Sr. Mgr, Business Controller - GTM

Juniper Networks
Mar 07, 2024
Apr 12, 2024
Work Mode
Work from office
Full Time
Organization Type
Role: India GTM Controller


A commercially oriented role with key focus on financial and operational execution and support of the India Sales team. Reporting to the APAC Finance Leader and supporting the India General Manager.

Responsibilities include; deal structuring, development and implementation of commercial practices & guidelines, escalation point for Area operational issues, forecast process, analysing key financial metrics, quarterly & annual planning, project involvement etc.

  • Business partner to India GM, supporting the: Go To Market model, medium term strategy, organization, staffing, quota setting, resource planning & OPEX management. Investigate business drivers and recommend changes
  • Increase field productivity by further development & execution of standardised processes & tools
  • Promote, design, review and educate strong commercial practices and guidelines within the Sales teams
  • Customer/Partner interaction to align business practices to Juniper policies
  • Member of negotiation team on key customer contracts, direct as well as indirect
  • Member of Area management team, contributing to shaping organization and formulating requirements
  • Working with the Compliance team, responsible for ensuring compliance training is completed and understood by staff and partners
  • Escalation point for Customer-related operational issues, ensuring co-ordination and communication towards resolution.
  • Liaison/coordination with relevant staff function: Legal, Revenue, Sales Support, Channels, Compliance etc
  • Improve gross margins by controlling discounts, non-standard deals, customer/partner letters, contracts etc
  • Provide approvals for: Deal sign off, Return Material (RMA) requests, Orders cancellations, Account list changes, Quotas, Opex spending in the areas as and when agreed with the VPs, VAR contracts, Various ad hoc Compensation pay-outs, Order allocations, Upfront discounting for Distis, Try & Buy requests, Exceptional rotation rights for distis, Special Incentive (SPIFF) targets and pay-outs, Feature commitments.
  • Manage weekly forecast process with India GM, ensuring that reporting and visibility of the required information is available for business planning and decision-making. Drive the use of SFDC to enhance control.
  • Working with the Sector Controllers, develop a dashboard to measure efficiency, growth and profitability.
  • Support Area overlay teams and their strategies/projects, i.e. Channels (esp. Carrier Resale/Managed Services), Customer Service, and Trade-up Programs
  • Contribute to market analysis, budgeting, resource planning & quarterly ops reviews (QBR's)
  • Support Finance & Ops & SSC teams as required eg:
  • AR collection issues
  • Deferred Revenue documentation and Customer acceptance
  • Sales Certification sign-off's
  • Drop Ship Documentation

Experience required:
  • 15+ year's of experience in Finance and Operations.
  • Qualified Chartered Accountant with experience in supporting Go To Market strategy, organisation, staffing, quota setting, resource planning & OPEX management.
  • Able to demonstrate a successful track record in similar role.
  • IT industry experience is essential and Networking experience is desirable
  • Excellent English communication skills required
  • Able to influence senior management
  • Exceptional problem solving and analytical skills with the ability to perform process analysis with the emphasis on efficiency and process improvement
  • Able to work within a dynamic Sales environment
  • Able to work cross functionally and under pressure