Jun 2022 – May 2023 · 11 mos · Bengaluru, Karnataka, India

• Partner with Marketing, Sales, and Customer Success leaders to help drive, Report, and understand revenue attribution. This includes establishing processes to measure and improve sales & marketing efficiency and automation to help drive growth.
• Overseeing the collection, analysis, and reporting of data, overseeing and leading teams to achieve business goals, and managing the development and execution of operational procedures.
• Implement best-in-class analytics that provide insight across all channels, campaigns, and activities. Define and work with your team to build reporting and dashboards for marketing, sales, and customer success
• Build and maintain CloudSEK's sales and marketing stack and related budgets for both. Own relationships with sales and marketing technology vendors
• Own our end-to-end lead flow and lead management process, ensuring quality leads are tracked properly and passed to sales with the full context and clarity required for successful hand-off and follow-up
• Build and establish business processes to deliver cross-functional business objectives while maximizing predictability, efficiency, and funnel performance
• Analyze marketing campaign results and suggest ways to optimize engagement, lead quality, conversion rates, and the effectiveness of marketing spend
• Build and maintain CloudSek Hubspot implementation. Own and optimize workflows and campaigns. Ensure that data sync between all sales and marketing.
• systems utilize best practices. Grow and improve the quality of CloudSek database of marketable contacts and accounts
• Develop lead and account-based scoring algorithms to ensure that our highest quality sales opportunities are identified for our sales team
• Attract, coach, develop a high-performing team

Mar 2022 – Jun 2022 · 3 mos · Bengaluru

• Leading and managing a multicultural team across India & Asia
• Part of weekly & monthly Cadence with regions on performance vs commits
• Responsible for all Sales Target deployments
• Preparation of weekly & monthly reviews for regional reviews,Designing of dashboards/monitoring mechanisms for KPIs, Support region for all Sell Thru reporting, etc
• Help drive cadence within the region on all key topics
• Lead and manage a multi-cultural team
• Set OKRs and individual development plans for team members
• Plan for additional capacity and hiring to support the business requirements as needed
• Host & drive the business cadence meeting to monitor and drive the performance of the sales
• Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in opportunity/pipeline management (through sales CRM)
• Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales team. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed
• Conduct business analysis and provide decision support for the management team
• Ensuring the region is on top of issues by proactively providing management reports/decks for weekly and monthly reviews

May 2019 – Mar 2022 · 2 yrs 10 mos · Bengaluru Area, India

• Work closely with regional Sales Leader in managing a high-performance sales organization
• Lead Sales forecasting and pipeline cadence for the region. Ensure day-to-day pipeline discipline
• and management, sales process execution and adherence to sales policies, identify problems,
• recommend/ take corrective action and communicate performance results.
• Ensure accurate effective sales reporting, performance monitoring, high quality SFDC data,
• Dashboards & Productivity Indicators, metric analysis, sales recognition, and sales operations support
• activities.
• Manage planning and sales coverage process across all Sales functions and departments to
• ensure the sales territories and compensation are set up effectively
• Launch, manage and complete the implementation of strategic initiatives that enable bookings
• growth and improve company profitability and efficiency
• Plan and execute the tactical elements of Sales processes to develop best practices and
• continuously improve effectiveness: sales model/processes/methodologies, competencies, productivity
• metrics, quota planning, compensation plan design, coverage model, territory design, lead generation
• management, departmental communications
• Work closely and interlock with the extended internal or external cross functional teams.
• Manage and drive local regional projects / programs with the India Sales Leaders.

May 2018 – May 2019 · 1 yr · Bengaluru Area, India

• Create and maintain a high priority pipeline and forecast that tracks strategic and tactical SI
• revenue opportunities. On a periodic and formal basis, reports financial results and business
• initiative progress to the sales and SI leadership team.
• Create SDF (Sales Development funds) contract to the partners along with the addendums and
• milestones.
• Develop a next-generation GSI business strategy which covers short, medium and long-term
• durations. The strategy will include: prioritizing strategic solutions for key industry business
• verticals, building a catalogue of solutions for the GSI to take to market, driving/managing field
• engagement with the partner teams, aligning top executives and managing an active pipleline
• necessary to exceed assigned quota.
• Building a strategy for “Sell To”, “Sell Through” or “Sell With” approaches to the business that
• include both CAPEX and OPEX (consumption) sales models.
• Handling Infosys Partner from Account Management Perspective, to work on requirement
• Quotes and discounting and work with solution architect for the RFP’s.

