Eshak Desai
Pune
Summary
A highly motivated Quote to Cash professional with over 12 years of experience, I specialize in optimizing the sales order lifecycle to drive efficiency and growth. My expertise in managing complex deals while ensuring strong SOX compliance, including participation in internal and external audits, has consistently supported operational integrity. I collaborate closely with cross-functional teams (Dealdesk, order management, invoicing & billing, revenue operations,Tax, Legal) to ensure alignment with business requirements.
Overview
13
13
years of professional experience
Work History
Team Leader- Billing & Invoicing
Crowdstrike India Pvt Ltd
Pune
06.2024 - Current
- Directed a team responsible for sales order validation and invoicing, ensuring high levels of accuracy, efficiency, and compliance with SOX standards.
- Led monthly one-on-one meetings and quarterly performance reviews, aligning team goals with organizational objectives, and fostering continuous development.
- Actively contributed to performance cycles, appraisals, and recruitment efforts, ensuring the selection and growth of top-tier talent.
- Managed the end-to-end process for sales orders and invoices, promptly addressing client inquiries, and resolving issues via a ticketing system.
- Supervised credit and rebills processes, effectively identifying and resolving billing discrepancies to ensure accuracy in financial reporting.
- Streamlining the sales order process for orders under $75K, and automating installment billing, saves 100-120 hours per month.
- Led the automation of sales order approvals through Slack, significantly reducing approval time, and enhancing operational efficiency.
- Orchestrated the migration from Snow to Salesforce, improving communication, workflow, and overall system efficiency.
- Managed the monthly financial closing process, ensuring accurate posting of month-end information, and proper financial tracking.
- Supervised internal and external audits, ensuring compliance, and maintaining high standards of operational integrity.
Supervisor Sales Operation
Salesforce India Pvt Ltd
Hyderabad
04.2022 - 06.2024
- Managed the sales operations process to support sales team, assisting them throughout the deal cycle, setting up quotes, ensuring timely order bookings, and addressing queries related to deal structure, invoicing, and billing. Additionally, I led a team responsible for various quote reviews and opportunity closures, ensuring efficiency and accuracy while implementing controls to meet SOX compliance standards.
- Played a key role in driving process improvements and automation initiatives, enhancing the efficiency and effectiveness of overall quote review and booking operations.
- Closely monitoring data and working with internal teams as it relates to opportunities, leads, and won/lost deals; worked closely with Legal, Contract Managers, Sales, and Deal Managers to execute deals and provide timely assistance.
- Regularly assessed team performance to ensure alignment with KPIs and the V2MOM framework used within Salesforce. Provided continuous guidance and feedback to support team members in meeting KPIs and driving success.
- Played a pivotal role in the growth of the India SMB business by focusing on both service quality and operational efficiency, identifying areas for improvement, and implementing strategies that contributed to the expansion.
- Participated in the hiring process to expand the India team, and conducted regular performance reviews (both quarterly for the team and monthly, one-on-one meetings).
- Additionally, I owned the yearly performance appraisal discussions and participated in budget and compensation discussions with senior leadership.
Senior Sales Operation Analyst
Salesforce India Pvt Ltd
Hyderabad
12.2019 - 04.2022
- Improved deal approval process, and enhancing sales productivity, and customer satisfaction.
- Ensured all order bookings are done in accordance with SOX compliance.
- Setting payment terms, implementing collection strategies, and resolving payment discrepancies.
- Creating and issuing accurate invoices based on sales orders and deliveries for manual orders only.
- Identifying opportunities to streamline the O2C process, and improve efficiency.
- Work with revenue recognition, legal, approvers, and sales on complex deals.
- Partnering with sales teams to address customer inquiries related to contracts, quotes, license transfers, renewals, invoicing, and billing.
- Working on different sales operations, order booking-related assignments, and escalations.
- Providing floor support to the new joiners, closely monitoring data as it relates to order booking, opportunities, leads, and won/lost deals; worked closely with legal, contract managers, sales, and deal managers to execute deals.
