Sales Operations Manager - Anz

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 leaders