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.
- 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.
- 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.
- 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).
- 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: Solid 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

📌 Manager – Sales & Business Operations (Gurugram)
🏢 Black Box
📍 Gurugram