VP GTM Operations

Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction with over 4,000 organizations, including over 80 percent of the Fortune 100 and hundreds of governments and educational organizations worldwide.

Gigamon delivers visibility and analytics on all data-in-motion across the hybrid cloud network to solve critical security, performance, and budget requirements – freeing you to accelerate digital innovation. Gigamon protects the largest, most complex, and most secure networks on the planet. Our products are broadly deployed across the Global 5,000 enterprises, playing a critical role in securing complex hybrid multi-cloud environments.

As the Vice President of GTM Operations, you will play a critical role in leading and scaling an organization that supports Gigamon’s global go-to-market (GTM) organization. Reporting to the SVP, Operations, you will be responsible for order management, deal desk & deal support, sales compensation design, quota setting, sales forecasting, performance management analytics, quarterly/annual budgeting, and sales programs/sponsorships. You will work closely with Sales VPs, finance & operations leaders, and their respective teams to help them achieve the company’s revenue and profit goals. You will also run and support Marketing Operations and work closely with the CMO.

This is a hybrid position based at Gigamon’s headquarters in Santa Clara, CA.

What You Will Do

• Manage a Team: Oversee individuals within Sales Operations, Service Operations, and Marketing Operations (including order management, deal desk & deal support, and sales compensation).
• Sales Forecasting: Design, implement, and manage processes that accurately predict future revenue performance.
• Integration: Ensure forecasting efforts are integrated with other planning processes within the company.
• Optimization & Automation: Partner with senior sales leadership to simplify the sales process through optimization and automation.
• Process Improvement: Facilitate successful implementation and adoption of new processes within the sales organization. Foster an organization of continuous process improvement.
• Incentive Programs: Work with HR, Finance, and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
• Quota Assignment: Assign sales quotas and other sales objectives to ensure the company’s financial goals are allocated to all sales channels and resources.
• Deal Desk Support: Own global deal desk support for large or custom deals, providing support in pricing, deal analysis, deal structuring, negotiation, closure, and fulfillment.
• Training Plans: Work closely with sales leadership and HR to establish a sales force training plan focused on developing and reinforcing critical sales competencies.
• Partner Assistance: Assist Partners and Distributors in overcoming business challenges to ensure ease of doing business while ensuring deal closure and revenue recognition.
• Collaboration: Partner closely with finance and product teams to drive operational efficiency and achieve business objectives.

What You Have Done

• Experience: Significant experience in Sales Operations management, supporting global sales teams and channel partners in the technology space.
• Scaling Operations: Proven experience scaling Sales Operations in high-growth organizations.
• Process Design & Automation: Demonstrated expertise and success in the analysis, design, and automation of business processes.
• Leadership: Strong leader and change agent, able to influence all levels in all disciplines within organizations.
• Field Sales: Previous field sales experience strongly desired.
• Finance Background: Background in Finance or Data Analytics is a plus.
• Communication: Strong written and oral communication skills.
• Travel: Ability to travel 10% of the time.
• Technical Proficiency: Strong skills in Excel, BI tools, business analytics, and Salesforce (SFDC).
• Problem-Solving: Proven ability to dive into details, address issues at a granular level, and apply a scrappy, hands-on approach to problem-solving.

Who You Are

• Detail-Oriented: Detailed and technically savvy with strong Excel skills.
• Analytical: Strong analytical skills with hands-on experience in BI tools and business analytics.
• Decisive: Definitive decision-making skills and the ability to strategically pivot when needed.
• Collaborative: Capable of working in a hybrid position based at HQ, focusing 70% on sales-related tasks, spending significant time with sales leadership.
• Proactive: Passionate about sales operations and thrive in a collaborative setting.
• Committed to Excellence: Dedicated to maintaining high standards and driving operational efficiency.
• Scrappy: Not afraid to get into the details and handle challenges head-on with a practical, resourceful approach.
• Problem-Solver:Ability to simplify complex problems to enable quick and definitive Executive decision-making.

This role offers you a unique opportunity to influence and drive operational excellence in a dynamic and fast-paced environment. If you are passionate about sales operations and thrive in a collaborative setting, we would love to hear from you.

The base salary compensation range targeted for this role based out of Gigamon’s Santa Clara, CA, Headquarters office is $206,000 – $268,000, with an opportunity to earn an annual bonus or commission (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.

We are committed to a diverse, equitable, and inclusive Gigamon. As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.

Gigamon fosters a business culture dedicated to equitable hiring. If your experience and skills closely match our job description but may not necessarily fulfill all requirements, please still apply. Gigamon is on a continued mission to grow and scale an innovative organization. We believe this is best achieved by hiring, celebrating, and respecting people with diverse backgrounds, skills, perspectives, and experiences.

The privacy rights of all individuals including job applicants and candidates are very important to us. Our Gigamon Applicant Privacy Policy, will inform you about how Gigamon Inc. and its direct and indirect subsidiaries collect, use, store, or otherwise process personal information about job applicants and candidates, including through your access and/or use of our careers website and third-party job websites (e.g. LinkedIn, Indeed, Glassdoor, Naukri, etc.).

Tagged as: Marketing Operations, Sales Operations