Sr. Manager - Sales Operations
Job Description
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:
Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.
Job Summary
SHI International is seeking an Sr. Manager to lead the end-to-end quota management function across our global sales organization. This role sits within the Finance – FP&A and Sales Operations function and is responsible for defining quota methodology, executing quota operations, and ensuring data accuracy and integrity at scale.The role partners closely with Sales leadership, Finance, HR, Compensation, and Data & Analytics teams to deliver fair, rigorous, and repeatable quota frameworks. The successful candidate will also lead and grow a team of analysts and produce executive-level reporting that informs CFO and senior leadership decision-making.
Role Description
Quota Methodology
Design and maintain quota-setting methodology across sales segments, tenure bands, and product lines
Partner with Sales leadership and Finance to develop fair, data-driven quota frameworks during annual and mid-year planning cycles
Benchmark internal quota methodology against external market practices and propose enhancements to the CFO and Sales Operations Director
Own documentation and governance of all quota methodology decisions, ensuring auditability and year-over-year consistency
Quota Operations and Distribution
Manage the end-to-end quota loading and distribution process across all sales segments, including reorganizations and mid-cycle adjustments
Ensure quota data is accurate, complete, and available in reporting systems within agreed service-level agreements (SLAs)
Maintain a clean, auditable quota data architecture in partnership with the Data & Analytics team
Proactively identify and resolve data integrity issues, escalating material exceptions before they impact sellers or leadership reporting
Manage quota transitions related to organizational changes, including seller transfers, new hires, terminations, and segment changes
Executive Reporting
Produce executive-grade quota attainment reporting for CFO and senior leadership, including clear narrative commentary on performance trends
Build and maintain reporting that supports segment-level, tenure-band, and seller-level quota analysis
Proactively flag attainment exceptions and concentration risks, supported by analysis and recommended actions
Partner with the Sales Operations Director on CFO materials and quarterly business review deliverables
Team Leadership
Lead, develop, and performance-manage a team of 3–4 analysts, with expected team growth as the function scales
Set clear priorities, delivery standards, and development plans for each team member
Foster a culture of analytical rigor, ownership, and continuous improvement
Ensure all critical processes are well documented and knowledge is transferable, avoiding single-person dependencies
Cross-Functional Collaboration
Act as the primary Finance contact for Sales leadership on quota-related questions, changes, and disputes
Partner with HR and Payroll on headcount changes that impact quota allocation
Work closely with the Compensation team to ensure alignment between quota and commission data
Collaborate with Data & Analytics teams on system architecture and quota data flows
Behaviors and Competencies
Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
Business Acumen: Can provide strategic guidance and insights to drive overall business success.
Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
Innovation: Can proactively lead organizational adaptability, inspire creativity, and foster a culture of continuous improvement.
Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.
Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.
Skill Level Requirements
Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Expert
Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert
Ability to identify and mitigate risks, aligning with the responsibility of safeguarding the organization’s operations and reputation. - Expert
Proficiency in building and maintaining relationships with internal and external stakeholders to drive strategic initiatives and organizational success. - Expert
Skilled in strategic planning and implementation. - Expert
Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development. - Expert
Other Requirements
Completed Bachelor's Degree or relevant work experience required
5-7 years of experience in Sales Operations, Revenue Operations, or a closely related FP&A function
3+ years of experience in a management position required
Demonstrated ownership of quota-setting or sales planning processes at scale
Experience producing executive-grade reports for senior Finance or Sales leadership
Proven experience managing and developing analytical teams
Consistent track record of delivering accurate outputs under tight deadlines
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 25%
Preferred
Experience in an IT value-added reseller, technology distribution, or similar high-volume sales environment
Familiarity with sales compensation and quota management platforms such as Anaplan, Xactly, Varicent, or equivalent tools
Experience supporting organizational restructures and complex data realignment initiatives
Exposure to business intelligence and data visualization tools such as Power BI or Tableau
The estimated annual pay range for this position is $105,000 - $135,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity – M/F/Disability/Protected Veteran Status