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Sr. Manager, Sales Operations

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Location: Reston, Virginia, United States
Job ID: 1016111HV
Date Posted: Feb 28, 2022
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): IT, Telecom & Internet

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Hitachi Vantara Federal

Hitachi Vantara Federal combines technology, intellectual property and industry knowledge to deliver data-managing solutions that help enterprises improve their customers' experiences, develop new revenue streams, and lower the costs of business. Hitachi Vantara Federal elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Join our team and our employee-focused culture and help drive our customers' data to meaningful customer outcomes.

The Role

As a Manager of Sales Operations overseeing pricing and order fulfillment, you'll develop a deep and nuanced understanding of how our products, services and solutions should be priced, ordered, delivered and how changes in price affect our business and retention across our marketplace. We are looking for an exceptional analytics leader who can blend strong technical analyses with financial, economic, and behavioral insights to guide our business towards sustainable growth. Success will be measured through increasingly efficient pricing processes, demand growth and operational excellence. Provides strategic pricing, planning - analysis, deal review - structuring, and forecast management enabling the VP of Sales to be focused on customers and the sales teams. Ensures alignment with Sales by translating the Sales strategy into an operating model. This individual will also be responsible for managing the overall process of product fulfillment to Hitachi Vantara Federal customers; this includes direct consumers, channel partners, and distributors.

Location: Reston, VA

• Set overall pricing strategy and structure given margin targets and business priorities
• Provide data-driven insights and strategic recommendations for all pricing, promotion, and growth-driving business opportunities
• Manage total pricing procedure, enhance processes to make the most of efficiencies and ensure timely response to market conditions
• Partner with senior executives - cross-functional teams to ensure pricing tactics balance growth with profitability and retention
• Forecast impact of pricing strategies on P-L and relationship between margin and growth
• Build robust, data-driven pricing models that guide decision-making and inspire action
• Ensure integrity and accurate costings as well as related financial information
• Collaborate with Sales and the Pre-Sales Engineering in developing quotes. Providing alternate pricing solutions based on RFQ requirements if HVF solution cannot be priced competitively
• Ensure all orders are accurately processed into Order Entry system and follow through from order booking stage to order closure
• Responsible for resolving issues related to order fulfillment
• Ensure the Federal CRM tool (NetSuite) is updated with any changes made to Salesforce. This includes new mandatory fields as well as new product codes or product types
• Work with IT to enhance the Federal CRM to tool to simplify processes due to two CRM tools
• Work with HV Operations to provide reports to senior HV management for rolling 4 quarter forecasting
• Work with channel organization to ensure partners get information for quoting in a timely fashion as well as a format so they can easily use to submit bids on behalf of HVF
• Work with Services teams to ensure we increase out attach rates for both maintenance as well as professional services
• Keep Sales and management up to date on product shortfalls which might require work orders for deals towards end of quarter to ensure HV will have product to fulfill HVF orders

Key Functions:

Strategic Planning - Analysis
• Provide relevant information - analysis for quota - annual plan setting with Sales VP / Finance
• Customer and deal level trending and analysis
• Support the Quarterly Business Review (QBR) process by coordinating reporting and analysis
• Analyze activity levels and pipeline participation to ensure appropriate focus on the strategic product/solution initiatives.
• Participate in account planning meetings
• Partner with Sales VP to implement company Sales strategy
• Lead weekly sales forecast calls with account executives; identify risks and upside to the forecast
• Analyze and create the Federal forecast and present to the management
• Collaborate with Sales to drive forecast accuracy within the Federal business
• Support month and quarter-end closing activities
• Analyze the health of the business through a rolling 12-month pipeline review to include review of product lines, solution sets, and Sales Reps
• Provide gap to goal plans to cover Annual Operating Plan shortfall and forecast risk

Quoting and Pricing
• Work with key stakeholders to structure deals by capturing customer requirements and creating a viable commercial structure, aligned to customer and company objectives
• Gather competitive intelligence and utilize in pricing recommendations
• Conduct pricing analyses, including around win/loss analysis, bundling, discounting methodologies, new verses upselling pricing, customer / partner pricing sensitivity

Manage the Order and Fulfillment Process
• Oversee the order tracking process and ensures orders are processed timely
• Coordinate all orders with various departments such as: Finance, IT, Planning, Engineering, Shipping and Logistics Team in resolving related issues to meet customer requested ship date / delivery date
• Track and manage product supply inventory to meet the needs of pending future orders
• Maintain sales order and work order files, ensuring file is complete and up to date

• Escalation point for the district to remove corporate impediments to deal velocity and provide guidance and assistance in issue resolution
• Work with technical experts and sale teams to determine acceptable product substitution options to pass onto logistics when need arises
• Work closely with IT to ensure NetSuite is in synch with Salesforce. Provide suggested updates to NetSuite to simplify sales process
• Champion and educate on effective use of sales tools
• Drive process changes and compliance with global Hitachi Vantara standards and policies
• Establish effective partnerships enterprise-wide to optimize results consistent with sales strategy

Ideal Candidate
• Self-starter attitude - someone who can initiate / drive projects to completion with minimal guidance
• Capable project manager, can juggle a set of diverse projects with a strong track record of delivering against aggressive timelines
• Balance between attention to detail and swift execution
• Self-motivated, team player, excellent communicator, attentive listener, and compelling explainer
• Get-it-done mindset - not afraid of long hours when needed, able to handle stress well, humble, and scrappy!

• BA/BS/Masters w/ exposure to Finance, Economics, Business, Statistics, Engineer or Computer Science
• 10+ years of experience working in pricing, engineering, analytics, finance, operations, or quantitative role
• Minimum 5 years' experience in Sales Operation or Pricing function with a high technology hardware / software company with familiarity with different acquisition models such as capital purchase and as-a-service
• Experience ensuring compliance with corporate policies and procedures
• Experience with NetSuite and Salesforce CRM
• Ability to problem solve, manage projects, analyze situations/data, and understanding of financial valuation
• Deep understanding of the government 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
• Experience in usage-based, or consumption-based pricing modeling
• Strong sense of urgency and ability to work in a fast-paced environment and sound business judgment

Key Attributes
• Logical thinker
• Problem solver
• Operates with integrity
• Sound judgement
• Ability to work independently
• Continuous learner
• Customer focused - internal and external
• Dynamic and committed
• Proactive and decisive
• Team player
• People developer and coach
• Influencer
• Positive attitude
• Business and change leader
• Growth Mindset
• Strong aptitude for managing P-L statements

As part of our overall strategy and commitment to maintaining a safe and healthy workplace, Hitachi Vantara Federal requires that all employees be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and other requirements under applicable federal, state, and local law. If you have any questions about this policy or require an exemption from this policy due to a medical reason, or because of a sincerely held religious belief, please contact Jennifer Shelton, Director Human Resources.

Our commitment to diversity, inclusion and equality.
Hitachi Vantara Federal is committed to building a strong, inclusive culture that embraces diversity in our business. We will foster a sense of belonging by:
• Recruiting, retaining, developing, and mentoring a diverse workforce at all levels of the organization.
• Listening and providing opportunities for feedback to create an environment that values employees' perspectives and unique experiences.
• Striving to hold ourselves accountable as an organization, as individuals, and as leaders to learn, grow and continue to evolve our DEI strategy.

We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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