Sales Ops with the focus on Regulatory & Tenders
Hitachi
New Delhi, Delhi, IndiaPosted 2 months ago
Skill Required
EngineeringanalyticalPower BISalesforceFulltime
Key highlights
- 7‑10 years of sales operations or related experience required.
- Bachelor's degree in Business, Economics, Finance, or related field required.
- Industry‑leading benefits and flexible work arrangements offered.
- Strong expertise in GeM platform and Trusted Telecom compliance is a key requirement.
- Leadership and cross‑functional stakeholder management emphasized.
Role overview
The Regulatory & GeM Operations Lead (India) will be the central owner for regulatory and Government e-Marketplace (GeM) operations at Hitachi Vantara India. The role drives compliance excellence, enables timely execution of government and telecom opportunities, and improves bid success through structured governance, automation, and cross‑functional coordination.
Responsibilities
- 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.
- 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.
- Review major opportunities in the Region’s pipeline, ensuring they have been appropriately qualified by the Sales team.
- Identify action items for opportunities (e.g., third‑party product quotes, expiring approvals, close dates, follow‑up actions) and manage them.
- Identify risks in booking and delivery timelines and escalate 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.
- Review Deal Approval Management requests from the field and assess the appropriateness of requested pricing (e.g., $/TB for storage, margin levels for 3PP/server products).
- Review field intelligence provided in competitive bids to develop an understanding of competitive price points and highlight this intel to the DOC and Sales leadership.
- Assist the APAC Strategic Deals team with complex deal structuring support for OPEX and consumption‑style opportunities.
- Support the INDIA Region in reviewing sales forecasts, identifying risk & opportunity items, and highlighting these to senior leaders.
- Promote and drive the adoption of standardized forecast tools, including corporate‑managed dashboards and models, to ensure consistency in information and conversations.
- 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, Legal, and Finance to maximize revenue.
- Provide various reporting support in SFDC or Power BI to the management team as required.
- 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.
Requirements
- 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 a proven track record of delivering results.
- Experience in analytics and sales forecasting.
- Demonstrated experience in managing QBR processes.
- Strong understanding of the GeM platform, government procurement processes, and regulatory frameworks.
- Experience with Trusted Telecom compliance and certification processes.
- Ability to interpret regulatory policies and translate them 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.
- Ethical and honest in all respects.
- 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 collaboratively.
- 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.
Nice to have
- Experience in Government / PSU / Telecom deals.
- Exposure to OEM compliance and certification processes.
- Background in Sales Operations, Bid Management, or Regulatory Operations.
- Leadership skills, including raising and supporting teams in the absence of regional sales ops leader.
- Experience supporting 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 the organization.
Benefits
- Industry‑leading benefits and support services that look after holistic health and wellbeing.
- Flexible work arrangements to support life balance (role and location dependent).
- Inclusive culture based on mutual respect, merit, and diversity.
- Opportunities for personal growth and autonomy within a global, innovative team.
- Equal‑opportunity employment with accommodations available during the recruitment process.
Additional details
- Function: Regulatory & GeM Operations Lead (India) for Hitachi Vantara.
- Company: Hitachi Vantara – data foundation trusted by global innovators.
- Key Success Metrics (Indicative): Improvement in bid turnaround time, compliance accuracy and audit readiness, vendor assessment/certification completion timelines, first‑time‑right documentation rate, contribution to revenue enablement in government and telecom deals.
- Hitachi’s mission: Harness engineering excellence and passion for insight to co‑create meaningful solutions and turn organizations into data‑driven leaders.
- Commitment to diversity, inclusion, and equal opportunity.
- #LI-SS4