Analyst, Territory Operations

As a global leader in cybersecurity, CrowdStrike protects the people, processes and technologies that drive modern organizations. Since 2011, our mission hasn't changed — we're here to stop breaches, and we've redefined modern security with the world's most advanced AI-native platform. Our customers span all industries, and they count on CrowdStrike to keep their businesses running, their communities safe and their lives moving forward. We're also a mission-driven company. We cultivate a culture that gives every CrowdStriker both the flexibility and autonomy to own their careers. We're always looking to add talented CrowdStrikers to the team who have limitless passion, a relentless focus on innovation and a fanatical commitment to our customers, our community and each other. Ready to join a mission that matters? The future of cybersecurity starts with you.

About the Role:

The Territory Operations Analyst role resides within the Sales Transformation organization within Global Revenue Operations and will report directly into Sr Director, Global Territory Operations. This role will work closely with the business Sales Ops teams across each theatre and Shared Data Services team to support ETM based territory carving and deployment as a part of Global program around CrowdStrike Fiscal year and In-Fiscal sales Territory Planning & Deployment. This role will address operational issues impacting Territory Operations, have a clear understanding of CrowdStrike Sales processes, policies and champion recommendations to improve and scale Territory Operations operating model during Annual Operating Plan (AOP).

Location: Pune (Hybrid)

Shift time: 7 PM - 4 AM IST

What You'll Do:

• Identify ETM & AOP process inefficiencies, implement solutions, and track progress around fiscal year organization changes, with the goal of implementing  process improvements to enhance Sales Cloud use for sales and strategy teams

• Understand end to end business processes, flow of data within and between processes, and recommend process improvements for better territory and forecasting process

• Prepare and perform data analysis in  production and sandbox environments, manipulating large sets of data to support ETM Planning and Active Model, as well as support revenue operations during AOP

• Work closely with Revenue Operations leadership to define/understand company's Go-to-Market strategy and analyze downstream impact to existing operational processes

• Work with CrowdStrike's Data & Analytics Organization to support the creation of reports, dashboards and KPIs summaries in our BI solution to track and monitor data accuracy and enable us to make informed business decisions including insights that support CrowdStrike's Capacity model

• Steward territory fields within Salesforce across all core objects, including Accounts and Opportunities, and ensure outdated fields are removed with minimal business impact and proper change considered. This includes partnering with the Data Strategy Organization within IT.

• Work closely with our Global Sales Operations Shared Services support teams to provide best in class support for Sales and Sales Operations Business Partners

  • Build Territory Hierarchy in Enterprise Territory Management (included with Sales Cloud): A database tool that stores your Territory Hierarchy information and manages the relationship between Accounts, Territories, and Users.

  • Leverage Salesforce Salesforce Maps Territory Planning (add-on Salesforce Product): A map-based visualization tool that you will use to plan/cut your sales territories and can assign by Quota or TAM

  • Co-develop ETM rules w/ Sales Ops Business Partners & Shared Services

  • Co-ordinate with Shared Services Data Quality team to bridge data gaps to support ETM rules

  • Help design emerging tech structure for specialist sales roles aligned to Core Sales Reps

  • Oversight of SFDC admin team with design, testing and implementation

  • Oversight of ETM rule based account & opportunity assignment automation

  • M&A coordination to ensure seamless integration of Core or Specialist Sales Territories

What You'll Need:

• Bachelor's Degree required (Business/Operations)

• SFDC Admin (ADM201) Certification

• 2-4 years of business / process / Sales operations support experience

• 4-6 years of overall relevant industry experience

• Fluent  user, strong understanding of custom objects (and customizing Sales Cloud), standard objects (user object, collaborative forecasting)

• Experience with data loading tool like Salesforce Inspector, ETM and Salesforce Maps territory carving and balancing activities

• Experience managing, configuring, and creating role hierarchy and forecast hierarchy in 

• Strong knowledge of Collaborative Forecasting and how to enable forecast managers and maintain accurate sales pipeline and forecast reporting

• Experience with sharing rule settings and Security Setup in  related to role hierarchies

• Clear understanding of Lead to Opportunity business processes with an emphasis on Territory and Role/Forecast Hierarchy

• Exceptional analytical, conceptual, and problem-solving abilities

• Ability to question the status quo and think outside the box

#LI-VJ1

Benefits of Working at CrowdStrike:

• Remote-friendly and flexible work culture

• Market leader in compensation and equity awards

• Comprehensive physical and mental wellness programs

• Competitive vacation and holidays for recharge

• Paid parental and adoption leaves

• Professional development opportunities for all employees regardless of level or role

• Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections

• Vibrant office culture with world class amenities

• Great Place to Work Certified across the globe

CrowdStrike is proud to be an equal opportunity employer. We are committed to fostering a culture of belonging where everyone is valued for who they are and empowered to succeed. We support veterans and individuals with disabilities through our affirmative action program.

CrowdStrike is committed to providing equal employment opportunity for all employees and applicants for employment. The Company does not discriminate in employment opportunities or practices on the basis of race, color, creed, ethnicity, religion, sex (including pregnancy or pregnancy-related medical conditions), sexual orientation, gender identity, marital or family status, veteran status, age, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, medical condition, genetic information, membership or activity in a local human rights commission, status with regard to public assistance, or any other characteristic protected by law. We base all employment decisions--including recruitment, selection, training, compensation, benefits, discipline, promotions, transfers, lay-offs, return from lay-off, terminations and social/recreational programs--on valid job requirements.

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