Manager – Sales & Business Operations

Position Details
• Department: Sales & Business Operations, RoW 
• Reports To: VP of Operations
• Location: Mumbai 
• Employment Type: Full-time
 

Core Responsibilities
1. Sales Analytics & Business Intelligence
•    Performance Dashboards: Design, build, and maintain executive-level dashboards in Power BI or Tableau to track KPIs, quota attainment, and account penetration.
•    Win/Loss & Bid Analytics: Analyze RFP/RFI data, tender success rates, and discounting patterns to optimize pricing strategies and resource allocation.
•    Margin Tracking: Partner with solution architects and finance to monitor expected vs. actual gross margins on complex SI deals.

2. Pipeline Management & Forecasting
•    Revenue Forecasting: Lead weekly, quarterly, and annual sales forecasting processes, applying statistical trends to the sales pipeline.
•    Pipeline Hygiene: Enforce CRM data governance rules to ensure accurate close dates, deal stages, and multi-vendor product categorization.

3. Process Optimization & Deal Desk Governance
•    Deal Desk Management: Coordinate the commercial approval matrix for high-value bids, ensuring seamless evaluation of credit, risk, and vendor margins.
•    Delivery Transition: Streamline the formal handover process from sales/pre-sales to the project delivery and engineering teams.
•    Act as the coordination hub between Sales, Delivery, SCM, Finance, HR, and Corporate Functions.
•    Ensure alignment of priorities, timelines, and decisions.
•    Facilitate leadership governance forums and operating reviews.

4. Strategy & Territory Planning
•    Territory & Quota Setting: Execute data modeling to support sales leadership in establishing equitable territories and incentive structures.
•    Vendor Partner Analysis: Track co-sell pipelines and registration metrics with primary OEM partners (e.g., Cisco, Microsoft, AWS).

5.    Business Performance Management
•    Track revenue, order book, margin, EBITDA, utilization, and other business KPIs.
•    Prepare executive dashboards and performance reviews.
•    Identify risks, gaps, and improvement opportunities.
•    Drive quarterly and annual business planning.

Required Skills & Qualifications

Technical Competencies
•    CRM Expertise: Advanced proficiency in Salesforce or Microsoft Dynamics 365 (Admin or power-user certification preferred).
•    Data & Analytics: Strong SQL skills for data extraction and expert-level Excel modeling capabilities.
•    BI Tools: Proven experience building data pipelines and reports within Power BI, Tableau, or Qlik.
•    CPQ Tools: Familiarity with Configure, Price, Quote (CPQ) software used for multi-component enterprise architectures.

Experience & Education
•    Experience: 5+ years of progressive experience in Sales Operations, Business Analytics, or Revenue Operations.
•    Industry Context: Minimum 2 years of experience within an IT Services, Managed Services, or Systems Integration (SI) environment is strictly required.
•    Education: Bachelor’s degree in Business, Finance, Computer Science, or Data Analytics. An MBA is an advantage.
Soft Skills
•    Stakeholder Management: Ability to influence and challenge senior sales directors and cross-functional leaders using data.
•    Sharp Synthesis: Exceptional communication skills to translate complex data sets into crisp, actionable executive summaries.

Key Performance Indicators (KPIs)
•    Forecast Accuracy Variance (Actual vs. Forecast < 5%)
•    CRM Data Quality Index & Compliance Scores
•    Bid Turnaround Time / Deal Desk SLA Adherence
•    Partner Registration & Margin Optimization Rates
•    Productivity Metrics
•    Financial target achievement

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