MS Excel, PowerPoint
Hi, I’m
Naveen Urmese
Product Management, Growth Leader, SaaS Transformation
Bengaluru,Karnataka
Summary
- A lifecycle sales evangelist with 18 years of experience in leading large-scale enterprise transformation projects for accelerated revenue growth, dealing with ambiguity and legacy enterprise process complexities.
- Experience in product roadmap development, documenting user stories and prioritizing them for engineering.
- Ability to handle complex enterprise-wide transformation projects. Detail-oriented team player with strong organizational skills.
- Ability to partner with senior leadership team to define near-term and long-term goals and identify the high priority initiatives based on data-driven insights.
- Experience in engaging with direct and indirect sales and operations teams across the globe for problem discovery and developing solutions.
Overview
20
years of professional experience
2
Languages
Work History
VMwareBangalore
Product Line Manager
08.2020 - Current
Job overview
- Drove SaaS transformation through enabling renewals commerce capability at scale. Contributed to 1B $ of ARR (Annual Recurring Revenue) growth in FY23.
- Accelerated adoption of subscription auto-renewal and API based self-service renewal motion.
- Own E2E renewals capability roadmap for SaaS commerce capabilities.
- Engaged with Leadership, Offer Leads, Product Managers and Operations teams to prioritize features to achieve product goals and metrics.
- Documented epics, user stories, and product features aligned with roadmap and communicate across teams.
- Executed product demonstrations and collect feedback for upcoming releases.
VMwareBangalore
Business Process Architect
10.2018 - 07.2020
Job overview
- Lead Product Manager for VMware Partner Connect Program Launch. Successfully migrated all VMware Partners (~33K Partners) from Legacy Partner Programs to Partner Connect Program in 2020
- Collaborated with sales leadership to drive strategy and roll-out new partner program.
- Engaged with Partner Program Team, Partner Operations, Legal and other stakeholders to create roadmap for Partner Connect Portal based on Salesforce Community Cloud.
- Reviewed internal systems and created detailed Program Requirement Document to build impacted system requirements.
- Led business process re-engineering for partner operations, order management and other upstream-downstream systems that were impacted by changes in partner program.
- Organized read-outs to address areas that needed leadership support.
- Ensured detailed and relevant reports are available for business for making program decisions.
DXC TechnologyBangalore
Senior Financial Analyst
04.2017 - 10.2018
Job overview
- Responsible for managing end-to-end P&L of Enterprise & Cloud Apps division, owner for budgeting, forecasting and performance management. (300M$ in revenue)
- Established financial reporting structure and KPIs for newly created Enterprise & Cloud Apps division along with monthly review cadence.
- Developed presentations and reports for stakeholders and financial teams for monthly and quarterly reviews.
- Performed financial analysis to justify requested business unit funding.
Hewlett Packard EnterpriseBangalore
Business Planning Manager
06.2015 - 03.2017
Job overview
- Responsible for leading sales operations for region and sub-region sales team focused on growing delivery-led sales.
- Achieved revenue growth of 12% on annual revenue base of ~1 B$
- Established performance dashboard for weekly sales reviews with revenue burn up charts and revenue forecasts based on pipeline conversion rate.
- Led successful migration of EMEA Sales Operations (~10 HC) from Bulgaria to India.
- Liaised with sales, operations, and leadership to develop scorecards to track and accomplish business objectives.
Hewlett Packard EnterpriseSingapore
Business Planning Manager
06.2013 - 05.2015
Job overview
- Responsible for leading sales & business operations of Technology Services division in Asia-Pacific region (Annual revenue of ~800 M$)
- Managed strategic sales planning, sales target setting, sales productivity, and performance management.
- Introduced web-based weekly sales scorecard (with KPIs) for partners & internal sales team which improved governance and transparency and led to consistent revenue growth of >10% from 2013-2015
- Assisted business unit leaders with presentation and analysis in quarterly and monthly business reviews
Hewlett PackardBangalore
Business Planning Analyst
04.2009 - 05.2013
Job overview
- Responsible for channel sales operations of Technology Services division in Asia-Pacific region (Annual revenue of ~400 M$)
- Performed partner segmentation and partner quota setting.
- Developed model to predict field services headcount requirement based on on-site incident forecast
Larsen & Toubro LimitedChennai
Design Engineer
07.2003 - 06.2007
Job overview
- Responsible for developing electrical and control systems for new products.
- Collaborated with other engineers in R&D to test prototypes and solve quality issues in production line.
- Achieved machine cycle time reduction to save $ 100 per day per machine for customer
Education
Great Lakes & McCombs School of BusinessOnline
Post Graduate Program from Artificial Intelligence and Machine Learning
07.2020 - 06.2021
Xavier Institute of Management, XIMBBhubaneswar, Orissa
MBA from Management
07.2007 - 03.2009
National Institute of Technology, NITCCalicut, Kerala
B.Tech from Electrical & Electronics Engineering
08.1999 - 03.2003
Skills
Product Roadmap
Product Manager
Channel StrategyPartner Life cycle ManagementRenewals ManagementPartner Program & OperationsStakeholder ManagementBusiness Requirement AnalysisData AnalyticsStrategic PlanningGrowth StrategyResearch and trend analysis
Business planning
Product development
Financial Management
Automation & Scale
Accomplishments
- Contributed to 1B $ of ARR (Annual Recurring Revenue) growth in FY23.
- Successfully migrated all the VMware Partners (~33K Partners) from the Legacy Partner Programs to Partner Connect Program in 2020
- Automated user acceptance testing (UAT) for Partner Connect data migration saved ~200 hrs. of manual work for every UAT cycle.
- Achieved revenue growth of 12% on an annual revenue base of ~1B$ delivery-led sales in FY18.
- Achieved >10% YoY growth from FY13-FY15 for Services Revenue by rolling out Services Performance Scorecard & Dashboard
- Successfully migrated sales ops (~10 HC) from Bulgaria to India
- Achieved ~5% savings in Service Delivery Cost by deploying a model to predict field services headcount requirement based on incident forecasting.
Software
Salesforce
SAP
JIRA
Confluence
IBM Blueworks
Miro
Timeline
Product Line Manager
VMware
08.2020 - Current
Great Lakes & McCombs School of Business
Post Graduate Program from Artificial Intelligence and Machine Learning
07.2020 - 06.2021
Business Process Architect
VMware
10.2018 - 07.2020
Senior Financial Analyst
DXC Technology
04.2017 - 10.2018
Business Planning Manager
Hewlett Packard Enterprise
06.2015 - 03.2017
Business Planning Manager
Hewlett Packard Enterprise
06.2013 - 05.2015
Business Planning Analyst
Hewlett Packard
04.2009 - 05.2013
Xavier Institute of Management, XIMB
MBA from Management
07.2007 - 03.2009
Design Engineer
Larsen & Toubro Limited
07.2003 - 06.2007
National Institute of Technology, NITC
B.Tech from Electrical & Electronics Engineering
08.1999 - 03.2003
Trainings
Channel Management: the business dynamic - training by Channelcorp Management Consultants Inc.
Data Visualization in R with ggvis - offered by DataCamp.
Trainings
Channel Management: the business dynamic - training by Channelcorp Management Consultants Inc.
Data Visualization in R with ggvis - offered by DataCamp.