Sales Operations Manager, Federal

Location: Virginia; Maryland; Washington DC

Function: FedCorp
Requisition ID: 1035899

*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.

The 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. This individual brings strong analytical acumen, deep understanding of federal sales cycles, and the ability to translate complex information into actionable recommendations. The ideal candidate is a proactive problem solver who can balance strategic thinking with disciplined execution while collaborating cross-functionally to remove obstacles, streamline processes, and maintain operational excellence.

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!

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