Sales Operations Manager

Marketing * Strategy * Sales Operations

Disciplined, analytical and results driven professional with ample experience and cross functional exposure within sales, marketing, strategy, operations & analytics

Summary of Career Achievements

• Revenue and Operations: Enabler of day-to-day operations of important functions like sales, delivery, HR and Finance, thus driving Patni Americas to achieve and exceed its annual revenue and margin goals for 2010

• Restructuring: Core member of the Patni Americas restructuring team and single point of contact for all analytical, strategic, research and operational analysis and summarization. This lead to an organizational P&L increase by 25%.

• Recognized for Contribution: Awarded the “Valuable Contribution Award” for driving the annual revenue budgeting and quota allocations for 2010 in a record time.

• Sales Achievement: Achieved growth of more than 100% in the sales bookings at Flowserve by focusing on the State

run nuclear power corporation and delivering business value.

PATNI COMPUTER SYSTEMS (NYSE: PTI), Cambridge, MA 2007–Present

Global provider of IT services and business solutions, servicing over 2000 clients in all industries, including financial services and telecom. Over 30 worldwide offices, 16,000 employees and $700M annual sales.

iGATE Patni, New Jersey, USA May 2011 to Present

Manager – Business Development

End to end responsibility for acquiring and developing new logos with a focus on Manufacturing, Retail and Distribution industries. Lead the sales cycle from market assessment, intelligence gathering, lead generation, qualification etc to closure and account management to a level of maturity.

Patni Americas Inc., Boston, USA April 2010 to May 2011 Manager – Office of the President, Patni Americas Inc.

Recruited by Patni Americas’ new president to lead his office. Americas Region – the source of 80% of Patni’s worldwide business – and reverse a four-year trend of declining revenues.

Management Challenges

Sales had been in decline for previous four years. The new president required assistance in planning, cultural issues, business analysis, decision support and interfacing within the organization to provide alternative views.

Actions

• Americas Business Planning: Interface with Americas Leadership members on strategic planning, budgeting, forecasting, sales pipeline review, feasibility studies for probable M&A

• Business Analysis: Perform necessary analysis, segmentation and forecasting for building the regional Go-To-Market strategy and operational plans

• Decision Making: Supervise the President’s MIS requirements and work with other functions in getting timely reports

• Corporate Relations: Interface with all levels of Management and Senior Executives across different regions and handle queries, concerns from all stakeholders and other external agencies.

• Overall Administrative support to President: Prioritizing conflicting needs; handling sensitive and confidential information.

Highlights and Results

• As the manager of the Patni Americas Regional President’s office ran day-to-day operations of major functions, thus driving the region to achieve and exceed its annual revenue and margin goals for 2010.

• Key contributor to the Regions restructuring which led to a 25% increase in the region’s P&L.

Patni Computer Systems Ltd., Mumbai, India March 2008- April 2010 Assistant Manager – Sales Operations

Management Challenges

Changes in top management and restructuring led to recognition and the need for enhanced sales performance management and business reporting processes, essential for accelerating the organizational growth. Sales Operations as a separate function was inducted and a team identified to streamline the varied processes.

Actions

• Organization Revenue Budgeting – Collaborate with the business leaders to drive and arrive to a consensus on the revenue

• Functional Cost Budgeting for Sales & Marketing – Collaborating with the regional marketing heads to set the global functional cost budget plans.

• ‘C’ Level Reporting – Work with corporate MIS, Finance and delivery operations functions on defining and presenting the ‘C’ level analytics and regular dashboard requirements.

• Sales Review calendar Management & sales process optimization

• Sales quota allocation, management and compensation – Allocating sales territory and quotas and identifying suitable incentive plans for execution.

• Sales Forecasting & Pipeline Funnel Management through CRM tool

• Sales performance Analytics & Training – Monitoring sales productivity & effectiveness and identifying sales training needs

Highlights and Results

• “Sales Operations” got established as a credible function and a single point of contact to the global sales force for the operational issues and to the senior management for strategic sales management and business planning

Patni Computer Systems Ltd., Mumbai, India May 2007 -March 2008 Assistant Manager – Corporate Marketing

• Strategic marketing through Accounts Research & profiling - For Account Based marketing and cross selling opportunities

• Customer Risk Evaluation Framework - Building a framework for customer risk evaluation as a part of Enterprise Risk Management

• Pre-sales support through proposal response management, secondary research, client presentations and pitches.

• Brand Management through collateral development –case studies, flyers and brochures

• Campaigns Management & Events planning

FLOWSERVE, India 2001–2005

With more than 15,000 employees in more than 50 countries, Flowserve is the recognized world leader in supplying pumps, valves, seals, automation, and services to the power, oil, gas, chemical industries.

Flowserve Sanmar Ltd., Mumbai, India Aug 2001 - June 2005 Senior Engineer Sales

Business Development & Key accounts management, Technical evaluations and recommendations, Proposals & Commercial Negotiations, New Business development, New product sales, Payment Collections, Trouble shooting

Highlights and Results

• Achieved growth of more than 100% in the sales bookings at Flowserve for 2004-05 and established the base for a solid relationship with a state run nuclear power corporation.

ACADEMIA

Master of Business Administration (MBA) – Marketing and Systems March 2007 T.A Pai Management Institute (TAPMI), Manipal, Karnataka, India

B.Tech in Mechanical Engineering June 2001 Regional Engineering College, Kurukshetra, Haryana, India

AWARDS & ACTIVITIES

• Patni’s “Valuable Contribution Award” for the leadership and resolve shown in completing the annual revenue budget finalization and sales quota allocation within the stipulated tight schedule

• Part of the Bronze medal winning Team in District level Quiz championship

• Editor of ‘Wall-Talk’ magazine for Mech-Soc, the Mechanical Engineering student’s society at REC Kurukshetra.

WORK AUTHORIZATION

I am a green card holder and authorized to work for any employer in United States of America.

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