Sr Financial Analyst

Houghton Mifflin Harcourt; Pune District; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Houghton Mifflin Harcourt is seeking a Sales Team Quota and Territory Planning professional in Pune to optimize sales territory structures, coordinate with finance, and develop annual quotas aligned to product strategy. You will support pipeline health, forecasting, and compensation analyses within a fast-paced IT-enabled sales environment.

Join a team driving accountability across sales, operations, and marketing while ensuring accurate reporting, KPI tracking, and stakeholder alignment during

Qualifications

• 2-5 year/s of relevant experience.
• Bachelor’s degree in an analytical field or operations.
• Strong Excel skills including pivot tables and lookup functions.
• Experience partnering with finance and sales teams to align budgets and strategy.
• Ability to manage multiple priorities in a fast-paced environment.

Responsibilities

• Analyze go-to-market territory structure to optimize resource allocation.
• Work with finance partners to align the product budget/strategy with the sales team.
• Develop annual quotas by sales territory that align to product strategy and market opportunity.
• Conduct regular pipeline calls with the sales team to assess pipeline health vs. bookings and quarterly goals.
• Provide analysis on trends, sales campaigns and key opportunities to leadership.
• Assist the sales team with monthly regional and quarterly bookings forecasts by line of business to corporate leadership.
• Provide input during development of sales compensation plans and resolve issues before quarter close.
• Project manage complex deals, coordinating with operations, product, credit/treasury, BI, and marketing.
• Develop and track KPIs to coach account executives and implement sales strategies.
• Ad-hoc reporting and analysis for evolving sales management needs.

Skills

Excel

Analytical skills

Salesforce.com experience

Multi-tasking

Communication skills

Education

B.S./B.A. in analytical finance or operations

Tools

Pivot tables

Salesforce.com

Job description

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HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K–12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students’ potential and extend teachers’ capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Sales Team Quota and Territory Planning

• Analyze the go-to-market territory structure to optimize resource allocation
• Work with finance business partners to align the product budget/strategy with the sales team
• Develop annual quotas by sales territory that align to product strategy and market opportunity

Pipeline Management and Forecast

• Conduct regular pipeline calls with the sales team to assess the health of the pipeline in relation to sales bookings, assignments and quarterly goals
• Provide analysis on trends, sales campaigns and key opportunities to leadership
• Assist the sales team with delivery of monthly regional and quarterly bookings forecasts by line-of-business to corporate leadership

Compensation Management and Analysis

• Provide input and analysis during development of sales compensation plans
• Research and resolve compensation issues for account executives prior to each quarter close
• Address exception requests based on precedent, cost, and consistency

Deal Project Management

• Act as liaison between the sales team and other stakeholders in the company: operations, product strategy, credit/treasury, business intelligence, marketing, etc.
• Project manage complex deals to ensure the sales team can capture opportunities while maintaining profitability and aligning with overall strategic goals of the company
• Assist the sales team with routine operational issues
• Develop trust and confidence with your aligned Sales leader
• Provide ad hoc reporting and analysis to meet the evolving needs of sales management
• Provide support in developing and tracking KPIs to help sales management coach their account executives and implement sales strategies

Additional Responsibilities

• Ad-hoc additional efficiency and optimization projects
• Reporting and analysis on ARR (Annual Recurring Revenue) to align with the company’s objectives

Requirements:

• 2-5 year/s of relevant experience
• B.S/B.A in an analytical finance or operations field
• Business partnering skills with a high degree of accuracy and ability to meet deadlines
• Demonstrated use of Excel in a professional environment (use of pivot tables, vLookup function, and other Excel functions and modeling tools)
• Ability to manage multiple priorities in a fast-paced, deadline-driven environment
• Flexibility to work as position demands with a high degree of reliability
• Strong analytical, qualitative, and problem-solving abilities
• Ability to learn quickly, adapt to changing deadline, and prioritize work appropriately
• Aptitude to own and manage projects with multiple stakeholders
• Must be able to collaborate with colleagues via face to face, conference calls and online meetings
• Experience supporting a large sales organization
• Business process analysis and design
• Salesforce.com experience

The Information Technology organization is transforming to realize our mission: Become a leader in HMH’s digital transformation, and as a strategic partner, innovate and deliver highest value, competitive advantage solutions across all corporate and business functions. Our ambition is to be a digital leader through innovation and develop and deliver leading edge technology such as robotic process automation and artificial intelligence to solve some of HMH’s greatest operational business challenges. Our professionals will have business relevant skills to connect our HMH partners to technologies that propel the businesses to deliver the greatest value for HMH and our customers.

We are building a team of IT professionals with an insatiable appetite to learn, a relentless focus on customer service, a technological curiosity toward future possibilities, and a creativity in solving business challenges with leading technologies. Our team will find ways to work together, create a sense of community where it’s safe to take risks and learn together, develop our careers, and all have an opportunity to work on new technologies. We will work together, learn together and have fun together. As a team, we will lead HMH’s digital transformation.