San Francisco Bay Area
Trusted Business Partner with more than 20 years of key experience achieving financial and operational goals in the fast-paced technology industry. Demonstrated success in sales and business operation, holding teams accountable to reach organizational goals and deadlines through influence and collaboration. A strategic partner to global sales, finance, and business operation teams. A problem solver accustomed to work with diverse global teams across multiple functions.
Supported the Americas, Europe Enterprises & top 5 accounts of Tata's Global Sales Group. Handled all aspects of region quota planning, calculated the equitable assignments of sales force quotas to ensure optimization of quota allocation to all sales resources. Managed monthly sales and revenue forecasting models. End to end ownership of KPIs to help teams manage performance and create financial efficiency and rigor. Developed models to effectively track operational performance. Delivered insights and recommendations for decision making. Led and coached a team of 5 members to provide Best in Class support to global sales organization. Supported 150+ sales professionals in Americas & Europe.
Provided oversight of global sales operations and FP&A for fast growing NextGen business unit of Tata Communications. Developed and managed global sales forecasting, planning, reporting & analytics to deliver predictable and actionable sales intelligence to executive leadership team. Optimized and scaled key business operations to enable internal and external proficiency to meet the rapid growth of business unit. Provided input in the design and administration of sales incentive compensation program to ensure focus on profitable growth. Supported 30+sales professionals in Americas, Europe, APAC and India.
Created regular and ad hoc reports to increase sales volume and drive monthly and quarterly business reviews. Provided analytics for sales initiatives and programs tracking. Produced KPI to track sales, expenses, revenue objectives and variance analysis. Executed sales plans and tracked sales performance to develop best practices and improve effectiveness. Managed all sales applications – Salesforce, Sales and Revenue reporting tools and Callidus. Supported 40+ sales reps in driving $163M+ in annual bookings and $560M+ in annual revenue.
Tasked by the Financial Services West Region Managing Director to develop and execute standardized sales performance reporting and analysis with the goal of making decision on booking quota, revenue plan, sales forecasting, headcount planning/allocation. Recommended improvements to the sales process (SFDC management), sales compensation plan management, territory planning/management. Supported 15 reps to deliver $40M+ in annual bookings, $150M in annual revenue plan.
Produced monthly executive reports/dashboards to provide focus and visibility to forecasting, performance KPIs and process improvement. Drove branch to HQ financial deliverables. Responsible for setting and delivering of annual budgets ($156M), monthly sales forecasts and bookings, variance analysis and reporting. Provided day to day operational and financial support to regional sales VP and 30 sales professionals in the area of quota setting, revenue planning, funnel management, forecasting, order tracking and compensation. Collaborated across business functions and regions to achieve sales objectives. Managed and reviewed commission issues raised by field sales professionals.