Business Operations & Analytics

Role Purpose

Role and Responsibilities

1. Sales performance analysis & forecasting

• Analyse monthly, quarterly and annual sales and billing performance against targets and forecasts; identify trends, variances, drivers and corrective actions.
• Support opportunity and pipeline target setting using conversion trends, deal sizes, sales cycles and required pipeline coverage.
• Develop rolling monthly and quarterly billing forecasts with Sales and Finance; validate assumptions, closure dates and billing dependencies, and flag slippage risks.
• Track pipeline health, opportunity ageing and conversion across regions, segments, products and sales owners.

2. Cross-functional operational analysis

• Analyse cross-functional data to identify performance gaps, bottlenecks and improvement opportunities; examples include Technical Support workload, ticket ageing and resolution timelines, or Implementation milestones and delays.
• Evaluate plan versus actual performance, resource utilisation and recurring issues; highlight root causes, dependencies and corrective actions.

3. Management dashboards & functional reviews

• Independently build and maintain dashboards and review packs for weekly and monthly functional reviews with senior management, including the CEO.
• Present performance against targets, key trends, root causes, risks, recommended actions and decisions required.
• Standardise KPI definitions, validate source data and automate recurring reporting wherever practical.
• Track review actions with clear owners and timelines, and follow through to closure.

4. Strategic project execution

• Translate strategic initiatives into project plans with clear objectives, success measures, milestones, timelines and stakeholder responsibilities.
• Coordinate cross-functional execution, track dependencies and risks, and escalate blockers with proposed solutions.
• Drive implementation, adoption and formal closure; assess outcomes against objectives and hand over ongoing responsibilities to designated owners.

5. Process improvement & stakeholder management

• Identify inefficiencies, control gaps, rework and avoidable delays through data and process analysis; recommend practical improvements.
• Implement revised workflows, reporting standards and standard operating procedures with functional teams; measure improvements against agreed baselines.
• Manage stakeholder expectations, secure timely inputs and follow through on commitments across teams without direct reporting authority.

6. Product quotation support & commercial review

• Support Sales in preparing and vetting quotations for completeness, accuracy and compliance with approved pricing and commercial guidelines.
• Validate product configuration, quantities, licence terms and applicable services, support, hardware and third-party components with relevant technical owners.
• Validate cross-functional cost inputs and assess gross margin, discount impact and profitability using Finance-approved assumptions.
• Check payment terms, quotation validity and commercial dependencies; flag omissions, deviations and margin risks for approval before release.
• Maintain quotation checklists, supporting calculations and approval records for due diligence and traceability.

Working Relationships & Accountability

Qualification & Experience

Technical Skills Required

Mandatory

• Advanced Excel: Hands-on proficiency in Power Query, PivotTables, lookup and aggregation formulas, data reconciliation and analytical models.
• Dashboard development: Proven ability to independently build and maintain Power BI, Tableau or equivalent dashboards, from raw data to validated management output.
• Business analysis: Ability to analyse sales and operational data, define KPIs, investigate variances and recommend actions.
• Commercial understanding: Working knowledge of billing forecasts, costs, pricing, discounts, gross margins and quotation economics.
• Executive communication: Clear management presentations, written insights and decision-oriented review packs.
• Execution capability: Experience delivering cross-functional projects or process improvements from planning through closure.

Good To Have

• Experience in B2B technology, enterprise software, cybersecurity or IT services.
• SQL, reporting automation and familiarity with CRM or ERP data.
• Exposure to software licensing, channel commercials, business planning or project governance.

Soft Skills Required