Regulatory & GeM Operations Lead - Sales Operations

Function

Our Company

We’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.

Job description

Job Description: Regulatory & GeM Operations Lead (India)

The Role

This role will serve as the central owner for regulatory and Government e-Marketplace (GeM) operations for Hitachi Vantara India. The position is responsible for driving compliance excellence, enabling timely execution of government and telecom opportunities, and improving bid success through structured governance, automation, and cross-functional coordination.

Key Responsibilities

  1.  Regulatory Compliance ( Trusted Telecom & GEM Vendor assessment)

• Own operational compliance related to Trusted Telecom directives and other applicable government regulations.
• Act as the single point of contact for regulatory interpretation and advisory to internal stakeholders.
• Coordinate with OEM corporate teams, legal, compliance, and engineering teams for certifications, approvals, and documentation.
• Maintain governance and repository of all compliance documents, declarations, and approvals required for government and telecom business
• Proactively assess regulatory risks and ensure readiness for evolving government policies.

• Initiate and complete vendor assessment processes for OEM / Deemed OEM entities.
• Develop strong expertise in GeM vendor assessment criteria, catalogue management systems, and regulatory workflows
• Ensure high accuracy and completeness of documentation to enable “first-time-right” submissions.
• Drive OEM catalog onboarding, product updates, pricing governance, SKU management, and authorization processes
• Ensure adherence to GeM procurement policies, timelines, and compliance requirements.

2. Strategic Deal Enablement

• Enable timely closure of strategic and high-value government and telecom deals by ensuring readiness of regulatory and bid documentation.
• Drive cross-functional alignment across Sales, Legal, Compliance, OEM, and Partners to ensure seamless execution of opportunities.
• Support bid strategy through structured qualification, risk assessment, and compliance validation.

3. Opportunity Management & Pipeline Hygiene

• Overall responsibility for reviewing major opportunities in the Region’s 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

4. 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 standardised 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

Additional Strategic Responsibilities

• Support localization and “Make in India” related operational requirements
• Coordinate empanelment, rate contracts, and framework agreements for government business
• Enable faster turnaround for strategic bids and large opportunities through structured execution.

Key Success Metrics (Indicative)

• Improvement in bid turnaround time (TAT)
• Compliance accuracy and audit readiness
• Vendor assessment / certification completion timelines
• First-time-right documentation rate
• Contribution to revenue enablement in government and telecom deals

• Strong understanding of GeM platform, government procurement processes, and regulatory frameworks
• Experience with Trusted Telecom compliance and certification processes
• Ability to interpret regulatory policies and translate into operational execution
• Strong cross-functional stakeholder management and communication skills
• High attention to detail and structured problem-solving approach
• 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

Preferred:

• Experience in Government / PSU / Telecom deals
• Exposure to OEM compliance and certification processes
• Background in Sales Operations, Bid Management, or Regulatory Operations

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)
• Excellence in written and verbal communication
• Strong executive presence and presentation skills
• Proven ability to build relationships across all levels of organization

What you'll Bring
 • 7-10 years of sales operations or related experience
 • bachelor's 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

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

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About us

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.

Fostering innovation through diverse perspectives

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.

How we look after you

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, please let us know so that we can do our best to set you up for success.