Role Summary
Black Box is seeking a highly analytical and execution-focused Senior Manager, Sales Operations – Data Center to support and optimize the sales organization across the Data Center business. This role will be responsible for driving forecasting accuracy, Salesforce discipline, pipeline management, sales-stage governance, revenue visibility, and operational reporting.
The ideal candidate will have hands-on experience supporting Data Center, infrastructure, colocation, hyperscale, low voltage, structured cabling. This person will serve as a key partner to sales leadership, helping translate pipeline activity into accurate forecasts, actionable insights, and predictable revenue outcomes.
Key Responsibilities
- Own and manage sales operations processes for the Data Center business, including pipeline reviews, forecast submissions, sales-stage accuracy, and opportunity hygiene.
- Partner closely with sales leadership to improve forecasting accuracy quarter on quarter basis, including commits, upside, risk, and funnel health.
- Manage and analyze Salesforce data to ensure accurate reporting, clean opportunity tracking, and concise executive-ready dashboards.
- Track and report on pipeline movement, bookings, revenue, sales productivity, and conversion rates across defined sales stages.
- Help standardize and train the sales team on proper usage of sales stages to improve forecast reliability.
- Slice and dice pipeline and revenue data to identify risks, gaps, trends, and areas for sales execution improvement.
- Support weekly, monthly, and quarterly business reviews with clear reports, insights, and recommendations.
- Serve as a trusted operational partner to senior sales leadership by providing timely visibility into book of revenue, active opportunities, and forecast movement.
- Collaborate with Revenue Operations, Finance, Sales, and Delivery teams to ensure alignment between forecast, bookings, revenue recognition, and operational capacity.
- Identify process gaps and implement improvements to increase sales efficiency and forecast predictability.
Required Qualifications
- 8–12+ years of experience in Sales Operations, Revenue Operations, Business Operations, or Sales Strategy.
- Strong experience supporting Data Center, colocation, hyperscale, infrastructure, technology services, low voltage, cabling, networking, or related sales teams.
- Advanced Salesforce experience, including dashboards, reports, opportunity management, forecasting, and pipeline analysis.
- Strong understanding of sales forecasting, commits, upside, pipeline stages, sales cycles, bookings, and revenue tracking.
- Ability to analyze complex data and translate it into clear business insights for sales leadership.
- Experience supporting quota-carrying sales teams and improving CRM discipline.
- Experience required with salesforce or related CRM tool.
- Strong communication skills with the ability to work cross-functionally with Sales, Finance, Operations, and Executive Leadership.
- Bachelor’s degree required; MBA or MS preferred.
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