CRM: Freshworks, Salesforce
Hi, I’m
Mansa Nischith
GTM Strategy & Operations - Business|Sales|Channel Renewals & CSX
Bengaluru
Summary
Results-oriented strategic-thinking professional with 15+ years of experience in SaaS, Consulting, Services, and Technology industries experienced in turning low-performing organizations into top Revenue & Value producers. Skilled in optimizing Go-To-Market Strategy, Partner Programs, Ecosystem/Cloud Alliances & Business|Sales|Partner Operations|Customer Success & Renewals. Proven track record in Leading Strategic Planning, managing cross-functional Global Projects, and Improving Operational Efficiency & Sales excellence. Strong team builder and motivator with expertise in GTM Operations functions, including Sales Process Management, Sales Tools, and Data Management. Proficient in managing high-impact projects from conception to completion. Seeking a challenging opportunity to drive revenue growth and operational excellence with an impact to the Bottom Line.
Work History
Rubrik
Director, Renewals & Customer Success Operations
09.2024 - Current
Job overview
- Spearheaded initiatives that reduced Net Churn by 25%, achieved 100% on-time renewals revenue, and improved customer satisfaction scores by 10%, directly contributing to increased customer lifetime value and revenue retention.
- Led and motivated a sales team to achieve 115% revenue growth within two quarters, exceeding targets and driving significant business expansion.
- Developed and led high-performing teams by providing mentorship, guidance, and professional development opportunities, resulting in a 15% increase in employee satisfaction and a 10% reduction in employee turnover.
- Established a Global Quote Desk & Deal Operations team, resulting in a 30% increase in field sales productivity and a 20% reduction in approval turnaround time, which streamlined the sales process and improved deal closure rates.
- Improved project efficiency with strategic planning, territory resource allocation, and optimized renewal sales operations practices. This included multi-year sales, tiered pricing models, rules of engagement, and reinstatement/clawback policies, leading to a 10% improvement in renewal rates.
- Implemented SPIFF programs to address delayed renewals cycles, resulting in increased productivity and a 20% boost in overall revenue.
- Facilitated cross-functional collaboration for improved decision-making processes within the organization. Liaised with field sales, Finance, and management teams to develop solutions and accomplish shared objectives, resulting in a 15% improvement in cross-departmental collaboration scores.
- Established KPIs for measuring success - Leading & Lagging indicators to measure Sales performance in terms of Booking Attainment, ARR, NRR, GRR, Churn and Linearity, providing clear visibility into sales performance and enabling data-driven decision-making.
- Leveraged Insights from Data & Analytics, CRM tools to measure success of all aspects of the customer journey, increasing visibility into each account as well as each sales reps value and impact towards functional goals, resulting in a 5% increase in overall sales effectiveness.
- Introduced a Deal Governance team to prevent renewal revenue from being misclassified as new sales, recovering over 25% of yearly ARR and ensuring accurate revenue reporting.
Clarifai
Director of Revenue Operations
03.2024 - 09.2024
Job overview
- Implemented data-driven decision-making, resulting in a 15% increase in revenue and established a robust forecasting process to accurately predict revenue trends and inform decision-making, resulting in a 10% improvement in forecasting accuracy.
- Implemented rigorous performance measurement systems enabling greater accountability among team members and promoting a culture of continuous improvement, leading to a 10% increase in employee productivity.
- Increased market share with innovative sales strategies and targeted marketing campaigns, achieving a 12% increase in market share within one year.
- Developed and delivered quarterly management revenue and analysis reports using proven software tools, improving the efficiency of reporting processes by 25%.
- Collaborated with C-level executives and stakeholders to develop long-term financial plans, contributing to a 10% increase in MoM revenue growth.
- Developed strategic plans for day-to-day financial operations, streamlining processes and reducing operational costs by 8%.
- Spearheaded training programs for sales staff on product knowledge, negotiation skills, and account management best practices aimed at increasing overall revenues, resulting in a 20% increase in sales conversion rates.
- Optimized revenue growth by developing and implementing strategic pricing initiatives, leading to a 15% increase in average deal size.
Commvault Systems Inc.
