Manager – Sales & Business Operations
Black Box · Gurugram
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
#LI-RS1
The position will drive sales productivity, operational efficiency, and data-driven decision-making across our Systems Integration (SI) business. This role owns the end-to-end sales operations framework, including complex pipeline analytics, forecasting, CRM governance, and ensuring the business delivers against strategic and financial objectives. The ideal candidate bridges the gap between sales strategy, finance, and delivery execution to maximize win rates and project margins.