Senior Sales Operations Finance Analyst at Houghton Mifflin Harcourt

Houghton Mifflin Harcourt (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

Sales Team Partnership

• 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 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
• 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

Preferred

Nice to Have (Preferred, but not necessary)

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

Salary Range

$70,000 - 80,000

Houghton Mifflin Harcourt (HMH) is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.