Puneet Dubey

Successfully executed various aspects of end-end Sales journey for the following areas:

Tools and Processes:

•Supporting marketing strategies to attract potential customers and convert leads into opportunities. Delivered 25% jump in MQL's by revamping lead scoring model.

•Delivering valuable insights to field in order to enhance their selling capabilities and prioritize opportunities.

•AWS and BMC SFDC integration for Indirect business.

•Assisting the sales team with utilization of digital documents to showcase the value offered.

•Supporting Customer Success Managers in maintaining accurate records of customer relationships and deriving customer health metrics from rich data, resulting in improved renewals, upsells, and cross-sells.

•Leveraging comprehensive data generated throughout the aforementioned processes to provide Sales leaders across different regions with actionable insights to optimize their pipeline cadence.

•Implemented transformative process improvements, resulting in a 20% increase in operational efficiency and a reduction in costs by $1 million annually.

Data & Insights:

Delivered insights for the following areas for better decision making and supporting the business.

•Delivered CEO-360 & Executive-360 to the ELT and SLT helping them keep a track on business health.

•Sales: Provided insights on pipeline health and cadence to ensure quantity and quality of the pipeline required to achieve plan.

•Presales: Provided insights into deliverables completed by team and impact created.

•Channel Reporting: Single Pane of glass for Partner Ecosystem.

•CS Reporting: Helped CS team in decision making across their business by presenting insights in effective manner.

•Product Analytics: Effectiveness of product strategy for leadership with help of KPIs.

Leadership:

•In the top score bracket of the Glint survey scores in BMC, based on team building, motivation, coaching and mentoring. Experience managing team of 30+ FTEs.

•Building teams from scratch.

•Leading with empathy with VSEM in vision.

•Cross Collaboration.

•Implemented transformative process.

•Mentored and coached junior staff members, fostering their professional growth and development, and enabling several promotions within the team.

•Subscriptions Business and Platform:

Subscriptions Dashboards to run the everyday subscription business based on KPI's provided by the Data services team. Contributed in creation of C-level decks for Subscription business. Decreased provisioning delays by 25%.

•Project Cache: In depth knowledge on Symantec Endpoint telemetry data. Using the telemetry data to identify

overuse and underuse

•Create opportunities directly into Salesforce using the insights obtained from telemetry data

•Channel Reporting: Dashboarding on the data for Distributors and Resellers. Sharing data with them on a cadence.

•Renewals Waterfall: Dashboard for executives for checking health of renewals business.

Roles and Responsibilities:

•Leading a team of contractors based in SFO and India .

•Responsible for managing the team ,delegating work, project delivery

Business Domains :

• Sales Pipeline (Lifecycle)
• Subscriptions
• Entitlements ,
• Install-base
• Deploy-base
• Renewals

• Working as Individual contributor and leading team of Contractors for Nokia Siemens Networks. Increased BI coverage till 90% of capacity.
• Taking care of End-End BI /Analytics delivery

• Working for Credit-Suisse in IB-PTT department
• Identifying rogue trades using Business Objects Reporting, Java rule engine and Xcelsius Dashboards. Made sure deviation is always less than 1%.
• Regulatory Reporting
• SAP KPI dashboard in conjunction with Java JSP pages