Director Sales Support Operations Manager

Hitachi Data Systems Gruppe
Reston, VA
Mar 14, 2018
Mar 15, 2018
Executive, Director
Full Time
Hitachi Vantara 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 elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Come join our team and our employee-focused culture, and help drive our customers' data to meaningful customer outcomes. As a Director of Business Operations overseeing pricing, you'll develop a deep and nuanced understanding of how our products, services and solutions should be priced 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. Functions as the primary contact for the VP of Sales and sales team. 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. What You'll Do * 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 the Federal CRM tool (NetSuite) is updated with any changes made to Sales Force. 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 in 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 * Partner with Sales VP when necessary to articulate to the Sales Reps Potential Strategic sales strategies at an account and opportunity level Forecasting * 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 Other * Escalation point for the District to remove corporate impediments to deal velocity and provide guidance and assistance in issue resolution * Engage appropriate subject-matter experts (Technical, F&A, CS&S, GSS, Pre-Sales, and parent company) * 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* 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, analytics, finance, operations or quantitative role * Minimum 5 years' experience in Sales Operation function in a global high technology company * 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