Pankaj Kumar Saini
Bengaluru
Summary
Dynamic leader in Strategy and Planning with over 8 years of experience in GTM strategy and analytics. Proven in crafting and executing high- impact go-to-market initiatives that drive growth through marketing and sales teams. Skilled in managing multiple projects from conception to execution, with strong project management and documentation skills. Adept at balancing vision with tactical operations, using deep business and technical insights. Collaborative partner with cross-functional teams, ensuring alignment and delivering impactful presentations to senior leadership
Overview
8
8
years of professional experience
Work History
Leader- Strategy & Planning
Cisco Systems
10.2022 - 11.2024
- Led a high-performance analytics team driving GTM strategy for services and SaaS business, resulting in an increase of $550M in recurring revenue through data-driven, actionable insights, and innovative growth strategies for SaaS products, while providing relevant KPI reporting to the leadership.
- Integrated complementary software offerings in networking and security technologies into a unified solution bundle, thus securing leadership approval for a SPIFF program engaging 150 sellers globally and generating $41 million in incremental revenue.
- Devised a strategic purchasing power scorecard leveraging critical micro- and macro-economic indicators, effectively prioritizing 1,400 high-value customers for targeted pricing, maximizing business opportunities, and driving revenue growth
- Forged strategic collaborations with product management, sales, and data engineering to redefine go-to-market approaches, significantly enhancing seller effectiveness and customer experience by providing answers to 'Whom, What, How' to sell.
Business Analysis Manager
Cisco Systems
10.2020 - 10.2022
- Led the GTM engagement and launched product-centric customer targeting campaigns for services and SaaS products across geographies to drive topline growth of $105 million.
- Ideated and implemented a hardware product giveaway drive to reduce attrition risk for $24M for networking SAAS products by increasing product feature utilization.
- Assisted with launch of new service offering through TAM and ROI calculation to support retention of $1.4 B SaaS revenue retention, thus resulting in a bump in renewal rates from 69% to 76%.
Senior Business Analyst
Cisco Systems
10.2018 - 10.2020
- Created customer health scorecard that integrated wallet share, sentiment analysis, renewal conversion rates, and product adoption, resulting in improved outreach strategies and retention for 128,000 active Cisco customers
- Crafted a dynamic pricing tool that varied discount rates after evaluating the effort needed to deliver the solution, enabling a seamless transition of $1.5 billion business to Cisco's revamped solutions
Business Analyst
Cisco Systems
10.2016 - 10.2018
- Provided leadership a perspective into the overall health of the business through reporting and analysis of financial data for $2.9B of Services business
- Collated the insights of 6 weekly excel reports into a fully automated easy to read bulletin for leaders, providing an overview of business performance and highlighting key focus areas
- Assisted the people strategy team in onboarding 894 renewal managers by designing a complexity model to determine the necessary FTE and grade levels required for supporting renewal.
Education
M.B.A. - Operations and Finance
Birla Institute of Technology and Science
Pilani01.2016
B.Tech - Electronics and Communication
Indian Institute of Information Technology
Jabalpur01.2013
Skills
- Strategic Planning
- GTM Strategies
- Financial Planning and Analysis
- Business Transformation
- Renewal Analytics & Support
- Business Development
- Data Analytics
- Product Management
- Process Optimization
- Customer Experience
- Marketing Analytics
- Change Management
- Pricing Strategy
- Stakeholder Management
- Team Mentorship
- Business Intelligence
Accomplishments
- Winner of TSIA 2023 Innovation Award for Excellence in Leveraging Analytics to Enhance Service Delivery
Platform & Tools
- Tableau
- SQL
- Python
- Salesforce
Timeline
Leader- Strategy & Planning
Cisco Systems
10.2022 - 11.2024
Business Analysis Manager
Cisco Systems
10.2020 - 10.2022
Senior Business Analyst
Cisco Systems
10.2018 - 10.2020
Business Analyst
Cisco Systems
10.2016 - 10.2018
M.B.A. - Operations and Finance
Birla Institute of Technology and Science
B.Tech - Electronics and Communication
Indian Institute of Information Technology
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