can be themselves and reach their full potential.​ As a global business leader, we know diversity drives innovation, makes everything we build better for our customers, and fuels our success. We know the magic ingredient is our differences, when embraced with humility and respect. And because we know this, we believe that top talent is found in a diversity of individual backgrounds, experiences, and perspectives to help us all thrive. 

This position supports F5’s overall vision, mission, and strategic roadmap through the successful design, implementation, analysis, and administration of our world-wide Sales incentive plans.

Attractions of the Job:

Join F5’s growing Worldwide Sales Compensation team as a Sales Operations Manager in one of our UK offices and you’ll have a unique opportunity to be contribute to all aspects of our Sales Strategy and Compensation program from start to finish – setting quotas and delivering sales plans to administering payouts and reporting performance results for our $300M+ EMEA region with over 300 sales team members.

Primary Responsibilities: 

Responsibilities include Collaboration with the Worldwide Sales Compensation team on the creation and development of new compensation plans for all worldwide quota bearing positions, overlay roles, and sales support teams; administration of all sales compensation plans including calculation, statement preparation; system development/maintenance; policy and procedure development and implementation. Partner closely with Finance, HR, Legal, and Worldwide Sales Operations teams. This position will report directly to the Manager, WW Sales Performance Management.
The ideal candidate is a team player with a hands-on approach to resolving issues and meeting goals who also embraces making strategic decisions and advising Senior Sales Leaders within the organization. Attention to detail paired with mindfulness of the big picture is essential for success in this role. The preferred candidate has experience with Varicent or similar compensation application and is a team player with excellent written and verbal communication skills.
Responsibilities: I want to and can do that!

• Design, develop, implement, and manage F5 sales compensation models and incentive plans at all levels (front-line to Executive level) to meet strategic objectives of Senior Sales Leaders
• Develop policies and procedures to ensure best practices and compliance to legal requirements around sales compensation and other sales operations related areas
• Provide guidance and education to the Sales organization regarding sales incentive policies and procedures.
• Drive issue resolution process for responding to escalated issues and questions concerning sales plan, commission payments and policies, using discernment, and escalating to management as appropriate
• Ensure compensation plans maximize sales force productivity and efficiency
• Drive the quota setting process while partnering with Senior Sales Leaders to ensure feasibility of assignments
• Provide strategic advisory services to Senior Sales Leaders in developing a sales coverage model to distribute and focus sales resources on those accounts where the balance between sales effort and bookings is optimized
• Identify opportunities to create new sales territories, ultimately leading to investment in resources to drive profitable growth
• Ability to identify segments of the customer base, based upon bookings, product mix, industries served, or other criteria important to growing the business
• Manage the Varicent compensation system to ensure accurate and timely payments
• Work with Senior Sales Leaders and Worldwide Sales Operations to analyze key performance metrics to design and create recurring management reporting packages 
• Implement business workflow processes to maximize the team’s efficiency
• Generate recurring & ad hoc sales incentive reporting for executives and other internal customers as needed.
• Liaise with Finance and Sales Operations teams on budget planning and accruals
• Work closely with Legal and HR to ensure consistency and compliance with overall compensation objectives, Sarbanes Oxley policies, controls principles, and corporate policies
• Assist the Manager, WW Sales Compensation Management in building and delivering a world-class sales compensation program and drive special projects as needed

Knowledge, Skills and Abilities:

• A number of years in leading and delivering compensation solutions in a consulting or sales operations role, ideally in the Tech industry. 
• Knowledge of typical comp plan structures in enterprise software (quotas, accelerators, pay mix, and on-target earnings, etc). SaaS compensation experience a plus.
• Ability to analyze large and disparate amounts of data to get to draw out insights and drive actionable results.
• Excellent verbal and written communication skills
• Strong Microsoft Excel skills a must
• Ability to partner, collaborate, and influence across a wide spectrum of functions that are part of the incentive compensation management process, including C-level execs.
• Broad conceptual judgment, initiative, and ability to deal with complex commission issues, understand drivers, and communicate recommended courses of action.
• Ability to adapt to change, remain flexible and shift priorities in a fast-paced globally complex, customer focused environment.
• Working knowledge of Salesforce.com or similar CRM programs.
• Experience with the Varicent compensation system and SQL a plus.

Other Responsibilities:

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Performs other related duties as assigned.

Physical Demands and Work Environment:

• Duties are performed in a normal office environment while sitting at a desk or computer table. Duties require the ability to utilize a computer, communicate over the telephone, and read printed material.
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends).

F5 is an equal opportunity employer and welcomes diversity in the workplace.

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The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting [email protected].