Nithin Kulenur

Being part of a dynamic team that supports special pricing requests (SPF) and Enterprise license agreements (ELA), as analyst I managed and led an account portfolio across strategic, enterprise, and commercial segments across theregions like AMER, APAC and EMEA

• Guiding stakeholders from deal structuring to deal closure
• Provided expertise in complex deal negotiation and drove proactive solutions for client wins
• Partner with sales to craft optimal deals leveraging insights from past performance and customer needs and drive recurring revenue through data-driven deal structuring, negotiation, pricing, maintaining healthy deal structure, contracting, helping sales as adviser throughout deal closure
• Rigorously review and validate product configurations, pricing calculations, and discounts generated by CPQ (Configure, Price, Quote) system within VMware renewal cycle, ensuring accuracy and alignment with customer contracts, renewal entitlements, and internal pricing guidelines
• Identifying areas where revenue recognition might have influence, comprehending implications, and being able to communicate impact to appropriate stakeholders
• Contract generation, negotiating and modifications of contracts in nonstandard scenarios by working with management & Legal team
• Strong knowledge of SaaS, subscription, hybrid, perpetual, and multi-cloud offerings, including product families and bundle components
• Finding and guiding Sales for improved deal execution by proactively identifying discrepancies in deal structure
• Collaborate with senior leadership to secure executive buy-in and approval for high-value, strategic partnerships, and complex deals carrying significant risks
• Submitting deal packages for booking and ensuring booking happens seamlessly without any fallbacks
• Demonstrated expertise in crisis management, problem-solving, relationship building, and escalation handling, fostering smooth incident resolution through independent situational analysis
• Led recruitment training and floor support, spearheading User Acceptance Testing (UAT) initiatives that drove process improvements to address business challenges and support strategic initiatives
• Currently leading the team of 7 members as an acting supervisor.

• As a part of IB Services team, I was responsible for end-to-end operation management, Data Management, Installed Base Licenses, Audits, Project Management, Quoting & reporting
• Research customer Installed base data of extraordinary corporate transactions – Reconciliation, Quoting, Pricing, Support Consolidation, SaaS and Advisory using applications like SFDC CPQ, ACPQ, Oracle applications, SAP HaNa
• This involves liaising with multiple teams to understand the requirements and accordingly plan and execute the process collaboratively
• Interpret Enterprise License Agreement (ELA) commercial contract terms and conditions to identify specific terms that affect the analysis and reporting requirements of customer's software deployment
• Subject matter expertise on Install Base Services, quoting and Service Contract processes, airwatch
• Build and maintain strong rapport and serve as key liaison & advisers to the Deal desk and sales
• Continuously working on improving the regional SLAs targets and quality
• Work with business stakeholders for defining solutions and issue resolution
• Auditing and Testing of the new projects for go live and creating training plans
• Driving internal projects related to Operational Excellence, provide ideas/solutions to business problems, participate & contribute on strategic initiatives
• Coordinate and work closely with operational leaders to identify and drive process efficiencies, training requirements
• User Acceptance Testing of new processes and system enhancements and work with IT team to resolve the issues with new tools & functionality
• Crossed trained on Renewal ELA (RELA) Process and providing the RELA packages to our stakeholders
• Floor support as an SME and Mentor for the freshly trained analysts
• Currently acting as POC for NEMEA and Global accounts queue management and responsible for SLA and quality management.