Function
Sales OperationsWe’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.
If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth. We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
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
The Senior Sales Operations Analyst is primarily responsible for commercial oversight of business activity at Hitachi Vantara. The Senior Sales Operations Analyst will work as part of the ANZ Sales Operations team, and provide analysis and management of sales pipelines, opportunity qualification, deal governance, and advice in commercial modelling and pricing.
This role will work closely with the sales and ANZ management teams and will also have the potential for some customer facing requirements. It is expected that the Senior Sales Operations Analyst will work as a valued part of the wider sales team, to provide commercial insights, review and qualify opportunities and bid strategies, while also engaging with management and other functions to ensure all aspects of major opportunities have been considered. As a result of this work, the role is a key contributor to qualifying and managing the region’s opportunity pipeline.
The role is dynamic and the ability to work with ambiguous and fluid situations and information, with limited guidance, is key.
The Senior Sales Operations Analyst is expected to work closely with District Sales Directors, ANZ Region management team, and the APAC Commercial team, to ensure that in-country governance processes flow efficiently and effectively between the various stakeholders.
Responsibilities
Governance
Overall responsibility for designing and implementing a governance framework for opportunities in the Region, and executing processes against that framework.
· 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 the Region with the development of programs, and assist in deployment of global initiatives, as and when required.
Opportunity Management
· Overall responsibility for reviewing major opportunities in the Region’s pipeline, ensuring they have been appropriately qualified by the Sales team
· Support OPEX and consumption-style opportunities, in conjunction with the APAC Strategic Deal team, ensuring that all teams are working collaboratively to share all relevant information, providing support for the sales function to extract the most value out of opportunities as possible.
· Provide deal approval recommendations to Sales Operations leadership, ensuring that opportunities are reviewed holistically in line with a business case, and all supporting information is complete for senior Sales and Sales Operations leadership to execute approvals.
· Assist Sales in the response and preparation of customer proposals, including Hitachi responses to bids
Pricing and Deal Structuring
· Understand the commercial and operational implications of contractual obligations in customer contracts
· Provide input into contract negotiations, and provide feedback and support when required
· Identify pricing strategies for complex sales proposals
· Maintain standard price scenarios for select customers, including developing rate cards and pricing bands to drive consistency and predictability in customer pricing
· Assist APAC Strategic Deals team with complex deal structuring, especially for non-Capex proposals.
Business Planning & Analysis
Qualifications & Profile
Competencies
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We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.
Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.
We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.
We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process,
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