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: Bachelors 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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