Hitachi Vantara Federal
Sales Operations Manager, Federal
Hitachi Vantara Federal, Washington, District of Columbia, us, 20022
*Ideal candidates are local to VA, MD, or DC*
Our Company Hitachi Vantara Federal is the trusted leader in mission-centric data solutions for the Federal government. We're a collaborative, full-service company with longstanding OT/IT roots. We empower data-driven insight with a deep bench of integrated partners - advancing Federal customer missions regardless of their data maturity levels. Hitachi Vantara Federal is a FOCI-mitigated subsidiary of Hitachi Vantara. Visit us at hitachivantarafederal.com.
Role The Sales Operations Manager plays a critical role in enabling Hitachi Vantara Federal's go-to-market success by driving the operational, analytical, and pricing functions that underpin revenue generation. This role provides end-to-end ownership of the sales operations lifecycle—from pricing strategy and deal structuring to forecasting, pipeline health, order fulfillment, and CRM governance—ensuring clarity, efficiency, and accuracy across all business processes. Serving as a strategic partner to Sales, Pre‑Sales Engineering, Finance, and Operations, the Sales Operations Manager delivers data‑driven insights that shape business decisions, strengthens forecasting rigor, and supports scalable growth.
What You Will Be Doing Pricing Strategy & Analysis
Develop and manage the overall pricing strategy and structure aligned with margin targets and business objectives.
Deliver data-driven insights and strategic recommendations for pricing, promotions, and growth initiatives.
Oversee and refine the end-to-end pricing process to improve efficiency and ensure timely response to market changes.
Partner with senior leaders to balance pricing decisions with profitability, competitiveness, and customer retention.
Model and forecast the impact of pricing strategies on P&L, margin performance, and revenue growth.
Build and maintain robust pricing models that support sales decision-making and influence strategic direction.
Ensure accuracy of costing, pricing inputs, and financial data used across sales processes.
Order Management & Fulfillment
Ensure all orders are accurately entered into the Order Entry system and managed through to closure.
Serve as the escalation point for order fulfillment issues and coordinate resolution across departments.
Track product availability and manage supply inventory to support timely shipment and delivery.
Maintain accurate and complete sales order and work order documentation.
CRM Management & Systems Optimization
Ensure data integrity across NetSuite and Salesforce, including updates to mandatory fields, product codes, and pricing structures.
Partner with IT to streamline CRM processes and reduce friction caused by operating two CRM systems.
Support requirements gathering, testing, and implementation for new CRM and pricing platform capabilities.
Collaborate with HV Operations to generate and refine reporting for rolling four-quarter forecasting.
Cross-Functional Collaboration
Work with channel partners to ensure timely, accurate access to pricing and quoting information.
Partner with Services teams to increase attach rates for maintenance and professional services.
Communicate product availability issues and potential shortfalls to Sales leadership to support EoQ planning.
Provide updates and insights to Sales leadership to support pipeline management, QBRs, and annual planning.
What You Bring To The Team The ideal candidate is a highly analytical, execution-driven operations leader who thrives in a fast-paced environment and can seamlessly move between strategic thinking and hands-on work.
A self-starter who can independently drive initiatives from concept to completion
Strong project management capability with the ability to balance multiple priorities and meet aggressive timelines
Meticulous attention to detail paired with the ability to execute quickly and efficiently
Highly collaborative team player with excellent communication and listening skills
Comfortable navigating pressure, ambiguity, and shifting priorities—resilient, resourceful, and solutions-oriented
Possesses a "get-it-done" mentality, demonstrating humility, adaptability, and a strong work ethic
Bachelor's or Master's degree in Finance, Economics, Business, Statistics, Engineering, Computer Science, or related discipline
5+ years of experience in pricing, engineering, analytics, finance, operations, or a quantitative role
Minimum 5 years of experience in Sales Operations or Pricing within a technology hardware/software company, with familiarity across capital purchase and as-a-service models
Experience interpreting and ensuring compliance with corporate policies and operational procedure
Proficiency with CRM and ERP platforms, including NetSuite and Salesforce
Strong analytical and problem-solving skills with the ability to interpret complex data and financial models
Deep understanding of the federal sales cycle, purchasing pathways, and customer buying drivers
Demonstrated capability in financial analysis, forecasting, valuation, and decision support
Exceptional communication and presentation skills, with the ability to convey complex concepts to business and technical leaders
Proven ability to operate in a structured, proactive, and highly organized manner while managing multiple competing priorities
Experience with usage-based or consumption-based pricing models is highly valued
Strong business judgment and ability to execute effectively in a fast-paced, dynamic environment
As required by the equal pay and transparency acts, the expected base salary for this position is: $110K - $120K. The expected on target earnings for this position is: OTE Services Plans - $120K - $140K
The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. This position is also eligible to participate in Hitachi Vantara's bonus/variable pay programs, and are subject to the program's conditions and restrictions.
What We Offer
Opportunity to work on industry-leading mission centric technologies.
A collaborative and inclusive workplace culture.
Professional development opportunities.
Competitive salary and benefits packages.
Great careers start with growth and innovation and here at HV Federal, our mission is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, innovation, and collaboration. Join our Hitachi family and together, let's lead the way to extraordinary!
