Summary
Work History
Overview
Education
Skills
Software
Certification
Websites
Timeline
Accomplishments
Languages
Hi, I’m

Mansa Nischith

GTM Strategy & Operations - Sales|Channel| Renewals|CSX
Bengaluru
Mansa Nischith

Summary

Highly accomplished and results-driven Go-to-Market & Revenue Operations leader with 15+ years of experience transforming organizations into top revenue and value producers. Proven track record in spearheading strategic GTM initiatives, optimizing global operations, and leading high-performing cross-functional teams across Sales, Channel, Renewals & Customer Success in SaaS and Technology industries. Adept at leveraging data and strategic planning to drive significant revenue growth, improve operational efficiency, and deliver measurable bottom-line impact. Seeking to leverage this expertise in a challenging leadership opportunity.

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.
  • Optimized renewal sales operations, including multi-year sales, tiered pricing, reinstatement/clawback fee and rules of engagement, enhancing project efficiency and driving 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.
  • Championed cross-functional collaboration with sales, finance, and management, enhancing decision-making and improving cross-departmental collaboration scores by 15%.
  • Designed and implemented robust KPI frameworks (Booking Attainment, ARR, NRR, GRR, Churn, Linearity) to provide clear visibility into sales performance and enable data-driven strategic 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.
  • Led comprehensive business reviews with Leadership and GTM teams, driving accountability and improving partner performance metrics by 10%.
  • 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.
  • Collaborated 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

  • Orchestrated the ground-up establishment of the International Business Operations function for Commvault's SaaS portfolio (Metallic), including Sales, Marketing, Channel, Quote Desk, Customer Success, and Renewals teams from a Centre of Excellence. This initiative resulted 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%.
  • Directly instrumental in doubling Quarterly ARR and rapidly achieving the $50M ARR target by optimizing newly established operations.
  • 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

5
years of professional experience
5
Certificates
9
years of post-secondary education

Education

Commerce, Bangalore University
Bengaluru, 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 & Organizational Development: Mentorship, Talent Development & Succession Planning, Performance Management, Cross-functional Team Leadership, Change Management, QBR & Yearly Reviews, Conflict Resolution, Talent Acquisition

Software

CRM: Freshworks, Salesforce

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)

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Mansa NischithGTM Strategy & Operations - Sales|Channel| Renewals|CSX