Aatish Mehta
Sales | GTM Strategy | Program | Sales Operations | Sales Process Optimization | KAM & Revenue Growth | Pipeline Management| Forecasting & Budgetting| SFDC Expertise
Ghaziabad
Summary
Highly organized and detail-oriented team player proficient in managing multiple projects with precision. Certified Six Sigma Professional seeking roles in Sales, GTM Strategy, and Business Development within the IT, ITES, Consulting, and Healthcare industries.
Overview
15
15
years of professional experience
3
3
years of post-secondary education
1
1
Certification
Work History
Sales Process Manager (GTM)
Innovaccer Analytics Pvt Ltd
Noida
12.2021 - Current
- Developed and implemented sales strategies that increased the company's net pipeline value (NPV) by $75M, propelling it towards achieving the goal of $100M in contracted annual revenue (CARR)."
- Collaborated with DG and IS teams to craft compelling content and messaging focused on securing meetings , improving meeting generation by 20 %
- Analyzed sales data to identify trends and areas for improvement, resulting in a 13% increase in SAL to Opportunity creation ratio.
- Program managed & conducted interactions with expert network firms like GLG and Guidepoint to gather market intelligence on enterprise accounts, resulting in $750K contracted annual revenue (CARR)
- Fostered key stakeholder relationships, driving successful programs and marketing initiatives, resulting in $15M in new logo acquisitions and deal progressions.
- Collaborated with the Executive Leadership Team (ELT) and other departments to ensure GTM strategies were aligned with sales objectives, and created GTM metrics and KPIs to effectively measure and evaluate the success of these strategies."
- Conducted regular sales pipeline reviews , recalibrations and forecasting to identify risks and opportunities ensuring accurate sales projections, and inform GTM strategy decisions.
- Played a key role in migrating the entire company from Hubspot to SFDC, including admin-related activities and building/integrating new tools, resulting in a seamless transition and improved sales processes
- Implemented custom SFDC modules with the development team to streamline deal qualification, outreach management, and coverage, resulting in improved sales efficiency
- Responsible for managing end-to-end conferences , including creating processes for pre-conference, in-conference, and post-conference phases, measuring efficacy.
- Conceptualized and architected the in-house product 'Conference 360' on SFDC to track and report all conference-related activities seamlessly."
- Program managing ELT initiatives for Enterprise accounts, including KAM and close plan cadences.
Senior Account Manager
Provana LLC
Noida
12.2020 - 12.2021
- Managed a team of 3-4 Inside Sales Reps.
- Successfully closed deals amounting to $250K ARR. (New Logos)
- Identified key prospects in the ARM Industry (Lenders Market), drove sales through vertical-relevant consulting, and enabled SDRs to drive revenue growth across platforms & services.
- Led prospect meetings, engaged other corporate resources as required, and conducted demos to provide customized solutions to meet clients' requirements
- Monitored sales productivity and tracked results in the Lenders Vertical consistently.
- Reported on all aspects of the business to Executive Leadership team.
- Created and refined strategies and playbooks for new customer acquisitions (Creating Accounts Plans + Business use cases).
- Worked closely with Marketing team to curate sales artifacts and run campaigns to drive awareness and nurture prospects to build pipeline for the entire Lender's vertical.
- Ensured CRM hygiene and promoted reports and dashboards for regular audits and review activities.
- Liaised as a connection between the product and client teams to deliver customized solutions
- Collaborated with sales operations to build an efficient infrastructure for smooth sales team functioning, including lead generation, campaign design, and CRM mapping
- Refined and automated existing internal sales processes and cultivated an SOP-driven environment.
- Accountable for tracking all deals and pipelines for SDR and Inside Sales Reps.
Inside Sales Manager
Clinical Infotech / Nexus Clinical
Noida
11.2018 - 12.2020
- Worked as an Individual contributor as a healthcare Product/SaaS sales specialist for US Market
- Generated revenue amounting to over $500K
- Managed end-to-end sales cycle from lead generation to account management, ensuring successful deal closures.
- Conducting product demos to prospective customers and partners
- Converted sales leads into customers
- Managed training and transitioning needs for onboarded clients
- Devised and created unique workflows based on client-specific requirements
- Formulated and streamlined SOPs for the product/SaaS sales process to ensure successful repeatability and reproducibility.
