Sales Manager

Murali Barathi

Phone: 510-***-****(M)

Email: *******.******@*****.***

Professional Synopsis

15+ years of experience in Project Management, Process Re-Engineering, Business Transformation, Change Management, Product/Solution Development and IT System Implementations.

Demonstrated expertise in implementing Machine Learning, Sales Force CRM, Salesforce Cloud Collaboration Community, SPM, Data Migration, ERP, Master Data Management (MDM), Business Intelligence, AR/VR, and Enterprise Business Applications solutions.

Have a knack for identifying talent and build teams ground up.

Have a good grasp of CPQ and SPM processes

Proven ability to re-engineer and simplify business processes, manage stakeholder expectations and reconcile conflicting interests.

Conversant with Agile and Waterfall methodologies

Experienced in leading offshore and extended teams

Experience

Project Manager at Kaleidozone, September 2015 – Till date

Responsibilities & Achievements

Implemented Salesforce Collaborative Community for Franchisee Partners - An internal community that brings franchisees and operations team together to manage every step of the store launch, from location scouting to opening day.

oDeveloped product vision concepts and presented use cases to all levels of stakeholders and effectively won buy-in for the value proposition.

oPlanned and documented project phases, scope, risks, budget and project plan

oFacilitated workshops to identify personas, flow diagrams, conceptual mock-ups, information architecture models, journey maps, interactive wireframes/prototypes.

oDrafted BRD and workflows

oEstablished ROT principles, mapping rules and migrated content, user profiles, activity and files from legacy system

oWalked the stakeholders through user acceptance testing, and sign off for all configuration, custom development, and content migration. Lead training and transitioned to operations successfully.

oCreated and executed gamification plan to increase community adoption

Salesforce Data Migration Lead

oLead an 8-member team constituted of Architect, SMEs, ETL engineers, QA and Data Visualizer

oDeveloped data migration strategy and plan that included

Migration infrastructure architecture and selection of migration tools

Data cleansing, deduping, enriching and transformations

Test plan and quality metrics

Cutover

oCoordinated with Reporting Track and provided quality data on timely basis throughout the project

oCollaborated with change management team and change agents to familiarize users with new data elements and underlying transformations

oRan multiple test runs and seamlessly migrated to production

Machine Learning project to develop a claim denial prevention tool – This initiative was for a Healthcare company. The objective was to develop a decision support tool for claims processing representatives.

oManaged this ML initiative from business discovery, revenue cycle and patient data acquisition, modelling through deployment.

oPartnered with Data Scientists, ML engineers, ETL engineers and SMEs and delivered the solution successfully.

Callidus Sales Compensation implementation

oLead a team of functional and 10+ offshore project team members

oCentralized and implemented Callidus solution for calculation of incentive plans for sales force producing savings in over payment and manual recalculation over 3 million annually

oWorked with Callidus vendor team who was responsible for the development and configuration of the tool

oCreated and update an integrated project plan that includes vendor plan, integration and functional plan

oPlanned and follow end to end test cycles with validation lead

oEnsure all testing issues where closed before moving to the next phase

oCreated and communicate RACI with roles and responsibilities

oFollowed up on functional specifications to be documented, reviewed by the technical and functional team

oFollowed up on creation of technical specifications from the vendor

oManaged the vendor and track vendor SOW and deliverables

oTracked budget and communicate financial status among the stakeholders

oIdentified and managed risks and issues and escalation process

oPrepared a communication plan which involved meeting cadence, weekly status presentation and bi-weekly status and financial presentation to the steering committee

oManaged successful go-live and production support for the project warranty period

Website Revamp Project

oEstablished theme, sitemap, branding guidelines and visual elements

oLed cross-functional teams across departments (UX, content strategy, creative and product) for website development

oCollaborated with product and marketing teams to effectively drive projects from concept to launch

oOversaw Search Engine Optimization (SEO) strategy and execution, working with SEO vendor and coordinating recommendations with web development team

oManaged digital marketing campaigns and funneled leads to CRM system

oLead the process to develop and prioritise monthly release plans.

