Sales Strategy Analyst

About Us:

Uptime Institute is the Global Digital Infrastructure Authority. Its Tier Standard is the IT industry's most trusted global standard for data center design, construction, and operation. For over 30 years, the company has set the benchmark for data center reliability, sustainability, and efficiency.

With its Tier Standard & Certifications, Management & Operations reviews, risk and performance assessments, and educational curriculum, Uptime Institute has helped thousands of companies in over 100 countries optimize IT assets while managing costs and efficiency.

Role Summary:

The Global Sales Operations team is seeking candidates who can develop and present clear, accurate, data-driven action plans to set long-term strategies for sales pipeline development and delivery planning through the use of multiple forecasting models.

This role requires strong communication, presentation, and persuasion skills to effectively train and guide stakeholders globally while promoting awareness of strategy and performance concepts. It involves defining KPIs and delivering clear, compelling insights through hands-on analysis in Excel, Salesforce, and Smartsheet, as well as by leveraging existing Power BI reporting.

A strong commercial understanding of the data center industry is essential, including account structures, end-user dynamics, and contracting models. The role requires the ability to read between the numbers, identify meaningful patterns in sales & delivery data, and quickly assess performance, risks, and opportunities across regions, accounts, and products.

Key Responsibilities:

Strategic Planning & Decision Support (40%)

1. Develop and present data-driven action plans to support long-term sales pipeline development, delivery planning, and sustainable target achievement.

2. Apply multiple forecasting approaches to support strategy development, scenario planning, and future foresight.
3. Track and measure the effectiveness of strategic initiatives, ensuring insights inform course correction and leadership decisions.

Sales Operations & Performance Analytics (30%)

1. Own and deliver sales performance reporting and KPIs, including pipeline, revenue, conversion, winloss, quota attainment, and delivery alignment.
2. Analyze sales funnel health, forecast accuracy, deal velocity, and pipeline quality using hands-on analysis in Excel, Salesforce, and Smartsheet, complemented by existing Power BI reporting.
3. Track targets vs. actuals, YoY growth, and regional and product-level performance, identifying strengths, weaknesses, risks, and opportunities.
4. Validate KPI logic, assumptions, acceptance criteria, and edge cases to ensure reporting supports both commercial and delivery planning.

Stakeholder Enablement & Performance Alignment (30%)

1. Train and guide global stakeholders on KPI definitions, data logic, and reporting usage to ensure consistent interpretation and alignment.
2. Partner with Sales, Delivery, Finance, and other teams to align metrics and reporting standards across the organization.
3. Engage stakeholders to embed data-driven thinking and champion the effective use of BI and analytics tools for smarter, faster decision-making.
4. Support leadership with clear, decision-ready insights for WBRs and QBRs.

Qualifications:

• Master's degree in Business, Project Management, Analytics, or related field.
• 5+ years of experience as a Business Analyst or Sales Operations Analyst, preferably within the data center or digital infrastructure industry.
• Strong commercial acumen within the data center industry, including a deep understanding of customer account structures, end-user relationships, contracting arrangements, and the interplay between sales execution and delivery outcomes.
• Advanced Excel proficiency, with practical experience using Salesforce and Smartsheet for analysis and reporting, and confidence leveraging existing Power BI dashboards.
• Excellent analytical judgment and attention to detail, with the ability to interpret complex datasets, identify patterns and risks, and explain what is happening and why.
• Strong communication and presentation skills, with the ability to guide stakeholders and influence decisions in a global, cross-functional environment.

Benefits:

• Competitive salary and benefits package.
• Opportunities for professional development and career growth.
• Collaborative and dynamic work environment.
• Office-based role in Dubai.