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Lead Routing Operations Lead

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Location: Pune India
Job ID: 1020979HV
Date Posted: Oct 3, 2022
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Sales, Marketing & Product Management

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Meet our Team

We represent Hitachi Vantara to enterprise clients across industries, establishing business relationships to understand customer challenges so that we can deliver profitable business for Hitachi products, services and solutions. We collaborate as a team and cross-functionally to ensure the success of our customers; success that is celebrated and shared. Our solutions bring value to every line of business and we need people like you to build those deep relationships and to passionately articulate our value proposition.

What you'll be doing

The Lead Routing Ops Lead plays a key role in managing the team responsible for routing Marketing Qualified Leads (MQLs) across to the Sales. They work with a breadth of stakeholders including Field Marketing, Marketing Ops, Sales, and Sales Operations. The role acts as an interface between Marketing and Sales and handles the key role of making sure that the all the leads are accounted for and acted upon without delay.
Lead Routing Team Leadership
• Evaluating team resources and distributing daily tasks
• Facilitating the timely, accurate, and complete hand-off of Marketing Qualified Leads to Sales
• Providing needed lead routing process documentation, guidance & supervision
• Helping field marketers by creating ad-hoc reports in Salesforce
• Daily check-up with the team
• Attending weekly calls with Inside Sales Managers (AMER, EMEA, and APAC) to monitor the situation on the ground
• Track volume of handed-off leads, share details of recycled and rejected MQLs with campaign owners
• Ad-hoc projects to support Marketing group in their activities
Marketing Qualified Opportunity MQO creation
• Master lead conversion processes. Adhere to all assignment and opportunity rules and guidance.
• Work with sales colleagues to determine new/existing opportunity. Engage sales to promptly follow up on MQO.
• Answer all sales questions on origin, disposition, and response options.
• Add all pertinent sales colleagues to opportunity as specified.
MQO Escalation Support
• Provide escalation notification to specified chain of management for MQOs not actioned.
• Provide training on escalation process for sales as needed.
MQO Recycle Support
• Ensure that MQOs that are recycled are visible to marketing organization and that appropriate follow up is taken such as entry into a Nurture program, re-engagement by tele-qualification etc.
• Work with Sales to re-assign MQO's as needed.
MQO Reject Support
• Contact sales colleagues to perform rejection survey
• Aggregate rejection data to provide Marketing visibility into actionable insight Qualifications

What you bring to the team

• Bachelor's degree in marketing or equivalent work experience.
• 8+ years of experience in Marketing or Sales Ops, especially focusing on Lead Routing.
• Experience of Marketing Automation platforms is a definite plus
• Strategic and creative thinker who can deliver results consistently.
• Working understanding of agile methodologies and strong on process.
• Good experience in managing delivery of service across complex matrix & global environments
• Exceptional verbal and written communication skills, including an ability to communicate effectively at an executive level.
• Ability to collaborate and build consensus in a fast-paced, cross-functional team environment.
• Ability to work independently, establish priorities and demonstrate good judgment skills.
• Ability to manage multiple priorities and deadlines.

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.

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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