Jul 2017 – May 2018 · 10 mos · Bengaluru Area, India

• Sales Pipeline and Opportunity Management and opportunity closure acceleration, Budgeting
• and Business Planning.
• Sales force Enablement and Productivity improvement – drive process improvement and
• optimization initiatives, Prepare and deliver Quarterly business Reviews
• Sales process support (orders, escalations, and resources), Sales reports and analysis (budget,
• results, etc.), Sales Compensation Plan Implementation and Quota allocation.
• Revenue recognition support (reporting, etc.); and other general operations management
• activities
• Orchestrate and facilitate the weekly forecast review with the Sales Management team as well
• as other required business reviews.
• Ensure availability and provision of relevant revenue, pipeline and forecast reports and
• dashboards to sales management from SFDC and other sales tools.
• Assist sales leaders with the preparation for monthly and quarterly reviews. Ensure they fully
• understand the content and provide guidance and orientation by identifying key points of
• attention. Support the effective use of our corporate CRM to raise salesforce productivity and
• compliance with maintenance standards is within targets
• Work with different team to get the projects going with all the details required.
• Support the sub region sales leaders with yearly planning (blueprint, account segmentation
• etc) across the sub region and the next year’s Fast Start activities and compliance, Sales
• initiatives (program creation, set up, follow through)
• Represent Channel Operations in all meetings regarding third partner applications and
• development o Responsible for planning, directing, and coordinating a Channel Operations
• team to meet the Primary Responsibilities of the group, Manager MDF and BDF Funds for the
• right activities and events.

Dec 2014 – Jun 2017 · 2 yrs 6 mos · Bangalore

• Sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitoring and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm. Run Weekly Commit call for all Verticals to forecast for Country numbers.
• Sales pipeline analysis, forecasting support, providing regular and quarterly reports/presentations, etc., as needed.
• Partner Interlocks for Funnel discussion and the orders. Team with channel partners to build pipeline and close deals, Perform effective POC and demos to prospects.
• Proactively assessing, clarifying, and validating partner needs on an ongoing basis, recruiting new qualifying partners.
• Managing potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Organize training delivery to sales, sales management, and sales support personnel in the sales organization supported.
• Provide input to senior leadership in the development of sales incentive compensation programs.
• Follow with Sales Team for Order and following with partners for orders. To strictly following the compliance, ensure no loop holes, to understand end customer pricing and refer all the previous transactions
• Make Presentation for QBR and Reviews for Sales Director, Ensure reporting, data integrity, and accuracy.
• Lead Generation and Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails,Understand customer needs and requirements
• Route qualified opportunities to the appropriate sales executives for further development and closure, close sales and achieve quarterly quotas
• Research accounts, identify key players and generate interest Maintain and expand your database of prospects within your assigned territory

Dec 2010 – Nov 2014 · 3 yrs 11 mos · Bangalore

• To send Booking and revenue forecast, Funnel Management Commit, Upside and Pipeline in SFDC.
• Margin analysis for pricing approvals. Negotiation with Account Managers to work on lesser discounts, Work with Product team to know if there are any discount programs and ask Account Managers to insert appropriate Programs, Work with RSL’s and ASL’s for approvals with proper justifications.
• Closely work with partners for Funnel discussion and Closures on weekly basis.
• Follow up with Sales Team for Order and following with partners for orders. To strictly following the compliance, ensure no loop holes between partners and Avaya, to understand end customer pricing and refer all the previous transactions.
• Assisting in the execution of business analysis, generation of period reports and management summaries, and the information management of the supporting data.
• Co-ordinate for Delivery for end customer. Organize and maintain data files which are current and historic for business and trend analysis, participating in cross-functional efforts where new and innovative ways of business analysis are to be developed
• Organizing regular reviews including Weekly Commit call, QBR with management and Sales teams, work closely with sales team members for daily and weekly update of opportunities and sales forecast, Work with Marketing Team for EDM’s and Road shows.
• Preparation of PPT’s for review for Sales Director. Order booking and the Compensation paid for Sales rep and if the sales credit is gone to the right person.

