Principal Specialist – Sales Analytics & Forecasting

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Key Responsibilities

Sales & Revenue Analytics Strategy

Lead and evolve the analytics strategy across the sales funnel — including pipeline generation, conversion, and revenue realization. Drive insights into coverage effectiveness, lead velocity, stage transitions, slippage, and win/loss trends to uncover performance levers.

Forecasting & Predictive Modelling

Develop and maintain AI-driven models for revenue forecasting, win probability scoring, lead-to-deal conversion, and risk identification. Use forward-looking analytics to anticipate performance shifts and recommend data-backed actions.

Sales Growth Levers

Collaborate with sales leaders and account teams to identify whitespace and pipeline opportunities through data. Use analytics to guide where and how sales can be accelerated through smarter prioritization, focus areas, and targeting strategies — without anchoring on vertical-specific GTM plans.

Sales Strategy Alignment

Support commercial leaders by benchmarking key sales metrics (pipeline velocity, coverage ratios, funnel hygiene) and providing insights that guide initiatives like territory design, account coverage models, and productivity enhancement — framed through a data-first lens.

Stakeholder Engagement

Collaborate with senior stakeholders — including sales executives, operations leads, and business unit heads — to deliver analytics-driven insights and support strategic decision-making through dashboards, briefings, and scenario-based analytics.

Qualifications

- 5–7 years of experience in sales analytics, forecasting, or commercial insights for IT services or B2B enterprise sales

- Tier 1 consulting experience (e.g., McKinsey, BCG, Bain) with a focus on analytics-led sales or GTM transformation

- Hands-on proficiency in Excel and visualization tools (Power BI/Tableau); experience with Python, R, or Alteryx is a plus

- Experience with CRM and pipeline systems (e.g., Salesforce)

- Excellent business storytelling and analytical synthesis skills

Workplace type:

Remote Working

About NTT DATANTT DATA is a $30+ billion trusted global innovator of business and technology services. We serve 75% of the Fortune Global 100 and are committed to helping clients innovate, optimize and transform for long-term success. We invest over $3.6 billion each year in R&D to help organizations and society move confidently and sustainably into the digital future. As a Global Top Employer, we have diverse experts in more than 50 countries and a robust partner ecosystem of established and start-up companies. Our services include business and technology consulting, data and artificial intelligence, industry solutions, as well as the development, implementation and management of applications, infrastructure, and connectivity. We are also one of the leading providers of digital and AI infrastructure in the world. NTT DATA is part of NTT Group and headquartered in Tokyo.

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