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Sales Operations Manager - ANZ

Location: Sydney Australia
Job ID: 1020319HV
Date Posted: Jul 21, 2022
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Data Analytics/Business Intelligence

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Our Company

Hitachi Vantara is part of the Global Hitachi family. We balance innovation with an open, friendly culture and the backing of a long-established parent company, known for its ethical reputation. We guide customers from what's now to what's next by unlocking the value of their data and applications to solve their digital challenges, achieving outcomes that benefit both business and society.

Our people are our biggest asset, they drive our innovation advantage and we strive to offer a flexible and collaborative workplace where they can thrive. Diversity of thought is welcomed and our employee base is represented by several active Employee Resource Group communities. We offer industry leading benefits packages (flexible working, generous pension and private healthcare) and promote a creative and inclusive culture. If driving real change gives you a sense of pride and you are passionate about powering social good, we'd love to hear from you.

Sales Operations Manager - Australia/New Zealand

Meet our Team
We partner with Hitachi Vantara's Sales team and leadership to translate the company's sales strategy into an effective operating model. Our Sales teams represent Hitachi Vantara to major clients across many industries and markets, and our team supports all of the planning, operational management, and execution functions that drive successful and high performing sales people. Our data-driven culture and insatiable curiosity drive actionable insights that bring value to the organisation, and we need highly capable and experienced professionals to passionately partner with our stakeholders.

What you'll be doing
Go-To-Market Execution
• Ensure account segmentation is reviewed on a regular basis, providing recommendations to the Sales RVP.
• Monitor GTM cadences across each segment, ensuring roadblocks and challenges are addressed
• Support and provide advice to sales leadership, in areas of opportunity or concern

Reporting, Business Planning and Analysis
Regional planning and analysis may include but is not limited to:
• Participate in AOP setting in cooperation with VP and Regional BP&A
• Country/District and deal level trending and analysis (e.g., deal size, growth of business segments, customer trends, etc.)
• Provide relevant information and analysis to the RVP for quota setting, plan for, and support the quota deployment for each following year.
Support the Quarterly Business Review (QBR) process by:
• Prepare and present reporting and analysis for the RVP, including insights and recommendations derived from data trends and projections, across the Hitachi Vantara business, products, customers, market, and competitors.
• Ensure complete and detailed input is received from all disciplines (Sales, Services, Commercial and Marketing) in Country/District

Forecast and Pipeline Management
Act as the single point of contact and manage the forecasting process within Country/District to:
• Oversee the Country/District forecast for minimum 6-month horizon at all times.
• Co-host weekly sales forecast calls, and identify risks and upside to the forecast.
• Prepare, analyse, and present the weekly forecast to the RVP, including commentary and week-to-week analysis, followed by on-time submission to APAC.
• Drive forecast accuracy at an opportunity level, within Country/District, through rigorous pipeline reviews

Deal Support
• Act as an escalation point for Country/District Managers by removing roadblocks and obtaining approvals, providing additional clarification where required.
• Provide pricing and deal approval as the RVP's delegate.
• Review strategic business cases with the VP Sales Operations on behalf of the RVP.
• Critically review contracts and agreements, providing advice and input relating to areas of commercial and operational risk or opportunity.
• Be involved in, and proactively contribute to, customer negotiation teams as and when required.
• Challenge Sales teams' approaches to sales strategies where unexplored alternatives or opportunities may exist.

Configuration and Pricing
• Act as escalation point for Operations Analysts in facilitating Deal Operations Centre configuration and pricing requests.
• Critically review and interrogate business cases for complex and/or competitive deals, and facilitate special approvals where required.
• Work with Sales Management to price deals to deliver gross margin in line with regional AOP and tracking return on investment to ensure overall account profitability.

Supply Planning
• Provide leadership and direction to the APAC Order Management team to ensure a program of Work Orders and pre-orders is in place each quarter, to maximise in-quarter revenues through minimizing any impact of supply constraints.
• Build relationships with key leaders in the regional Distribution Centre to enable efficient collaboration on supply prioritization.
• In collaboration with VP Sales Operations, prioritize and approve supply allocations for the region.

Personnel and Team Management
• Providing effective coaching and feedback to direct (and indirect) reports to achieve and exceed their objectives.
• Maintain and develop a high performing Sales Operations team including the coordination of recruitment, career and development opportunities, performance reviews and assessment, recognition and reward.
• Ensure corporate policies and leadership best practices are followed with respect to team leadership.

Other
• Be an active member of the Austraia/NZ Leadership Team.
• Manage relationships with the Deal Operations Centre for Country/District by ensuring they are fully aligned to the Country/District's priorities.
• Champion and promote adoption of sales tools and assets.
• Communicate and implement sales process and toolset changes in accordance with global Sales and Sales Operations programs.
• Establish effective partnerships with peers across the business.
• Support Finance in quarter-end closing, with deal-specific information.
• Manage and own the ISO-9001 standards within Australia, including certification and audit cycles.

What you bring to the team
• Minimum 8 years' experience in the Sales Operation function, preferably 5+ years' experience in leading a Sales Operations team in a global technology company.
• Business, accounting, or similar degree required.
• Proven ability to translate high level company and sales goals and objectives into a strategic Sales Operations operating model.
• Experience and understanding of sales methodology and best practices of a high performing field sales organization, including deploying new sales models/capabilities to a field sales team.
• Experience with Salesforce required.
• Advanced MS Office skills (esp Excel and PowerPoint).
• Experience in face-to-face customer (and partner) interactions.
• Financial, analytical and decision making skills.
• Exceptional communication skills.
• A strong sense of urgency and ability to work in a fast-paced environment.

Our Company (Do not alter wording)
Hitachi Vantara is part of the Global Hitachi family. We balance innovation with an open, friendly culture and the backing of a long-established parent company, known for its ethical reputation. We guide customers from what's now to what's next by unlocking the value of their data and applications to solve their digital challenges, achieving outcomes that benefit both business and society.

Our people are our biggest asset, they drive our innovation advantage and we strive to offer a flexible and collaborative workplace where they can thrive. Diversity of thought is welcomed and our employee base is represented by several active Employee Resource Group communities. We offer industry leading benefits packages (flexible working, generous pension and private healthcare) and promote a creative and inclusive culture. If driving real change gives you a sense of pride and you are passionate about powering social good, we'd love to hear from you.

Our Values (Do not alter wording)
Research tells us that some applicants, especially those from underrepresented groups, can be put off from applying for roles if they need flexibility or feel they don't meet all of the set criteria. We strive to create an inclusive environment for all and are open to considering home working, compressed/flexible hours and part-time arrangements. Get in touch with us to explore how we might be able to accommodate your specific needs.
We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. With Japanese roots going back over 100 years, our culture is founded on the values of our parent company expressed as the Hitachi Spirit:
Wa - Harmony, Trust, Respect
Makoto - Sincerity, Fairness, Honesty, Integrity
Kaitakusha-Seishin - Pioneering Spirit, Challenge

Our Values

We strive to create an inclusive environment for all and are open to considering home working, compressed/flexible hours and flexible arrangements. Get in touch with us to explore how we might be able to accommodate your specific needs.

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. With Japanese roots going back over 100 years, our culture is founded on the values of our parent company expressed as the Hitachi Spirit:

Wa - Harmony, Trust, Respect

Makoto - Sincerity, Fairness, Honesty, Integrity

Kaitakusha-Seishin - Pioneering Spirit, Challenge
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