Madhavan Gunasekaran
Bengaluru
Summary
Proven sales operations analyst with expertise in analytics and stakeholder communication. Achieved a 27% increase in deal conversions and a 30% growth in qualified pipeline by optimizing sales processes.
Overview
9
9
years of professional experience
Work History
Sales Operations Analyst
Oracle India Pvt ltd
Bengalore
09.2019 - Current
- Conducted user and pipeline analysis to prioritize the sales process and product enhancements using RICE and MoSCoW frameworks, contributing to a 27% increase in deal conversions.
- Leveraged Oracle Fusion CRM across the full lead lifecycle (from lead creation to tenancy provisioning) to standardize processes and reporting, driving a 30% surge in qualified pipeline growth.
- Aligned sales, product, and engineering stakeholders to streamline sales workflows and product dependencies, helping to reduce time-to-market for revenue-impacting features.
- Designed and rolled out sales training workflows and CRM UX improvements that increased tool adoption and reduced inbound support requests from the sales team by 15%.
- Participated in agile sprint planning and backlog grooming to ensure that sales requirements and operational constraints were reflected in the product roadmap.
- Optimized data collection and sales reporting processes using sales intelligence tools, cutting manual analysis time by 15%, and improving visibility into pipeline health and rep performance.
- Served as a key liaison to Sales and Operations teams, translating business requirements into scalable processes, and resolving CRM and workflow issues to improve stakeholder satisfaction.
- Defined and tracked sales KPIs for new feature and process releases, ensuring metrics were aligned with revenue, productivity, and conversion objectives.
- Supported sales leadership by shaping and refining user stories for CRM and sales tooling enhancements, based on interviews with global stakeholders and front-line sellers.
- Guided clients and internal teams through proof-of-concept setups and onboarding on Oracle Tech Cloud and SaaS Fusion products, identifying upsell and cross-sell opportunities from usage data.
- Coordinated and executed UAT for CRM and sales process changes, managing expectations with stakeholders, and providing structured feedback to Product Owners and PMs.
Operations Assistant
Capillary Technologies Pvt ltd
Bengalore
04.2018 - 06.2019
- Installed and integrated Capillary software, ensuring seamless backend and front-end operations.
- Upgraded computer components and software, resolving issues, and monitoring system performance.
- Conducted remote troubleshooting sessions to analyze production problems and meet client business requirements.
- Escalated technical issues and provided continuous engineering support throughout software lifecycle.
Process Associate
Accenture Service Pvt ltd
Bengalore
12.2016 - 02.2018
- Creating and developing proposals for fully integrated technology solutions that align with customer needs.
- Acting as a technical expert and consultant to develop solutions that meet both technology and business requirements.
- Assisting in the analysis, design, and development of technology solutions.
Configuring and documenting EMC software, hardware, and service solutions to meet customer and sales objectives. - Skilled in presales operations processes, and familiar with systems and tools like MyQuotes.
- Possessing a basic understanding of EMC products, technology, industry knowledge, and job-associated software and applications.
- Resolving queries from the Monitoring Tool, SFDC (Salesforce Dot Com).
- Resolving tickets based on technical queries, and providing solutions for technical issues related to EMC products.
- Creating quotations for all EMC storage boxes, along with the necessary technical specifications.
Education
Bachelor of Science - Computer Science
Gobi Arts And Science College
Gobichettipalayam - 63845205-2013
Skills
- Sales operations: quote-to-cash process, CPQ quoting, deal management, renewals support, order management, SLA adherence, lead, and opportunity support
- Analytics and reporting: sales performance dashboards, pipeline and forecast tracking, conversion and pricing analysis, month-over-month/year trend reporting, and Excel-based reporting
- CRM and tools: Oracle Sales Cloud, CPQ, Oracle APEX (UOT, PAL, GSI), Oracle Service Cloud, SFDC, JIRA, Confluence, ZoomInfo, Sales Help, and MS Excel
- Business and soft skills: stakeholder communication, cross-functional coordination, troubleshooting, process training, problem solving, attention to detail, and client interaction
Languages
English
Proficient (C2)
C2
Tamil
Native
Native
Kannada
Intermediate (B1)
B1
Timeline
Sales Operations Analyst
Oracle India Pvt ltd
09.2019 - Current
Operations Assistant
Capillary Technologies Pvt ltd
04.2018 - 06.2019
Process Associate
Accenture Service Pvt ltd
12.2016 - 02.2018
Bachelor of Science - Computer Science
Gobi Arts And Science College