K.ANANTHA RAMAKRISHNA
Senior Manager
Bangalore
Summary
Accomplished sales leader with 24 years of experience driving revenue growth and optimizing sales processes. Proven expertise in developing and executing GTM strategies that resulted in a 20% increase in sales. Successfully managed annual sales portfolios exceeding $110M. Led and mentored inside sales teams of up to 19 professionals, fostering high performance and professional development. Exceptional skills in CRM management (Salesforce), sales operations, quota planning, and channel management. Expertise in managing R&B accounts, achieving significant ISG mix (20%) and margin delivery. Demonstrated ability to improve customer satisfaction, with a track record of delivering +35% Customer NPS. Proficient in data analysis, sales process optimization, and performance reporting. Experienced in managing sales support teams and facilitating the successful transition of critical business processes. Recognized with 'Partner Award & Spot Awards' for customer-centric contributions and 'Customer Delight'.
Professional business leader prepared for challenges of Senior Manager role. Combines deep understanding of business operations with commitment to driving team success and achieving significant results. Renowned for adaptability in dynamic environments and collaborative approach to problem-solving, leveraging keen analytical and decision-making skills.
Overview
24
24
years of professional experience
3
3
Languages
Work History
Sr. Manager Sales - Medium Business
Dell Technologies
06.2022 - Current
- Account planning, Territory management, Strategic leadership, Sales management, Market coverage and Customer satisfaction.
- Strategically manages an annual portfolio generating $110M+ in revenue.
- Leads a team of 16 Account Managers, overseeing territories within the medium business segment.
- Provides strategic direction and programmatic oversight for account planning, territory management, and sales management.
- Drives sales hygiene through lead conversion optimization, market coverage enhancement, and effective handling of returns.
- Manages R&B accounts to increase LOB depth and ISG mix to 20% to significantly contribute to margin delivery.
- Spearheads talent acquisition, development, and retention, including performance management, devising individual development plans (IDPs), and targeted coaching.
- Achievements:
- Improved LOB depth and ISG mix by 20% within R&B accounts in India Medium Business, contributing to significant margin delivery.
- Maintained a +35% Customer NPS via focus on customer satisfaction.
Sr. Manager Channel Sales (West)
Dell Technologies
09.2018 - 06.2024
- Leading Channel sales teams and driving revenue growth, developing go-to-market strategies, managing and mentoring Channel sales leads.
- Directed Channel sales teams, accelerating revenue expansion and cultivating professional advancement among sales personnel.
- Integrated intraregional collaborations to refine go-to-market approaches and optimize quota and productivity.
- Oversaw numerous inside sales units, including House, Acquisition, and Geo Expansion, throughout the West geographical sector.
- Managed Channel sales divisions for India West channels, promoting robust sales outputs.
- Joined efforts with marketing and channel teams to devise and actualize go-to-market plans nationwide.
- Achievements:
- Mentored a team of 12 Channel sales account managers, leading them towards achievement of organizational goals.
- Successfully managed to drive sales productivity, by strategic quota planning.
Manager, SE Analyst - Presales
Dell EMC
05.2015 - 08.2018
- Channel leadership, Sales management, Partner ecosystem development.
- Served on the core Channel Leadership team in India, responsible for $1.3B annual revenue.
- Directed Channel business in North/South-East regions, commanding a team of 19 sales professionals.
- Delivered ~$500M annual revenue with 10% YoY growth through major Global System Integrators (GSIs), Cloud Service Providers (CSPs), System Integrators (SIs), Independent Software Vendors (ISVs), and National Distributors.
- Established the partner ecosystem to propel Dell APEX (as-a-Service and subscription solutions for cloud storage, backup, platform, and management across on-premises and public clouds).
- Achievements:
- Led Channel business to deliver ~$500M annual revenue with 10% YoY growth
- Successfully rolled out Dell APEX partner ecosystem.
Manager Business Operations
EMC
03.2007 - 06.2015
- Sales support, Team management, Process transition and Sales process improvement Directed a team of sales support personnel for NALA, enhancing sales support business processes.
- Managed six team leads and oversaw activities of 90 team members in Sales Operation.
- Directed the Sales Support team for the NALA region, managing approximately critical sales processes.
- Provided critical process oversight and transition, and extensive team management with effective problem resolution.
- Improved alignment of operational frameworks with business requirements, emphasizing SLA and quality improvements.
- Accountable for the continuous monitoring and operational support of geographically dispersed offshore resources.
- Managed the successful transition of processes from EMC2, India, to Manila in the Philippines, focusing on people, processes, and technology integration.
- Participated as a key member of the transition team to Manila, providing cross-training, mentoring, and process monitoring.
- Offered on-site support, training, and query resolution during the go-live phase for the GRO (Global Revenue Operations) team in Dalian, China.