Global Support Specialist- Order Management
Symantec Software India Pvt Ltd.
Pune
10.2016 - 12.2019
- Direct day to day operations related to order bookings within a real-time, fast-paced sales environment with a concentration on increasing productivity and efficiency levels
- Expertise in creating and managing sales orders with accurate pricing, discounts, and taxes
- Recognized as Subject Matter Expert in regards to the order to cash process, ensured orders were processed in a timely manner, and successfully identified SKU/pricing discrepancies
- Created training materials and communications for internal teams and resolving order processing and invoicing/credit issues
- POC for escalation issues for both internal and external stakeholders and providing support in the month-end and quarter end closing
- Resolving order processing and invoicing/credit issues
- Work closely with Distributors, Direct Resellers, partners and hand hold multi-million dollar direct deals from start to finish
- Collaborating with O2C teams i.e
- Sales ops, Quote desk team, Provisioning team and Cash collection team for smoother end to end processing
- Applications used: Oracle R12 aND 11i, handling projects for O2C operations, helped team drafting UAT, End to end test case creation for R12 migration to ensure all possible go-live scenarios are tracked and tested thoroughly
- Participated in UAT and called out defects/risk with project team
Senior Executive- Travel and Expense
Vodafone Finance Shared Services
Pune
05.2015 - 06.2016
- Auditing expense claims submitted by employees on EVO portal
- Highlighting suspicious claims to respective local markets
- Posting Claims to FI system for payments
- Processing Manual Payment Requisition Forms for employees not on EVO portal
- Resolving queries raised by employees
- Rectification of erroneous claims stuck in the FI system
- Error handling on behalf of employees to solve any technical issue while raising expense claims on the portal
- VAT check /Sample audit
- Monitoring control checks to avoid frauds
- Handling escalation mails from employees or local markets for expense claims
Senior Account Executive- Deal Desk
Infests BPO Ltd
Pune
02.2012 - 03.2015
- Support and manages fulfillment of new service requests (inquiries & orders) through simple channels in coordination with product and service delivery and Senior Specialist
- Enters standard and more complex orders requiring advanced process and system knowledge, escalates issues as required
- Files customer order documentation (records) managing increased complexity and variety of documents appropriately
- Confirms order status to standard customer inquiries
- Proactively monitors open order status and alerts
- Point of contact for standard external customers to standard customer service requests to deliver order management solutions via emails
- Develops and applies increased product and business knowledge to deal with a broader range of customer orders
- Proactively monitors and follows up on open order status and alerts as appropriate
- Monitors the resolution process to ensure other functions follow through on requests
- Identifies and makes requests to change and maintain customer, material and transactional master data in close collaboration with the Customer Service Master Data Specialist as they are identified during order processing
Education
B.COM -
A.S. Patil College of Commerce
Bijapur, Karnataka09.2009
Skills
Order to Cash: Order Processing, Sales Order Management, Credit Analysis, Invoicing, Financial Reporting, Process Improvement, Automation Expertise, Cross-functional Collaboration, Understanding of SOX controls, data analysis
Sales operations: sales process and strategy, CRM expertise, data analysis and reporting, forecasting and pipeline management, sales compensation, opportunity closure, ACV calculation, territory management, quote review, and approvals
Timeline
Team Leader- Billing & Invoicing
Crowdstrike India Pvt Ltd
06.2024 - Current
Supervisor Sales Operation
Salesforce India Pvt Ltd
04.2022 - 06.2024
Senior Sales Operation Analyst
Salesforce India Pvt Ltd
12.2019 - 04.2022
Global Support Specialist- Order Management
Symantec Software India Pvt Ltd.
10.2016 - 12.2019
Senior Executive- Travel and Expense
Vodafone Finance Shared Services
05.2015 - 06.2016
Senior Account Executive- Deal Desk
Infests BPO Ltd
02.2012 - 03.2015
B.COM -
A.S. Patil College of Commerce
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