Feb 2021 – Dec 2023 · 2 yrs 10 mos · Bengaluru, Karnataka, India

• After working in Global Technology companies throughout my career, I wanted to explore the Startup world and share my experience and also add to my career learnings. I worked in the Startup ecosystem for close to 3 years contributing as a Global Enablement Leader building Enablement structures and foundations from ground zero.
• Director, Sales Enablement - Yellow.ai (February 2021 to June 2022)
• Built a revenue impacting enablement function. Set up the team from ground zero. Driving overall SDR, Field and Leadership enablement strategy and execution
• Key Highlights during my tenure were leading the Annual Sales Kick off, creation of sales learning programs to drive top of the funnel and pipeline, implementation of an LMS, creation of Online Curriculum, implementation of a sales methodology, establishing monthly sales new hire bootcamps, led as a facilitator for trainings, sales events and bootcamps, content management, cross functional collaboration to create GTM content, tribal knowledge sharing, execution of skills workshop to address competency gaps, continuous enablement for the field to enhance product know-how to support customer conversations, enablement budgeting and spend management.
• Senior Director, Revenue Enablement - Aviso.ai (June 2022 to March 2023)
• Set the foundation to build the Enablement function.
• Key highlights during my tenure included executing seller onboarding, continuous learning programs, product enablement and building an in-house content management system.
• Senior Director, Revenue Enablement - Hevo Data (April 2023 to December 2023)
• Established a structured approach to Sales Enablement
• Key Highlights during my tenure were redesigning and implementing CRM Sales Stages to align to the buyer’s journey, content management, implementation of Linkedin Sales Navigator to improve prospecting, weekly enablement, Mid-Year Sales Bootcamp, study of Mid-market wins to gain insights to sales motion to create mutual success plans, Ops Advisor.

Nov 2018 – Feb 2021 · 2 yrs 3 mos

• Collaborate with executive level stakeholders - Regional Senior Sales Leadership to understand business priorities and issues to solve from an Enablement standpoint
• Accountable to enable the seller to have the skills and knowledge to have meaningful customer conversations. Each Sales Enablement program I design focuses on solving a seller problem, delivering a learning solution and helping the seller to build pipeline.
• Drive Skill based competency programs and individual learning paths to up-skill the sales team
• Key Programs executed - Sales kick off, Sales Leader Bootcamps, Seller onboarding and quarterly sales workshops
• Metrics and data driven decision making to allocate budget and investment for Sales training
• Partnering with Product Marketing, technical teams, Instructional designers, Content development, Onboarding teams, Platforms & Systems teams and other cross functional teams is an important element of my role execution.

Jul 2015 – Oct 2018 · 3 yrs 3 mos

• Set up Deal desk teams from ground zero to support the Sales teams of EMEA and APJ. The team was productive in 3 months vs target of 6 months.
• Leader for two functions (1) an Advisory group of Deal Desk & Senior Deal Desk Analysts supporting Sales teams of AMER, EMEA & APJ. (2) Global ELA Deployments accounting.
• Accountable for quarter end execution
• Represented the Deal Desk function in weekly forecast calls by Sales Management.
• Mapped a career path for each individual in my team.
• Sales advocate & partner to internal functions such as Finance, Legal, Pricing, Product Management and Corporate operations to understand complex sales issues and collaborate to identify acceptable options to facilitate deal closures.
• Built systems experience by being involved in the CPQ pilot in Salesforce CRM and being part of other Global projects such as Install base clean up which aimed at making Deal support faster and accurate.

Jul 2014 – Jun 2015 · 11 mos

• • Only person based out of India to handle Global accounts due to the nature and complexity in structuring Global deals

Aug 2012 – Jun 2014 · 1 yr 10 mos

• Structured high $ value solution deals for the organization, primarily ELA - Enterprise License Agreements
• Covered Enterprise and Commercial Accounts
• Served as a trusted adviser to the sales organization on discounting, negotiations, approvals, pricing, product and business terms. Advise sales on objection handling techniques, contract options and value proposition to help drive deal closures.

Apr 2011 – Aug 2012 · 1 yr 4 mos · Bangalore, India

• Part of the Extended Sales account team handling all sales support and sales operations activities.
• Account portfolio covered Central Europe region which includes top accounts from the Automobile industry, Digital Media industry, Retail industry, Information technology industry and indirect/Channel deals through resellers.
• Gathered information on customer needs from Sales teams and leverage Akamai’s systems and policies to efficiently translate customer needs into valid orders/Sales proposals/contracts.
• Worked with appropriate internal functions such as Finance, Legal, Product Management, Account Support Managers, Solutions engineering team, Services teams to ensure successful close of a sales deal.
• Attended regularly scheduled sales meetings, forecast calls and address any questions or issues the teams are facing related to the Sales process.

Jun 2007 – Dec 2009 · 2 yrs 6 mos · Bangalore, India.

• Accountable for booking Operations and partnering with Sales to ensure no post-sale issues arise and revenue is recognized.
• Accounts processed included orders from Public business, Small & Medium business.
• The main responsibility is the management of process flow of an order between sales team, customer, project manager, collections & finance teams, factory, logistics & Distribution.