Mobile Application Integration Project

oFacilitated workshops to evaluate Booking and POS applications and identified the products with best fit

oNegotiated with the SaaS vendors and optimized lifecycle costs

oDefined and prioritized feature list

oLed technical team to enhance the app features and integrate with core VR products.

oMonitored usage issues and improved user adoption

Product Manager, Kaleidozone, September 2013 – August 2015

Virtual Reality Content Development – VR contents were developed primarily for training and entertainment needs.

oLaunched 16 market ready products on time and budget.

oDefined a “10 commandments framework” to manage ideas to product cycle.

oCollaborated with channel partners and internal stakeholders and developed product road map.

oDrafted PRDs, prioritized features and managed backlog

oSynthesized market research insights and helped the team benchmark on capability, cost and engineering complexity.

oIdentified and nurtured 3rd party vendors for co-development.

oCollaborated with UX design experts to integrate HW and SW components for seamless customer experience.

oProvided source information and collaterals for product marketing, sales and customer support teams.

oPartnered with Marketing team for GTM campaigns and successfully commercialized the products on time.

Digital Business Transformation Consultant NetApp, September 2007 – February 2013

Responsibilities & Achievements

Data Management and Business Intelligence

oManaged data migration track for Salesforce.com implementation project. Defined migration scope, business rules and methodology, architected migration infrastructure, built migration team from the ground up, defined quality metrics and successfully migrated data.

oImplemented customer data optimization program for the enterprise. Managed the initiative right from discovery phase through MDM implementation. Established processes and policies, constituted data management team, established systems of record, designed customer data architecture, cleaned up data, implemented ERP and BI system changes, trained companywide staff and transitioned the MDM solution to operations team.

oSuccessfully transitioned Vantive based BI system to SAP CRM based BI system of 1200 users. Key benefits include (1) Improved data quality (2) Standardization of reports (3) Business empowerment with reliable and actionable intelligence.

Business Transformation

oImproved support case deflection by 400%. This was achieved by revamping customer portal and implementing Content Management System, Knowledge Management and Search tools. Steered the program right from developing business case through successful implementation over 13 months timeframe.

oRe-engineered install base operations to improve Aftermarket Revenue. This was a multifunctional 18 months initiative involving Install Base operations, IT, Sales, Channel Partners and Sales Operations. Accomplishments include timely business intelligence on renewal, upsell/cross sell opportunities, changes to incentive compensation structure, training and change management to effect changes among channel partners and sales team.

oImplemented Project Accounting system for professional services organization.

Senior Business Systems Manager, Openwave Systems, May 2003- August 2007

Responsibilities & Achievements

Managed Professional Services Re-engineering project. Established governance and stewardship of PS data across the systems. Integrated order management, project accounting, procurement and accounts payables systems and processes to improve efficiency and scale. Key benefits realized:

(1) Improvement in resource utilization (2) Reduction in backlog (3) Improved project margins (4) GAAP compliant revenue recognition.

Planned data strategy and managed projects to implement best of breed Business Intelligence solutions that provided metrics pertaining to bookings, billings, backlog, revenue, deferred revenue, unbilled receivables, PS operations metrics, and corporate financials. Established BI road map for the company and aligned project initiatives with the roadmap.

Implemented reporting solutions for sales organization. This solution provided sales pipeline and sales performance metrics.

Implemented SOX compliance project and won Superstar award for the contributions.

Led Procurement to Pay track for through multiple waves of Oracle e-business suite implementation projects.

Managed support team for Oracle and Softrax (Revenue & Billing management system).

Educational Qualifications

Masters in international Relations from Fletchers School of Law and Diplomacy, Tufts University.

Bachelor’s Degree in Engineering (B.E Mech.)

AI Product Manager Certificate

Technical Skills

Business Intelligence tools - Cognos, SQL, Informatica ETL, Hyperion, Python

CRM/ERP - Oracle eBusiness suite, Salesforce, Apptivo, Callidus

Process Modelling Tools – Visio

Business Analysis – Requirements JAD sessions, MVP definitions, API documentation

Project Management and Knowledge Management – Microsoft Project, SharePoint, Jira

Other Tools & Technology – Unity 3D, AR, VR, 3D Asset Development, Mobile App Development

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