Sales Operations Analyst

Sales Operations Analyst

Location: Irvine, CA, 92612 Duration: 6 Months (Potential Extension/Conversion) Schedule: Monday – Friday

Role Overview: The Sales Operations Analyst (Contractor) will serve as the operational backbone of the Key Account Management organization, helping to streamline and execute the day-to-day sales operations activities required to support. This role partners closely with KAMs, Solution Architects, Delivery/PMO, Finance, Procurement, Legal, and other cross-functional stakeholders to improve process consistency, data quality, reporting, and execution speed in a fast-paced, multi-technology environment.

Key Responsibilities

• Own KAM sales operations execution: Manage and standardize recurring sales ops activities (weekly/monthly reporting, cadence support, trackers, status updates) to ensure consistency across.
• CRM administration and hygiene: Maintain accurate opportunities, accounts, contacts, and activity tracking in the CRM; drive data completeness and quality; support consistent stage definitions and close-date discipline.
• Pipeline, forecasting, and performance reporting: Produce regular dashboards and executive-ready summaries (pipeline, bookings, renewal/expansion, backlog, key risks, and next actions) and support ad-hoc analysis requests from the KAM HOD.
• Deal and engagement support: Coordinate internal steps needed to move work from concept to execution (intake routing, approvals, effort estimates, pricing inputs, and documentation readiness).
• Contract/SOW and lifecycle tracking: Maintain trackers for SOWs, amendments, renewals, and key milestones; partner with Legal/Procurement/Finance to support timely review cycles and reduce administrative bottlenecks.
• AR oversight and tracking: Provide oversight, tracking, and day-to-day coordination of accounts receivable (AR) activities tied to KAM/CBU engagements, including invoicing milestones alignment, aging visibility, and proactive follow-up with internal stakeholders to support timely collections.
• Purchase Requests, ES, and GAR management: Submit, track, and maintain documentation for Purchase Requests (PRs), ES, and GAR items; ensure completeness, proper routing/approvals, and status visibility from submission through completion.
• Purchase Order (PO) oversight and tracking: Submit, track, and manage Purchase Orders (POs) in alignment with approved scope and budget; reconcile PO status against project milestones and invoices; and coordinate with Procurement/Finance and delivery teams to resolve discrepancies.
• Operational coordination across teams: Proactively follow up on action items across Sales/KAM, Solution Architecture, Delivery/PMO, and functional teams; remove friction by clarifying owners, deadlines, and dependencies.
• Process improvement and documentation: Identify recurring breakdowns, root causes, and opportunities for automation or simplification; document standard operating procedures (SOPs), templates, and checklists.
• Customer/CBU readiness support: Prepare and maintain client-facing operational artifacts as needed (meeting packs, QBR/MBR inputs, action logs, decision logs, and executive summaries) aligned.
• Tools and technology enablement: Support the KAM organization in working effectively across multiple tools and platforms (e.g., CRM, Microsoft 365, collaboration tools, reporting/analytics) and coordinate with IT stakeholders when issues impact execution.

Confidentiality and Compliance

Handle sensitive customer and commercial information appropriately and follow policies for data handling and access management.

Required Qualifications

• 5+ years of experience in Sales Operations, Sales Support, Revenue Operations, Deal Desk support, Business Operations, or a similar cross-functional operations role.
• Demonstrated ability to operate in a fast-paced environment with shifting priorities and multiple concurrent workstreams.
• Strong project coordination skills with a track record of driving follow-ups, closing action items, and improving process adherence.
• Strong analytical skills with advanced Excel capabilities (e.g., pivots, lookups, data validation) and comfort turning data into clear executive summaries.
• Experience maintaining high-quality CRM data and producing pipeline/performance reporting, including hands-on experience with Salesforce.
• Experience working with SAP (e.g., PR/PO-related activities, invoice/AR visibility, and operational reporting).
• Excellent written and verbal communication skills and the ability to work effectively with technical and non-technical stakeholders.
• High attention to detail, strong ownership mindset, and disciplined documentation habits.
• Familiarity with SOWs, MSAs, basic commercial terms, and cross-functional workflows involving Legal, Procurement, Finance, and Delivery/PMO.

Preferred Qualifications

• Experience supporting enterprise account teams in IT services, systems integration, cloud, application development, infrastructure, data/analytics, or managed services environment.
• Experience supporting QBR/MBR routines, account governance, executive reporting, and stakeholder communications.
• Advanced Excel experience (e.g., complex pivots, Power Query, automated templates/trackers, and building repeatable reporting packs).
• Experience with reporting/BI tools such as Power BI or Tableau.
• Experience in automotive is a plus.

What Success Looks Like (First 60–90 Days)

Stood up and ran a consistent KAM operating rhythm: weekly pipeline review (agenda + pre-read), monthly CBU status reporting, and standardized trackers (pipeline, actions, SOW/contract status) with clearly assigned owners and due dates. Improved CRM reliability by enforcing opportunity hygiene (stages, close dates, required fields, next steps) and delivering a weekly "data quality" check; ensured the pipeline view is current and usable for forecasting and leadership updates. Delivered an executive-ready reporting package (dashboard + written summary) on a predictable cadence, providing CBU-level visibility into pipeline, key initiatives, risks/issues, and required leadership decisions. Owned AR and PO collection readiness by maintaining up-to-date AR aging and PO status visibility, running a recurring follow-up cadence with stakeholders, escalating blockers early, and reducing past-due/at-risk items through disciplined issue resolution. Reduced cycle time and rework across intake routing, approvals (PR/ES/GAR), PO processing, and SOW/contract tracking by introducing clear templates/checklists, tightening handoffs, and keeping a closed-loop action log until completion.

Working Conditions: The role may require flexibility to support business deadlines, including occasional extended hours as needed to meet critical deliverables.

Equal Employment Opportunity: All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, ancestry, disability, medical condition, genetic information, marital status, sex, gender, gender identity or expression, age, citizenship, sexual orientation, military or veteran status, or any other characteristic protected by applicable federal, state, or local laws.