Nishan R Shetty

• Responsible to drive Cisco Service and Software renewals for Global Enterprise CGEM accounts across Globe and ensure timely renewal of Service contract across portfolio (TS-SW-EA & LCS) maintain service compliance and grow RRA
• Developed & Executed Recurring Renewal Business: Responsible for driving recurring Software and service renewal business strategies from HQ and replicate in APJC, USA and EMEA region to achieve ACV target of $15 Mn with IQRR of 70% YoY. The focus is on maximizing 3 key metrics - IQRR, AOV and revenue growth
• Driving Profitability: Creating and strategizing focused Renewal plan working closely with A/C Team and CX teams based on scientific ATR data with sole objective to cover maximum assets under support contracts and increase profitability by managing discounts across various Acquisitions and Group conglomerates spread across various segments line ITES, Service providers, Retail, Manufacturing, R&D, Energy, Healthcare, Hospitality, and large Business.
• Driving Upsell & Revenue Growth: Achieving consistent growth in on time renewal rate with unwavering focus on Software renewal and covering the uncovered assets to build strong pipeline for upcoming qtrs. building strategies with customer leadership and CTO to deploy discovery collectors across TCS (18 Collectors) and Cognizant (3Collectors) to unearth renewal assets and opportunities, build mega renewal to optimism and cover all type of service in single order.
• Interlock with Sales and Account Teams: Proactively collaborate on IAP’s with sales, account, business unit, and customer experience teams to address customer issues and concerns.
• Executive and Stakeholder Relationships: Developed and maintained strong relationships with C-level executives and key stakeholders at a strategic level.
• Customer Relationship Management: Maintained healthy and productive customer relationships, resolving customer issues, and participating in customer Quarterly Business Reviews (QBRs) to understand and articulate customer requirements.

Key Achievements:

• Chairmans Club 2020
• Sales Achiever 2021/ 2023/2024
• Consistent performer 2022 (IQRR)
• CX Star award for Largest Success tracks deal Globally 2022
• Converting Cognizant as Lighthouse A/C for services (NEW & Renew)
• Best IQRR for Software renewal - APJC 2023
• Driving Multimillion $ Cognizant renewals (18.9M -2022 & 22.8M 2025)

• Responsible for seamless partner operations managing Large SI partners (NTT/Proactive/ Velocis/ Wipro / BT) for their India subcontinent and Singapore business for Cisco Hardware, software annuity and TS services.
• Creating Business Operations planning in alignment to that of channels and set priorities with partners, lead improvement initiatives for partners.
• Performance management in Collaboration with Partner business plan to closely analyse and assist partner revenue and profitability maximization.
• Control key operational matrix to maintain and enhance quality of business.
• Lead stakeholder awareness and adoption of key changes.
• Arrange training, enablement sessions and change management along with partner on boarding, merger and acquisition.
• Meet partner CXO’s for quarterly review’s to maintain partner stickiness, create tailored approach to operations accountability with each partner.
• Support and maintain order hygiene from Cisco commit standpoint during ME/QE & YE

Key Achievements:

• First team member in APJC to practice and demonstrate successful deal sensing and forecasting
• Only team member to manage dual role (Segment ops for India services + partner operations)
• Nominated to be part of the GOAL (Growing our Asia leaders) workshop in Singapore
• Earned 29 internal stakeholder awards (2015-2019)

• Deliver support to sales team on business processes, operations, policies, and systems.
• Streamline routine operations by Identifying and eliminating sales process bottlenecks and inconsistencies and accomplished operational goals in co-operations with multiple departments and teams across the country.
• Sensing and sizing deal with complexities and engaging with cross functional teams for execution till closure.
• Active involvement in all large deals to understand the construct and work with Partner teams to enable the requirements to meet commit.
• Maximise revenue on large deals by data mining and establishing appropriate installed base for strategic account and drive discussion made through data.
• Guide cross-functional teams to assure smooth service bookings and process improvement as well as developed better understanding of new business growth opportunities.
• One stop shop for all things operations for service sales team and leaders.

Key Achievements:

• Recognized for supporting timely closure of large and complex deals under stipulated time.
• Nominated to co-design and implement Cisco Global projects like IBCT (Installed base clean-up tool) for service business and pricing tool, which was Cisco project of the yr -2013.
• Earned numerous internal stakeholder awards and accolades

• Responsible for team of 20+ advisors and On Job Training (OJT) in the Sale Support department. The department handles various activities such as, Inbound, Outbound sales along with Customer service & Back office support to all 3 Mobile Retailer & Distributors in Australia.
• Maintain service levels and coach the team to improve selling skills in order to increase and maintain the sales conversion of the department. Supervising performance of 20 advisors through weekly and monthly reviews.
• Interlock with Retailers and Distributors every week for hardware upgrades from the stores and understanding Cx requirement
• People manager responsible for feedback programs “Voice of Customer” for improvements in pricing plans along with offers for customer base in Australia, assigning projects & Encouraging Team to pursue their areas of interest keeping Business objectives in mind.

Achievements in Hutchison:

• Best performer Award- Sales 2007
• Winner- Champ of the Quarter 2wice B2B.
• Champion Team Efficiency improvement programs.
• Lead Pricing & planning Team which initiates launch of Mobile Broad Band pricing plans.
• Coordinated & structured a Cross Training Module for successful merging of two Departments.