Fostering innovation through diverse perspectives Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.
How we look after you We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.
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Our Company Hitachi Vantara Federal is the trusted leader in mission-centric data solutions for the Federal government. We're a collaborative, full-service company with longstanding OT/IT roots. We empower data-driven insight with a deep bench of integrated partners - advancing Federal customer missions regardless of their data maturity levels. Hitachi Vantara Federal is a FOCI-mitigated subsidiary of Hitachi Vantara. Visit us at hitachivantarafederal.com.
Role The Sales Operations Manager plays a critical role in enabling Hitachi Vantara Federal's go-to-market success by driving the operational, analytical, and pricing functions that underpin revenue generation. This role provides end-to-end ownership of the sales operations lifecycle—from pricing strategy and deal structuring to forecasting, pipeline health, order fulfillment, and CRM governance—ensuring clarity, efficiency, and accuracy across all business processes. Serving as a strategic partner to Sales, Pre‑Sales Engineering, Finance, and Operations, the Sales Operations Manager delivers data‑driven insights that shape business decisions, strengthens forecasting rigor, and supports scalable growth.
What You Will Be Doing Pricing Strategy & Analysis
Develop and manage the overall pricing strategy and structure aligned with margin targets and business objectives.
Deliver data-driven insights and strategic recommendations for pricing, promotions, and growth initiatives.
Oversee and refine the end-to-end pricing process to improve efficiency and ensure timely response to market changes.
Partner with senior leaders to balance pricing decisions with profitability, competitiveness, and customer retention.
Model and forecast the impact of pricing strategies on P&L, margin performance, and revenue growth.
Build and maintain robust pricing models that support sales decision-making and influence strategic direction.
Ensure accuracy of costing, pricing inputs, and financial data used across sales processes.
Order Management & Fulfillment
Ensure all orders are accurately entered into the Order Entry system and managed through to closure.
Serve as the escalation point for order fulfillment issues and coordinate resolution across departments.
Track product availability and manage supply inventory to support timely shipment and delivery.
Maintain accurate and complete sales order and work order documentation.
CRM Management & Systems Optimization
Ensure data integrity across NetSuite and Salesforce, including updates to mandatory fields, product codes, and pricing structures.
Partner with IT to streamline CRM processes and reduce friction caused by operating two CRM systems.
Support requirements gathering, testing, and implementation for new CRM and pricing platform capabilities.
Collaborate with HV Operations to generate and refine reporting for rolling four-quarter forecasting.
Cross-Functional Collaboration
Work with channel partners to ensure timely, accurate access to pricing and quoting information.
Partner with Services teams to increase attach rates for maintenance and professional services.
Communicate product availability issues and potential shortfalls to Sales leadership to support EoQ planning.
Provide updates and insights to Sales leadership to support pipeline management, QBRs, and annual planning.
What You Bring To The Team The ideal candidate is a highly analytical, execution-driven operations leader who thrives in a fast-paced environment and can seamlessly move between strategic thinking and hands-on work.
A self-starter who can independently drive initiatives from concept to completion
Strong project management capability with the ability to balance multiple priorities and meet aggressive timelines
Meticulous attention to detail paired with the ability to execute quickly and efficiently
Highly collaborative team player with excellent communication and listening skills
Comfortable navigating pressure, ambiguity, and shifting priorities—resilient, resourceful, and solutions-oriented
Possesses a "get-it-done" mentality, demonstrating humility, adaptability, and a strong work ethic
Bachelor's or Master's degree in Finance, Economics, Business, Statistics, Engineering, Computer Science, or related discipline
5+ years of experience in pricing, engineering, analytics, finance, operations, or a quantitative role
Minimum 5 years of experience in Sales Operations or Pricing within a technology hardware/software company, with familiarity across capital purchase and as-a-service models
Experience interpreting and ensuring compliance with corporate policies and operational procedure
Proficiency with CRM and ERP platforms, including NetSuite and Salesforce
Strong analytical and problem-solving skills with the ability to interpret complex data and financial models
Deep understanding of the federal sales cycle, purchasing pathways, and customer buying drivers
Demonstrated capability in financial analysis, forecasting, valuation, and decision support
Exceptional communication and presentation skills, with the ability to convey complex concepts to business and technical leaders
Proven ability to operate in a structured, proactive, and highly organized manner while managing multiple competing priorities
Experience with usage-based or consumption-based pricing models is highly valued
Strong business judgment and ability to execute effectively in a fast-paced, dynamic environment
As required by the equal pay and transparency acts, the expected base salary for this position is: $110K - $120K. The expected on target earnings for this position is: OTE Services Plans - $120K - $140K
The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. This position is also eligible to participate in Hitachi Vantara's bonus/variable pay programs, and are subject to the program's conditions and restrictions.
What We Offer
Opportunity to work on industry-leading mission centric technologies.
A collaborative and inclusive workplace culture.
Professional development opportunities.
Competitive salary and benefits packages.
Great careers start with growth and innovation and here at HV Federal, our mission is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, innovation, and collaboration. Join our Hitachi family and together, let's lead the way to extraordinary!
Fostering innovation through diverse perspectives Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.
How we look after you We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.
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