Calnex Solutions is a growing and successful global technology company based in Scotland with additional offices in Belfast and Stevenage. We design, produce and market test instrumentation and solutions for network synchronization and network emulation, enabling our customers to validate the performance of the critical infrastructure associated with the telecoms networks.
We have a supportive and collaborative culture working closely with colleagues across the UK and around the world, including Italy, Finland, the Americas, Canada, India, China, Japan and Taiwan.
To further strengthen our partner ecosystem, we are creating a new leadership role to ensure our global sales team and partners receive world-class operational support from Calnex Solutions.
This role can be based at our HQ in Linlithgow, Scotland, or at one of our UK offices in Stevenage or Belfast for candidates within commuting distance. We're also open to applicants based elsewhere in the UK who can work remotely and travel to the office when required.
Role Overview
Reporting to the VP of Sales, the Sales Operations Manager/Director will establish and lead a new global sales and partner operations function at Calnex. This team will be responsible for providing the systems, processes and procedures required to achieve operational excellence across Calnex's commercial team and network of sales partners worldwide.
The Sales Operations Manager/Director is responsible for the management and evolution of Calnex's sales operations and global partner programs, supporting the VP of Sales to create scalable systems and processes for onboarding, contracting, enablement, communication, support, management, and reporting across our partner network in support of the regional field sales teams and Calnex business.
The role requires a balance of strategic vision and hands-on execution, building a high-performing support function, aligning internal resources, and ensuring our sales teams and partners are successful with the tools, knowledge, and support needed to deliver growth efficiently and effectively.
Sales Capabilities and Partner Enablement
- Defining, building, scaling the tools, processes, programs, and capabilities that enable our global sales organisation and global sales partners to operate with excellence.
- Segmentation, classification and organisation of Calnex's global partner base, developing partner programs that can be accessed via the Calnex PRM System (under development).
- Management of demo and loan pools, deal registration processes, sales sharepoint site, and all direct sales and customer service procedures.
- Support product launches, ensuring partners can access relevant content, effective notifications, and training on new product/feature releases, marketing campaigns and sales initiatives via PRM.
- New partner onboarding and enablement, creating the programs for new and existing partners to be successful with Calnex products and services.
- Recruit and lead a small team, focussed on empowering Calnex sellers and partners through streamlined workflows, data-driven processes, effective tools, and emerging technologies.
- Work cross-functionally with Sales, Marketing, Product, Finance, and Operations leaders to understand business needs and translate them into scalable, repeatable capabilities that drive productivity, consistency, and revenue growth outcomes.
Strategy and Leadership
- This is a strategic, high-impact leadership role reporting to the VP of Sales with visibility across the commercial organisation and partner network.
- Develop the long-term vision and roadmap for sales capabilities in alignment with Calnex's partner-centric strategy.
- Lead and mentor a high-performing team across process design, capability development, tool enablement, partner programs and services, and change management.
- Serve as strategic partner for VP of Sales and commercial leaders on capability needs, pain points, and operational priorities.
- Champions customer and partner satisfaction and quality of service across all parts of the organisation.
Sales Capabilities and Tooling
- Lead the prioritisation, development, and adoption of new and existing sales tools including the Calnex PRM system, Netsuite CRM system, and Act-on Lead Generation tool.
- Lead the finalisation and implementation of the Calnex/Mindmatrix PRM system.
- Evaluate the options and industry solutions, benchmark them against internal capabilities, and develop robust business cases and recommendations.
- Lead contracting and renewals processes, embedding robust systems for engaging and reviewing contractual terms and agreements.
- Collaborate with cross-functional teams to identify capability gaps and deliver solutions that support global teams at scale.
- Champion AI-driven capabilities and ensure they are integrated effectively into sales workflows.
Change Management and Adoption
- Drive organisational readiness and enablement for new tools, processes, programs, and ways of working.
- Develop communication and rollout plans to ensure high adoption across geographies and sales partner channels.
- Measure adoption, effectiveness, and ROI of capabilities and programs, and make data-driven improvements.
- Ensure sales processes remain compliant with the IMS and ISO9001 and ISO45001 requirements, and that audit issues and improvement suggestions are evaluated and actioned within a timely manner.
Skills and Experience
- 10+ years of experience in Sales Operations, Commercial Operations, Revenue Operations, or related operations lead functions.
- 5+ years in a leadership role recruiting and managing teams across process, programs, tooling, or capability development.
- Proven track record designing and scaling sales processes, managing commercial compliance and partner enablement programs in a global organisation where partnerships with resellers are central.
- Deep expertise in Sales technology (CRM, PRM, automation tools, enablement platforms, Reports and Dashboards).
- Experience implementing or integrating AI-powered capabilities or automation initiatives.
- Strong stakeholder management skills with the ability to influence senior leaders.
- Exceptional communication, strategic thinking, and project leadership abilities.
- Comfortable operating in a complex sales environment, navigating ambiguity, and building structure in evolving business environments.
Preferred
- Proven results in a similar technology company, or matrixed organisation.
- Expertise building capabilities for both internal sales teams and partner reseller networks.
- Experience working with commercial contract review processes.
- Background in change management, continuous improvement, or process excellence projects and frameworks.
Calnex is an inclusive, supportive, and growing company with a strong focus on employee engagement and wellbeing. We strive to provide a working environment that develops and challenges our employees.
We reward success and offer competitive salaries. Our comprehensive benefits package includes a contributory pension plan, flexible holidays, life assurance, critical illness cover, private healthcare, performance bonus and an opportunity to join the Calnex Employee Share Incentive Plan.
Calnex operates a hybrid working model that supports effective collaboration and a healthy work-life balance. This typically involves two days a week in the office (Tuesday and Thursday), with the option to work from home on other days, depending on the requirements of the role and the business.
Please take a look at our website to find out more about what we do and what it's like to be an employee at Calnex!
In consideration of the General Data Protection Regulation (GDPR), please be aware that by applying for a role in Calnex Solutions directly or via an intermediary you are giving permission for us to retain certain personal information for a period of up to two years. That information includes your CV, cover letter or any other correspondence relating to your application and any notes we may take at interview.