Aug 2010 – Dec 2010 · 4 mos · Bangalore

• Collect, Analyze, evaluate and report data in order to increase Sales productivity, collect sales records & trends and evaluate performance measured against sales Quota.
• Analyze sales and performance records, interpret results of overall sales, recommend promotion or change of personnel in under-productive departments, assist management in developing and reviewing the sales budget and rolling forecast including sales to budget variance analysis.
• Analyze line of business operations to determine profitability and to establish a base line for action and operational changes.
• Develops models and reporting structures that identify cost (By function, process, fixed, variable) Per Unit and identify a base line for action.
• Consolidate the sales reporting and the sales forecast to the senior management, Analyze result and set up reports containing ideas and general guidance.
• Generate reports for Sales, marketing, pricing, and business planning and product management. Provide customized reporting and recommendations in support of ongoing business decisions or initiatives.
• To check on the Order booking and the Compensation paid for Sales rep and if the sales credit is gone to the right person.

Nov 2009 – Aug 2010 · 9 mos · Bangalore

• Sales Co-ordination Prequalification Documents-collecting the Data from various departments and submitting the documents to Sales persons. Co-ordinating for DD’s & BG” s for Tender submission.
• Processing orders- Coordinate with Sales for New orders booking the order on ERP.
• Follow up with procurement in getting the material, if not available in stocks.
• To interact with account for Invoicing to make Proposals and Proforma Invoice in absence of Sales Rep, to coordinate with Stores/Warehouse for arranging dispatches.
• Interaction with vendors on critical situations follow up for PO’s.
• Maintaining, preparation and submission of reports to distributors.
• To send Booking and revenue forecast.
• Preparation and submission of Weekly/Monthly Business Report.
• To Collect the data from all the Verticals in Tyco ADT team consolidate and submit the report of Booking & Revenue with the graph of Growth and DIP to the Management
• Submission of reports and documents to Finance, marketing support during road shows, exhibitions. Coordination for the Marketing activities with Magazines for Art Work and Advertisement

Jul 2005 – Sep 2009 · 4 yrs 2 mos · Bangalore

• Handling new prospects cold calling, Need Analysis and Enterprise Existing Customers.
• Keep the Existing customer informs on the new packages and the Value added features. Using Pivotal CRM for Updation and reporting
• Demonstrating the Solution online, Trail Licenses and give the Proposal for the as per the requirement, E-Mail Campaign & Lead generation through Internet. Prospecting and qualifying the Lead. Calling the Potential customers and to get phone sign up's.
• Submitting complete weekly & monthly reports, handling Lead Generation and Qualification
• Lead Generation from different Sources. Mapping the Prospects.
• Finding different contacts in different depts.
• Increasing Usage, finding new Opportunities for Cross Sell and up sell.
• Finding New CP’s. (ID creation Follow up for WC and AC Users)
• Increasing the no of Id’s, taken ownership of the accounts.
• Giving Online Presentations and helping them to conduct conferences for Major Corporate Accounts
• Responsible to take chat online, People who come on the website and wants to chat with a Solution specialist would take them up. Proactive and Reactive chat.

Oct 2004 – Jun 2005 · 8 mos · Bangalore

• Handling all Dealers across the globe. Corresponding through E-Mail.
• Order Acceptance and co-ordinate with production department and dispatching the materials in time.
• Handling new enquires and sending samples for approval.
• Co-ordinating with Accounts department for LC follow up and the payment follow-ups.
• Sending the documents to the customer and keep them update on dispatch.
• Maintaining all the records of dispatch and show the comparison reports