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Sales Operations Specialist

Location: Remote
Job ID: 1014803HV
Date Posted: Dec 3, 2021
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): DI Sales Other
Remote: Yes

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*US Residency, East Coast or Central time zones only and working authorization required

Job Overview


Functions as the primary Sales Operations contact for a Sales Region within the U.S. Provides strategic planning, analysis, and forecast management enabling the Region Sales Manager to be focused on customers and their sales teams. Ensures alignment with Sales by translating the Sales strategy into an operating model. Manages the operations within the Region and acts as an escalation point for the Sales and supporting organizations.

Key Functions

Strategic Planning - Analysis


Region planning and analysis may include but is not limited to:
  • Partner with Sales Country Manager to localize and implement company Sales strategy
  • Leverage Sales data to provide guidance around market coverage and associated returns
  • Support Geo Strategic Ops Director in the Quarterly Business Review (QBR) process by coordinating reporting and analysis to provide complete and detailed input.
  • Analyze activity levels and pipeline participation to ensure appropriate focus on the strategic solution initiatives.
  • Participate in strategic account planning meetings
  • Provide relevant information and analysis for quota and annual plan setting with Region Manager/Sales Director, Geo Strategic Ops Director and Geo Finance
  • Analyze and manage Region financial performance against annual plan
  • Region/Account and deal level trending and analysis (e.g., deal size, growth of business segments (e.g., verticals), customer trends, etc.)

Forecasting


Act as the single point of contact and owns the forecasting process within the region by:
  • Lead weekly sales forecast calls with Region Sales Reps and identify risks and upside to the forecast
  • Analyze Region forecasts, create the Region forecast and present to the Geo Strategic Ops Director
  • Collaborate with Sales management and Sales Reps to drive forecast accuracy within the region
  • Support month and quarter-end closing activities
  • Analyze the health of the business through regular rolling 12-month pipeline review to include review of product lines and solution sets.
  • Provide gap to goal plans to cover AOP shortfall and forecast risk

Deal Velocity

  • Escalation point for the Sales Operations team to remove impediments to deal velocity
  • Engage appropriate subject-matter experts (Technical, F-A, CS-S, GSS, Commercial, Configuration, Pricing)
  • Review strategic deals with the Region and/or GEO leadership, as required
  • Provide guidance, assist in issue resolution as an escalation contact throughout the sales cycle

Quoting, Approval Workflow

  • Approve opportunities in accordance with local guidelines approvals matrix and on behalf of delegates as authorized

Logistics

  • Provide prioritization input to the Geo Operations Leader on supply allocations for the Region
  • Work with technical experts to determine acceptable product substitution options
  • Proactively communicate product availability to optimize customer satisfaction
  • Work with Sales to ensure customer timelines are met

Other

  • Champion and educate on effective use of sales tools
  • Drive process changes and compliance with global HDS standards and policies
  • Review the Loan balance across the region to ensure effective of company assets
  • Establish effective partnerships enterprise-wide to optimize results consistent with sales strategy

Required Skills - Experience

  • Minimum 5 years' experience in Sales Operation function, preferably 3+ years' experience in leading the Sales Operations function in a global high technology company
  • MBA or graduate business degree preferred
  • Experience ensuring compliance with corporate policies and procedures
  • Experience with Salesforce CRM
  • Experience in leading and motivating a high-performance team to align with new or different sales initiatives
  • Deep understanding of:
  • The sales cycle
  • Customer purchase drivers
  • Financial analytical and decision-making skills and fully conversant with financial modelling, business indicators, financing solutions and financial trends
  • Exceptional communication skills including ability to communicate new concepts when interfacing with business and sale leaders, while maintaining their respect and confidence.
  • Demonstrates a structured, planned and proactive approach and effectively manages many priorities across the organization and adjusts as priorities change
  • Ability to work effectively across departments
  • A strong sense of urgency and ability to work in a fast-paced environment and sound business judgment

Key Attributes

  • People developer and coach
  • Continuous learner
  • Proactive and decisive
  • Dynamic and committed
  • High level of integrity and ethics
  • Problem solver
  • Logical thinker
  • Influencer
  • Business and change leader
  • Customer focused - internal and external

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, color, 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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