GTM Strategy & Business Operations for Partner Org
06.2022 - 03.2024
Job overview
- Partnered with the VP of Global Alliances to develop and execute company-wide Alliance initiatives, resulting in a 30% increase in partner-sourced revenue and a 20% expansion of our partner network.
- Led cross-functional teams to strategize and implement GTM operational processes, improving productivity and enhancing sales revenue through these major Cloud Alliances (AWS, GCP, MSFT, OCI), contributing to a 25% increase in sales revenue attributed to cloud alliances.
- Improved sales productivity and revenue forecasting by developing and implementing metrics to monitor productivity and revenue performance, resulting in a 15% improvement in forecast accuracy and a 10% increase in sales productivity.
- Built and maintained sales reporting and analytics to provide insight into key business metrics, including bookings, sales forecasting, pipeline, and engagement metrics, providing 95% visibility into pipeline and partner performance, enabling proactive decision-making.
- Drove business reviews with the Leadership & GTM teams. Monitored partner performance and provided feedback on areas of improvement, resulting in a 10% improvement in partner performance metrics.
- Managed global partner programs through all phases, including design, implementation, and evaluation/measurement, successfully launching 3 new partner programs that generated an additional 10% in revenue.
- Developed incentive programs to motivate channel partners, resulting in a 20% increase in sales performance across the board.
- Assisted in the development and implementation of go-to-market strategies for channel partner programs, resulting in a 15% increase in market penetration and revenue growth.
Metallic, Commvault Inc
Senior Manager International Business Operations
11.2020 - 05.2022
Job overview
- Setup the Business Operations function for SaaS Portfolio of Commvault known as Metallic. Setup a functional operations team for Sales, Marketing, Channel as shared services working from India for global support. Also setup a Quote desk team, Customer success operations and renewal sales team from the Centre of Excellence, resulting in a 35% reduction in operational costs and a 40% improvement in global support efficiency.
- Developed & implemented the Sales Operations & deal desk process from the opportunity to deal strategy to Order processing and license release that improved sales team efficiency and reduced time-to-close by 20%.
- Instrumental in Doubling the ARR QoQ & quickly reaching 50M ARR target.
- Developed and implemented a revenue forecasting model that increased revenue forecast accuracy by 25% and improved sales team productivity by 30%.
- Collaborated with sales leadership to design & roll out sales compensation plans, SPIFFs, resulting in a 20% increase in sales team productivity & a 15% increase in overall revenue.
- Was honored with the EAGLE Award by the CRO (Voted to unanimously win by 12 VPs of Sales & Leadership team)
Overview
15
years of professional experience
5
Certificates
Education
Commerce, Bangalore UniversityBengaluru, KA
Bachelors from Finance
04.2001 - 01.2010
University Overview
- Passed out of Surana College
- B.Com with Specialization in Finance & Management
- Aggregate of 75%
Skills
Leadership & Team Management: Mentorship, Talent Development, Performance Management, Cross-functional Team Leadership, Change Management, Driving QBRs & Yearly Reviews, Managing Team Meetings, Conflict Resolution, Succession Planning, Talent Acquisition
Software
SFDC CRM - CPQ & CLM; Zuora Subscription Software; Impratner, Tackle, Pipedrive, Salesloft
Analytics: Qlik Sense, PowerBI, Tableau, Google Analytics
Finance: Netsuite & Service Now
Demand Gen: Marketo, Outreach, Hubspot
Compensation: Callidus, Xactly, Clari, SPIFF
Microsoft Office 365, Google Workspace
Certification
Salesforce Admin
Timeline
Director, Renewals & Customer Success Operations
Rubrik
09.2024 - Current
Director of Revenue Operations
Clarifai
03.2024 - 09.2024
GTM Strategy & Business Operations for Partner Org
Commvault Systems Inc.
06.2022 - 03.2024
Senior Manager International Business Operations
Metallic, Commvault Inc
11.2020 - 05.2022
Commerce, Bangalore University
Bachelors from Finance
04.2001 - 01.2010
Accomplishments
EAGLE Award @ Commvault
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Kannada
Bilingual or Proficient (C2)
Marathi
Upper intermediate (B2)
Telugu
Intermediate (B1)
Tamil
Intermediate (B1)
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