Sales Ops Professional- the focus on Regulatory & Tenders

Job description

**Regulatory GeM Operations Lead (India)** **The Role** This role will serve as the central owner for regulatory and Government e-Marketplace (GeM) operations for Hitachi Vantara India. The position is responsible for driving compliance excellence, enabling timely execution of government and telecom opportunities, and improving bid success through structured governance, automation, and cross-functional coordination. **Key Responsibilities** **1. Regulatory Compliance ( Trusted Telecom GEM Vendor assessment)** - 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-rightsubmissions. - Drive OEM catalog onboarding, product updates, pricing governance, SKU management, and authorization processes - Ensure adherence to GeM procurement policies, timelines, and compliance requirements. **2. Strategic Deal Enablement** - 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. **3. Opportunity Management Pipeline Hygiene** - Overall responsibility for reviewing major opportunities in the Regions pipeline, ensuring they have been appropriately qualified by the Sales team - Review opportunities within responsible areas, identifying action items to be taken (eg 3rd Party product quotes, Expiring/Expired approvals, approved quotes, Close dates in the past, Follow-up actions not updated from Sales teams, etc) - Identify risks in booking and delivery timelines, escalating 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 **4. Pricing and Deal Structuring** - Review Deal Approval Management requests from the field and assess the appropriateness of requested pricing ($/TB for storage, margin levels for 3PP/server products). - Review field intel provided in competitive bids, to develop an understanding of competitive price points. Highlight this intel to the DOC and Sales leadership to promote a "market-based" approach to pricing. - Assist APAC Strategic Deals team with complex deal structuring support OPEX and consumption-style opportunities, in conjunction with the APAC Strategic Deal team. **Business Planning Analytics** - Support the INDIA Region in reviewing sales forecasts, identifying risk opportunity items, highlighting these to senior leaders - Promote and drive the adoption of standardised forecast tools, including corporate-managed dashboards and models, to ensure consistency in information and conversations are driven from single source of truth - 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 team, Legal, Finance, ensuring all issues are raised and resolved to ensure revenue is maximized. - Various reporting support in SFDC or Power BI to the management team as required **Additional Strategic Responsibilities** - Support localization and Make in Indiarelated operational requirements - Coordinate empanelment, rate contracts, and framework agreements for government business - Enable faster turnaround for strategic bids and large opportunities through structured execution. **Key Success Metrics (Indicative)** - Improvement in bid turnaround time (TAT) - Compliance accuracy and audit readiness - Vendor assessment / certification completion timelines - First-time-right documentation rate - Contribution to revenue enablement in government and telecom deals **Skills Experience** - Strong understanding of GeM platform, government procurement processes, and regulatory frameworks - Experience with Trusted Telecom compliance and certification processes - Ability to interpret regulatory policies and translate 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 **Preferred:** - Experience in Government / PSU / Telecom deals - Exposure to OEM compliance and certification processes - Background in Sales Operations, Bid Management, or Regulatory Operations **Leadership skills** - Demonstrate leadership skills by raising and supporting the teams in the absence of regional sales ops leader to have business continuity - Support 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