- Implemented streamlined process aligned with business requirements, concentrating on enhancing SLA adherence, quality metrics, and error log updates.
- Managed multiple critical processes, including GRO/AR (Accounts Receivable) and MCO (Master Customer Operations).
- Enhanced cross-functional support for leads by leveraging knowledge across domains.
- Directed and supported 18 on-shore team members and a remote team comprising one team lead and eight team members, focusing on critical Order Management processes.
- Achievements:
- Successfully transitioned processes from EMC2, India to Manila, Philippines, focusing on people, processes and technology integration.
- Streamlined processes, focusing on enhancing SLA adherence, quality metrics and error log updates for performance measurement.
- Enhanced cross-functional support for leads by leveraging knowledge across domains.
Sr. Business Process Consultant
Honeywell Technology Solutions Lab India Pvt Ltd (HTSL)
09.2005 - 03.2007
- Customer support, Report generation and Process transition
- Ensured customer satisfaction by generating accurate customer quotes for Aerospace Engine components.
- Supported internal customers by providing reporting to aid in optimization of key subprocesses.
- Supported global customers by handling pricing quotations for Aerospace Engines.
- Ensured the processing of customers service requests was accurate and efficient to maintain high customer satisfaction.
- Cross-trained on additional subprocesses including Order Entry and RMA (Return Material Authorization) enhancing process expertise.
- Generated weekly and monthly performance reports for both non-voice and voice processes, reporting directly to Senior Management & Clients.
- Achievements:
- Spearheaded the Remote Transition of the Global Customer Setup Process for Honeywell clients enhancing organizational responsiveness.
Customer Support Executive
24/7 Customer India Pvt Ltd
02.2005 - 09.2005
- Customer support and Conflict resolution
- Addressed customer issues on behalf of DISH Network, ensuring optimal customer experience.
- Provided comprehensive customer support for DISH NETWORK, efficiently resolving inquiries.
- Advanced to a Supervisor role, effectively handling escalations and providing valuable coaching to the team.
- Managed billing inquiries after completing thorough Customer Care training, ensuring accuracy and efficiency.
- Achievements:
- Promoted to Supervisor demonstrating leadership capabilities, expertise in resolution of client issues
- Enhanced team performance through mentoring & coaching.
Tele Marketing Executive
Swift Solutions Pvt Ltd
06.2002 - 02.2005
- Upselling, service qualification and customer satisfaction
- Performed upselling duties and service qualification through active telemarketing, demonstrating service effectiveness for customer service initiatives.
- Managed escalated calls and facilitated seamless transfers providing efficient handling of credit checks.
- Delivered detailed product training to enhance the sales knowledge base and improve customer engagement and satisfaction.
- Conducted stringent quality checks to verify information and ensure customer satisfaction.
- Achievements:
- Contributed to various service campaigns for cell phone plans, security systems and home based businesses.
- Improved customer experience and sales effectiveness through structured product training.
Customer support, feedback collection, and process management.
Maruti Udyog Ltd
06.2001 - 04.2002
- Customer Feedback and dealer service
- Conducted thorough customer surveys to evaluate and understand dealership service quality.
- Reached out to customers in Hyderabad, specifically those who owned Maruti Suzuki vehicles, to collect feedback on dealership services.
- Facilitated customer meetings to discuss potential service enhancements and address any concerns raised.
- Maintained daily status reports to keep track of customer interactions and the feedback received, ensuring comprehensive documentation.
- Processed data through provided software for accurate customer and data analysis.
- Achievements:
- Identified key service areas for improvement through feedback, improving service quality
Education
MBA Business Analytics -
BITS Pilani
05.2024
B.Com - undefined
Osmania University
01.2000
Skills
- Leadership Acumen
- Communication Excellence
Interests
Travelling, listening to music
Accomplishments
- Recognized with the 'Partner Award & Spot Awards' for outstanding customer-centric contributions.
Timeline
Sr. Manager Sales - Medium Business
Dell Technologies
06.2022 - Current
Sr. Manager Channel Sales (West)
Dell Technologies
09.2018 - 06.2024
Manager, SE Analyst - Presales
Dell EMC
05.2015 - 08.2018
Manager Business Operations
EMC
03.2007 - 06.2015
Sr. Business Process Consultant
Honeywell Technology Solutions Lab India Pvt Ltd (HTSL)
09.2005 - 03.2007
Customer Support Executive
24/7 Customer India Pvt Ltd
02.2005 - 09.2005
Tele Marketing Executive
Swift Solutions Pvt Ltd
06.2002 - 02.2005
Customer support, feedback collection, and process management.
Maruti Udyog Ltd
06.2001 - 04.2002
B.Com - undefined
Osmania University
MBA Business Analytics -
BITS Pilani
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