The role The sales operations analyst serves as a strategic thought partner to sales leadership, driving data-driven decision making and operational excellence across the sales organization. This role combines analytical rigor with business acumen to optimize sales processes, improve forecasting accuracy, and deliver actionable insights that drive revenue growth. Responsibilities Governance Responsibility for ensuring governance processes identify opportunities that are appropriate for escalation into the APAC Deal Operations Centre and supporting that process. Support the Sales Operations Directors in reviewing contracts and agreements, providing feedback and input to ensure terms are aligned with Hitachi Vantara expectations and are commercially sound. Support various Sales initiatives, eg Tech refresh, System or process testing, Ensure we do business the right way as per policy stipulated and act as gate keeper and advice the teams from time to time Opportunity Management & Pipeline Hygiene Overall responsibility for reviewing major opportunities in the Regions pipeline, ensuring they have been appropriately qualified by the Sales team Review opportunities within responsible areas, identifying action items to be taken (eg 3rd Party product quotes, Expiring/Expired approvals, approved quotes, Close dates in the past, Follow-up actions not updated from Sales teams, etc) Identify risks in booking and delivery timelines, escalating for action with Sales/Operations leadership as relevant Manage bid documentation tracking to ensure bids are submitted on time, and can be traced effectively to the SFDC opportunities Pricing and Deal Structuring Review Deal Approval Management requests from the field and assess the appropriateness of requested pricing (TB for storage, margin levels for 3PP/server products). Review field intel provided in competitive bids, to develop an understanding of competitive price points. Highlight this intel to the DOC and Sales leadership to promote a "market-based" approach to pricing. Assist APAC Strategic Deals team with complex deal structuring support OPEX and consumption-style opportunities, in conjunction with the APAC Strategic Deal team. Business Planning & Analytics Support the INDIA Region in reviewing sales forecasts, identifying risk & opportunity items, highlighting these to senior leaders Promote and drive the adoption of standardized forecast tools, including corporate-managed dashboards and models, to ensure consistency in information and conversations are driven from single source of truth Drive Annual cadences that support all Business Planning cycles, including Account Planning, Account Segmentation, Territory Mapping, and Quota Deployment Support "Quarter-end Close" processes cross-functionally, driving actions across Sales, Supply Chain, Logistics, Revenue Performance team, Legal, Finance, ensuring all issues are raised and resolved to ensure revenue is maximized. Various reporting support in SFDC or Power BI to the management team as required Leadership skills Demonstrate leadership skills by raising and supporting the teams in the absence of regional sales ops leader to have business continuity Support new hires by showcasing sales processes and tools (SFDC, Revenue Grid, PowerBI "360" dashboards, FPX, Deal Approvals, Forecast methodology etc) What youll bring 5-7 years of sales operations or related experience Bachelors degree in business, Economics, Finance, or related field Advanced Excel skills, PowerPoint presentation, and experience with CRM systems Strong project management capabilities with proven track record of delivering results Experience in analytics and sales forecasting Demonstrated experience in managing QBR processes Competencies & Skills Technical Skills Expert-level analytical skills with ability to connect multiple data points to tell a story Strong financial modeling and scenario planning capabilities Proficiency in analyzing sales performance metrics and identifying trends Ability to build and validate complex analytical models Leadership & Communication Ability to influence without authority Excellence in written and verbal communication Strong executive presence and presentation skills Proven ability to build relationships across all levels of organization Personal Attributes Ethical and honest in all respects Understand the need for and embrace change Self-starter who demonstrates drive, initiative and proactive leadership. Ability to work under pressure with a positive spirit to remove barriers.Ability to work effectively in a team environment and in a collaborative manner Results-driven with strong attention to detail Balanced decision-making style that challenges assumptions while remaining collaborative Ability to work independently while knowing when to seek guidance