- Managed all strategic partners and added new partners based on the strategic direction of the product and sales targets
- Managed partner agreements and relationships
- Coordinated creation of joint brochures, presentations, videos, and other promotional collaterals for the product with partners
- Facilitated implementation activities related to partners including account creation and onboarding
- Managed social media presence, social media campaigns, and email campaigns
- Provided sales and partner status reporting to the executive team
Assistant Manager - Training and Development
Long Run Software / Beno Software
Noida
08.2016 - 10.2018
- Responsible for managing & facilitating all learning requirements for all new hires (BDE & BDM)
- Partner and collaborate with various training vendors to organize and facilitate technical training
- Creating initial approach templates (value proposition) based on requirements
- Lead and coached the new hires till successful completion of OJT Phase (Sales only)
- Drive Sales Accepted Leads(SAL’s) for New hires during OJT Phase
- Researching & prospecting for new clients in US, Canada, Europe & APAC market
- Work with Business Development Managers to create customized solutions for client campaign’s
- Organize innovative sales training workshops for the B2B Sphere
- Created and implemented plan to harmonize, integrate and optimize skill-based training.
- Identified and purchased next-generation skills programs to be corporately delivered.
- Identified opportunities for process improvements and created best practices.
- Formalized coaching process and improved staff coaching skills.
- Conduct gap analysis to update existing learning literature • Organize functional workshops to improve capabilities
- Lead & participated in global organizational development to bring out best practices & standardization
Voice & Accent Trainer
Alacrity Ecommerce Solutions
Nagpur
12.2013 - 06.2016
- Managing Training and Quality vertical for Ecommerce Call Centre processes in India and Belize
- Leading a team of 3 ( 2 QA and 1 Process trainers)
- Inbound Sales conversion Rate improved from 58.4% to 67.80% by completion of a Six Sigma Green Belt Project
- Created a 100% High Achievers Club to support the positive customer experience. Based on feedback from employees and improving call monitoring with QA processes, the site increased customer satisfaction ratings from 82% to a consistent 92.1%
- Development of training programs and resources to successfully meet/service objectives at the organizational, business unit, team, and individual level through a consultative approach, support business units around service delivery
- Managing Performance Management Cycle and Career Progression scheme for Customer-facing employees within the Organization (both In-House and Outsourced employees)
- Liaise with various cross functions to identify appropriate training solutions, research, develop and implement in consultation with managers and other departmental heads
- Manage all client billable tasks within the scoped hours, pre-empt opportunities of scope change and keep all stakeholders involved
- Supervise trainers & quality analysts to ensure they meet performance standards
- Maintain an up to date knowledge base of all systems, products, and services to support and update knowledge sharing mechanism regularly
- Designed and Implemented an information-sharing mechanism for facilitating product location on the website
Training Specialist
Alpine Info Tech PVT LTD
Gurgaon
08.2009 - 09.2013
- Responsible for meeting all SLAs related to training of New Hire FTE.
- Drive adherence to all the processes defined as part of the training and Quality Measurement system
- Responsible for creation and Updating of Process Documentation, Maps & SOP, and training materials and modules
- Working closely with the quality department to identify root causes and deliver training solutions to the bottom quartile
- Creating performance outlines to track progress
- Listening to calls to gain customer experience view and VOC
- Conducting Gap analysis to update training modules
- Was awarded "Best Trainer" (2011 and 2012)
Technical Support Executive
Wipro BPO
New Delhi
06.2008 - 08.2009
- Was responsible for handling customers query and providing level 1 technical support for AOL broadband customers in the UK
- Was Awarded the Highest Quality Score for Oct 08
Education
B.Com (Hons) - Accounting And Business Management
Delhi University
Delhi, India 05.2005 - 07.2008
Skills
SaaS Sales
Accomplishments
- Six Sigma Green Belt (Indian Statistical Institute Delhi) - certificate no - gbisid/1910/011516
- T3 & Learning Evaluation Methods
- Pronunciation and Accent reduction - Paul Gruber
- Attended workshops on Social selling & Process excellence by App esteem
- Attended a Business Process Redesign workshop delivered by Professor Neogy at the Indian Statistical Institute.
Certification
Six Sigma Green Belt
Timeline
Sales Process Manager (GTM)
Innovaccer Analytics Pvt Ltd
12.2021 - Current
Senior Account Manager
Provana LLC
12.2020 - 12.2021
Inside Sales Manager
Clinical Infotech / Nexus Clinical
11.2018 - 12.2020
Assistant Manager - Training and Development
Long Run Software / Beno Software
08.2016 - 10.2018
Six Sigma Green Belt
06-2016
Voice & Accent Trainer
Alacrity Ecommerce Solutions
12.2013 - 06.2016
Training Specialist
Alpine Info Tech PVT LTD
08.2009 - 09.2013
Technical Support Executive
Wipro BPO
06.2008 - 08.2009
B.Com (Hons) - Accounting And Business Management
Delhi University
05.2005 - 07.2008
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