Sr Sales Operations Analyst

Houghton Mifflin Harcourt Co; Orlando (FL); On-site; USD 68,000 - 85,000; Full time

Job summary

Houghton Mifflin Harcourt Co is seeking a Finance & Sales Operations partner to optimize go-to-market territory structure and align product strategy with sales budgeting. You will develop territory-based quotas, monitor pipeline health and forecast bookings to leadership.

You will collaborate with finance and sales teams, analyze compensation plans, and drive KPI tracking to support sales leadership in achieving quarterly goals. Strong MS Excel skills and multi-project management are essential.

Qualifications

• 2-5 years 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.
• Advanced skills and experience in MS Office Suite, including demonstrated use of Excel in a professional environment (pivot tables, vLookup, and modeling).
• Ability to manage multiple priorities in a fast-paced, deadline-driven environment.

Responsibilities

• Analyze go-to-market territory structure to optimize resource allocation.
• Collaborate with finance business partners to align product budget/strategy with the sales team.
• Develop annual quotas by sales territory aligned to product strategy and market opportunity.
• Conduct regular pipeline calls to assess health of pipeline relative to bookings and quarterly goals.
• Provide analysis on trends, campaigns and opportunities to leadership.
• Assist with monthly regional and quarterly bookings forecasts by line-of-business to corporate leadership.
• Provide input during development of sales compensation plans and resolve compensation issues.

Skills

Advanced Excel

Financial modeling

Analytical skills

Project management

Business partnering

Education

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

Tools

Excel (Pivot tables, vLookup)

Salesforce.com

Job description

• 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

What You Need to be Successful (Required to perform this role)

• 2-5 years 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
• Advanced skills and experience in MS Office Suite, including 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

Nice to Have (Preferred, but not necessary)

• Experience supporting a large sales organization
• Business process analysis and design
• Salesforce.com experience

Physical Requirements

• Might be in a stationary position for a considerable time (sitting and/or standing).
• The person in this position needs to move about inside the office to access file cabinets, office machinery, etc. Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• Must be able to collaborate with colleagues via face to face, conference calls, and online meetings.

Benefits and Salary Range

Salary Range: $67,920 - $84,900 . Our salary ranges are based on national averages. We have wide ranges so we can be flexible and determine compensation based on a number of factors including the candidate ’ s skills, experience, education and location.

Houghton Mifflin Harcourt is a global learning company dedicated to changing people’s lives by fostering passionate, curious learners. As a leading provider of pre‑K–12 education content, services, and cutting‑edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom. HMH serves more than 50 million students in over 150 countries worldwide, while its award‑winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.

Houghton Mifflin Harcourt is an equal employment opportunity employer and participates in E‑Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.

Nearest Major Market: Orlando
Job Segment: Business Process, Book Publishing, Media Publishing, Management, Publishing, Education