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Job Summary
Fortified Health Security is healthcare's recognized leader in cybersecurity-protecting patient data and reducing risk throughout the Fortified ecosystem. We provide a wide variety of purpose-built services to help healthcare organizations evaluate their unique risk appetite, strengthen their cybersecurity posture, and improve operations along their security journey. We are seeking an experienced and strategic Manager, Sales Operations to oversee and optimize our sales processes, systems, and performance metrics. This individual will play a key role in enabling the sales team to achieve its targets by providing data-driven insights, improving operational efficiency, and ensuring seamless execution of sales activities. The ideal candidate will have a strong background in sales operations, project management, and data analysis, with the ability to collaborate cross-functionally to drive business objectives.

Essential Job Functions
The following duties are normal for this position. The omission of specific statements of duties does not exclude them from being expected of this position if the work is similar, related, or a logical assignment for this position. Other duties may be required.

Duties are specified as follows:

• Design, implement, and optimize sales processes and workflows to ensure efficiency and alignment with company goals.
• Develop and maintain key performance indicators (KPIs) and dashboards to track sales activities, pipeline health, incoming Sales Ops requests, and overall Revenue performance.
• Provide actionable insights through reporting and data analysis to support decision-making by leadership.
• Monitor and evaluate sales trends, identify issues, and proactively recommend solutions to enhance productivity across the Revenue organization.
• Support Fortified's Deal Desk in adhering to pricing, discounting, and contracting guidelines in collaboration with Finance and Operations.
• Assist with sales forecasting, helping to predict revenue trends and identifying areas of potential risk or opportunity.
• Support territory and quota planning, ensuring equitable distribution and alignment with company objectives.
• Work closely with Marketing, Business Development, Finance, Operations and Client Success teams to ensure alignment on sales goals, metrics, and strategies.
• Facilitate communication between departments to ensure smooth handoff of deals, and post-sale support.
• Assist in go-to-market initiatives, including new service-line launches, or service-line enhancements.
• Continuously assess and improve the sales operations strategy to drive productivity, efficiencies, and revenue growth.
• Evaluate and implement new tools and technologies, as needed, that may enhance the sales processes.
• Collaborate in evaluating go/no-go to determine participation in Requests for Proposals (RFPs)s and support on-time response compilation.
• Work closely with Revenue Systems & Data Manager, as well as IT to implement, and maintain sales-related systems and technologies.
• Partner with Revenue Systems & Data Manager, as well as IT, to troubleshoot and resolve issues with sales tools to ensure uninterrupted operations. Leadership of RevOps Coordinator:
• Manages Centralized Quoting/Contracting Process - including all budgetary and executable quotes as well as MSAs, NDAs, Amendments, and other contracts as needed.
• Collaborates with Channel Partners to ensure accuracy and consistency of channel contract process.
• Communicates and work effectively within a collaborative team environment to identify and resolve technical and process issues.
• Promote a positive cadence of accountability through timely and relevant communication to internal and external stakeholders.
• Assist in maintaining data integrity through data clean-up, imports, and staff adoption support of Salesforce.
• Support in creating the training and documentation for Salesforce and RevOps.
• Update information within Salesforce to ensure data accuracy.
• Create reports and dashboards for Quarterly Business Reviews, and as requested by internal stakeholders

Leadership of Technology Partnerships:

• Lead Fortified's Vendor Relations Coordinator, who is responsible for daily interactions with all partners as it pertains to partner deal registrations, scoping, quoting, coordinating, and leading bi-weekly pipeline calls, providing appropriate forecasting efforts to leadership, and fostering and nurturing existing partner relationships.
• Assist Operations, on an as needed basis, by evaluating technology partners that align with the organization's business objectives and strategic goals.
• Develop and nurture relationships with key technology partners, working collaboratively to create mutually beneficial partnerships and bi-directional lead generation.
• Serve as an escalation point of contact between the company and technology partners, maintaining open and transparent communication channels.
• Effectively communicate the company's needs and expectations to partners and convey partner perspectives internally.
• Collaborate with the Solutions Architect team, Ops Leadership, and Sales Leadership on future partner strategy, and any specific training required by partners.
• Responsible for understanding competitive analysis within our target market, competitor offerings and positioning, and providing competitive intelligence to Sales, Marketing, and Business Development.

Knowledge & Skills
Education & Experience

• Bachelor's Degree
• 4+ years of Sales Operations, Sales Management, or a related role
• An equivalent combination of education and experience may be considered

Special Skills & Knowledge

• Ability to lead, mentor, and motivate Sales Ops team members, driving high performance while fostering a collaborative working environment.
• Deep expertise in Salesforce as a platform and managing sales data effectively. Experience with integration and customizing Salesforce for better sales management.
• Expertise in analyzing and improving sales processes, from lead generation to deal closure.
• Embody a mindset focused on continuous improvement, with experience in identifying inefficiencies and implementing effective solutions.
• Proficient in tracking and interpreting key sales metrics, including pipeline health, sales velocity, win rates, churn rates, quota attainment, etc.,
• Strong analytical skills with the ability to derive insights from data and translate them into actionable strategies.
• Excellent communication and interpersonal skills, with the ability to build strong relationships across all levels of the organization.
• Strong project management skills and experience managing multiple initiatives simultaneously.
• Ability to work in a fast-paced, evolving environment with changing priorities.
• Proficiency in Salesforce, Clari, Microsoft Excel, PowerPoint, and other sales-related software tools.
• Strong ability to organize, prioritize, make decisions, and work independently.
• Strong organizational skills; superior attention to detail.
• Resourcefulness and the ability to take initiative

Working Conditions & Travel Requirements

• Manager, Sales Ops, in office 3 days/week in our Brentwood, TN location
• Expected Travel - 15%