Senior Manager, Sales Operations

Harris   •  

Rochester, NY

Industry: Business Services


11 - 15 years

Posted 395 days ago

Harris Corporation is a leadingtechnology innovator, solving customers’ toughest mission-critical challenges by providing solutions that connect, inform and protect. Harris supports government and commercial customers in more than 100 countries and has approximately $6 billion in annual revenue. The company is organized into three business segments: Communication Systems, Space and Intelligence Systems and Electronic Systems. Learn more at

Job Description:  

The Senior Manager Sales Operations oversees a team that provides segment-level and business area-level sales operations support. This includes orders pipeline management, analysis, and oversight; creation and maintenance of sales productivity tools; management of the orders outlook process to feed segment level orders forecasting; development and delivery of sales enablement, training and tools, territory mapping and resource analysis, sales recognition programs; and support for Sales Incentive Compensation (SIC) activities.

  • Translate long-term strategy into current-year path to plan with the business areas to ensure execution to Strategic Growth Plan (SGP) and Annual Operating Plan (AOP) goals
  • Provide segment-level review and insight of pipeline events and metrics
  • Own and manage segment-level Customer Relationship Management (CRM) system, requirements and performance working closely with headquarters and local IT teams
  • Support the segment level goal of developing a 360-degree view of the customer
  • Predict and influence the outcome of orders delivery in coordination with partners in Finance and the Business Units; improve the accuracy of Orders forecasting
  • Work with business areas to determine and support sales methodologies, identify best practices, and train front-end personnel on sales process(es)
  • Build and maintain streamlined sales tools that consolidate and amplify Communication Systems (CS) sales efforts
  • Drive continuous improvement of front-end capture through win/loss lessons learned processes and continuous sales improvement metrics
  • Oversight of CS participation in Harris Customer Excellence initiatives
  • Build productive partnerships with Harris Corporate Headquarters and sister segments to maximize effectiveness of Harris combined efforts and ensure accuracy of reporting
  • Collaborate with the Business Units (value centers) to understand their front-end needs; work to ensure their success
  • Identify, recruit, and foster talented individuals and effective teams in support of the continued success of Strategy and Business Development
  • Interface with other CS business functions to maximize utility of pipeline information


  • BS Degree with a minimum 10+ years of sales operations experience
  • 5+ years’ experience with CRM tools including analytics or similar sales tools
  • Experience with business intelligence functions in support of sales and salesforecasting
  • Experience with sales methodologies and sales training programs and/or sales incentive programs

Preferred Additional Skills: 

  • 5+ years of management experience
  • Strong business acumen, collaborative ability, and written communication skills
  • Ability to think abstractly and analytically to provide in-depth analysis and recommendations to internal customers, teammates and external constituencies