Job Title: Sr Process Analyst, Lead to Order
Location: Santa Clara, CA 95054
Duration: 12 months

1. Understand and Document Current Processes
Conduct process discovery through stakeholder interviews, workshops, and working sessions.
Understand and document activities, decisions, handoffs, business rules, roles, systems, exceptions, and dependencies.
Develop current-state process maps using BPMN, swimlane, SIPOC, or similar methodologies.
Validate process documentation with business stakeholders and process owners.
Capture process variations across teams, regions, products, channels, or selling motions where applicable.
2. Identify Pain Points and Process Gaps
Identify bottlenecks, rework, duplication, unnecessary handoffs, manual activities, and unclear ownership.
Capture stakeholder pain points and help organize findings into clear themes.
Apply structured problem-solving and root-cause analysis techniques where appropriate.
Help distinguish whether issues relate to process, policy, data, technology, ownership, or enablement.
Provide clear findings that support future improvement discussions.
3. Support CRO Process Excellence Priorities
Dedicate approximately half of the role's capacity to process initiatives supporting the CRO organization.
Work closely with Sales, Sales Operations, Channel Operations, and related teams to understand current workflows and business challenges.
Document commercial processes including opportunity management, quoting, pricing, discounting, approvals, and Quote-to-Order.
Support process standardization and clarification of roles, handoffs, and business rules.
Provide process maps, documentation, findings, and requirements for priority CRO initiatives.
4. Maintain the Process Catalog and Documentation Library
Maintain and update the Lead-to-Order process catalog and supporting documentation.
Ensure process documentation follows established standards, naming conventions, hierarchy, and governance practices.
Keep process maps and related artifacts current as processes change.
Connect supporting documentation such as SOPs, RACIs, business rules, policies, requirements, and KPIs to the appropriate processes.
Identify outdated content, documentation gaps, duplication, and missing ownership.
Help make process information easy for stakeholders to find and understand.
5. Support Process Improvement and Future-State Design
Partner with the Process Architect and business teams to support process improvement efforts.
Provide current-state findings and documentation needed for future-state design.
Help document future-state workflows, roles, handoffs, business rules, and system interactions.
Support gap analysis between current and future states.
Assist with stakeholder validation and implementation readiness.
6. Connect Process and Technology
Apply working knowledge of CRM and CPQ-enabled sales processes during process discovery and analysis.
Understand how opportunities, quotes, products, pricing, approvals, and related information move through CRM and CPQ workflows.
Partner with Product, IT, Business Systems, and other technical teams to document business requirements.
Help identify where process, policy, technology, data, or enablement changes may be needed.
Support identification of opportunities for automation and reduction of manual work.
 

Skills:    
Process Excellence Skills

• Lean Six Sigma Green Belt preferred; equivalent process-improvement or business-analysis certification will be considered.
• Strong process-mapping and documentation skills.
• Working knowledge of BPMN, swimlane diagrams, SIPOC, root-cause analysis, and current-state analysis.
• Ability to organize complex information and translate it into clear process documentation.
• Experience maintaining a process catalog, process repository, or documentation library preferred.
• CRM and CPQ Knowledge
• Working knowledge of enterprise CRM platforms; Salesforce experience highly desirable.
• CPQ experience strongly preferred.
• Understanding of opportunity management, quoting, pricing, discounting, approvals, and Quote-to-Order processes.
• Experience with Signavio, Visio, Lucidchart, or comparable process-mapping tools.
• Analytical and Collaboration Skills
• Strong analytical and structured problem-solving skills.
• Excellent facilitation, written communication, and interpersonal skills.
• Ability to work effectively across Sales, Sales Operations, Finance, Channel Operations, Product, and technology teams.
• Strong attention to detail and organizational skills.
• Ability to manage multiple process-documentation and analysis activities independently.

Experience

• 5+ years of experience in business process analysis, Sales Operations, Revenue Operations, operational excellence, business analysis, or a related discipline.
• Bachelor's degree required.
• Hands-on Sales Operations or Revenue Operations experience strongly preferred.
• Strong understanding of sales and commercial processes, with Quote-to-Order experience highly desirable.
• Experience conducting process discovery, facilitating workshops, and documenting cross-functional processes.
• Experience supporting CRM, CPQ, business-process, or digital-transformation initiatives.
• Experience in technology, hardware, SaaS, subscription, or partner/channel environments preferred.