Hi, I’m
Raghu Kishan
Director, Revenue Operations
Singapore
Summary
Results-driven leader with strong background in strategic management and organizational growth. Skilled in developing and implementing effective business strategies, optimizing processes, and driving team performance. Known for adaptability, effective collaboration, and delivering measurable outcomes in dynamic environments. Strong communication and problem-solving abilities, coupled with focus on fostering productive and positive team culture.
Overview
19
years of professional experience
7
years of post-secondary education
Work History
Infor (S.E.A.) Pte. Ltd.
Director, Business Operations
12.2022 - Current
Job overview
- Work cross-functionally to develop the GTM strategy and lead budgeting, planning, quota setting, and P&L reviews
- Work with GM's to oversee weekly forecasting; assist management in assessing risk, upside and accuracy
- Drive to maximum field capacity and support the talent management lifecycle across recruiting, onboarding and performance management
- Develop and own new or special projects or programs critical to the business, and integrate into the operating cadence
- Manage a team of analysts to orchestrate priority reviews with key business stakeholders and drive associated action plans
- Review KPIs with GM's and adapt execution as necessary to address risks
- Launch and operationalize corporate projects into the field
- Drive continuous compliance & improvement in the execution of the Infor Sales Methodology
- Enforce the field Rules of Engagement and field policies/procedures
- Centralized source to connect Infor stakeholders for sales execution, BDR enablement, product readiness, and customer success with evidence
- Develop and implement go to market strategies for customers including net new prospects, with unique value propositions by customer segment
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Achieved remarkable turnaround of underperforming divisions through strategic leadership and restructuring.
Blackline Asia Pacific Pte Ltd
Senior Manager Business Operations
03.2021 - 11.2022
Job overview
- Partner with the Global Operations organization to shape the vision and optimize the execution of diverse teams which include Sales Development and Sales Operations, among others
- Identify opportunities to increase sales productivity and improve operational efficiency across all facets of business (Enterprise, Mid Market, Account Management and Services)
- Bring clear thinking and excellent problem-solving skills to a range of challenging business questions
- Deliver strategic projects for our leadership that provide key business insights for high-priority initiatives
- Identify, diagnose and resolve performance issues, define actionable and innovative improvement levers, and support implementation/rollout of recommendations
- Conduct in-depth analysis of various businesses and develop deep understanding of key value drivers to identify improvement areas and opportunities
- Cultivate relationships with cross-functional teams such as Product, Marketing, Finance, Business Development and Corporate Development to drive strategic initiatives
Oracle Corporation Singapore Pte Ltd
Senior Manager Business Operations, JAPAC
01.2019 - 03.2021
Job overview
- Pipeline and Forecast Management to senior management with objective to Provide Actionable Insights to help manage Business
- Work with Accounting, Finance, and Human Resources, to provide assistance with sales incentive compensation administration, or when required to arbitrate or clarify the application of sales compensation program policies and procedures
- Proactively identify opportunities for sales process improvement
- Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement
- Assist sales management in understanding process bottlenecks and inconsistencies
- Facilitates an organization of continuous process improvement
- Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization
- Manage a team of Business Ops to enrich, enable and smoothen key Indicators for Forecast and Pipeline Management
- Territory Management, Quota Management, Compensation management is other key priorities
- Sales Enablement to help onboard Sales team faster to Oracle processes and Tools
Workday Singapore Pte Ltd
Senior Manager, Sales Strategy and Operations
11.2017 - 12.2018
Job overview
- Territory Planning Management - Business planning and territory assignments
- Quota Planning and implementation in the region
- Drive Demand generation program for APAC
- New Hire Onboarding/Refresher Training - Sales Systems and Sales Enablement
- Sales performance and Scorecard management
- Pipeline, Forecast and Close Plan Management
- Quarterly Business Review planning and analysis management
- Large Accounts Program drive and focus initiation
- Support in Design and roll out of Sales Programs to the Regions
- Provide Business Insights and prepare analysis for QBRs
Qliktech Singapore Pte Ltd
Business Operations Manager
10.2016 - 10.2017
Job overview
- Responsible for SEA forecast and giving weekly updates to APAC Management team
- Driving out new key strategic initiatives to the sales field
- Business planning review and implement strategies around territory and quota assignments
- Deal analysis and price support against the competitive market
- SEA lead for new hire sales training and sales programs
- Account planning review with each of the sales lead
- Establishing high levels of quality reports for regional management team and providing support to top sales organization management
- Ensure sales reports and other internal intelligence is provided to the sales leaders
- Work closely with senior sales leadership to establish performance management programs required to ensure the success of sales organization
Qliktech India Pvt Ltd
Sales Operations Manager
09.2013 - 09.2016
Job overview
- To work with the Regional Directors and RVP in assigning quotas and ensuring the companies financial objectives are optimally allocated to all sales channels and resources through the sales incentive programs
- To work closely with leadership to define and implement the optimal performance measurements/programs required to ensure sales organization success
- To work closely with Global Operations and sales productivity team to ensure the APAC field organization are trained and enabled to take advantage of and maximize market opportunity
- Assist sales team with managing their sales forecasting and budgeting processes
- Establishment of high levels of quality and accuracy in these processes
- Establishing high levels of quality reports for regional management team and providing support to top sales organization management
- Ensure sales reports and other internal intelligence is provided to the sales leaders
- Work closely with senior sales leadership to establish performance management programs required to ensure the success of sales organization
Fujitsu Asia Pacific Pte Ltd
Regional Analyst, Sales Operations for ASEAN
03.2013 - 08.2013
Job overview
- Assist sales team with managing their sales forecasting and budgeting processes
- Establishment of high levels of quality and accuracy in these processes
- Establishing high levels of quality in SAP and SFDC reports for regional management team and providing support to top sales organization management
- Ensure sales reports and other internal intelligence is provided to the sales leaders
- Develop new reports as needed
- Work closely with senior sales leadership to establish performance management programs required to ensure the success of sales organization
- Facilitates successful implementation of new sales programs and initiatives
- Work with Human resources and senior sales leadership to design sales incentive programs that provide market-competitive pay, reinforce sales organization strategy and align business and sales organization objectives
- Maintain Salesforce.Com environment as per the guidance from regional leadership
Citco Fund Services Pte Ltd
Senior Operations Analyst
03.2011 - 02.2013
Job overview
- Preparing daily position and trade reconciliations between fund books and records and Prime Broker(s)
- Working with clients and Prime Broker(s) on break resolution for all open items
- Ensuring all client trades are booked properly in Citco's system
- Assisting clients in setting up OTC derivative instruments in Security Master database Processing Corporate Actions for securities held in client portfolio, including cash and stock dividends, stock splits, mergers and acquisitions
- Verifying OTC derivative transactions versus counter party confirmations
- Tracking missing OTC confirmations and reporting unverified positions to clients on a weekly or monthly basis
- Working with clients and Citco Technology on systems enhancements
- Supporting the conversion of new clients into CFS Middle Office, including training clients on Citco Technology and processes
- Working with P&L Specialists on any open client pricing issues
Oracle Corporation Singapore Pte Ltd
Sales Operations Analyst
11.2008 - 03.2011
Job overview
- Single Point of Contact for all License orders in Singapore
- Prepare management reports for the weekly update meetings after compiling the data from finance and sales organizations
- Advisory to the sales team on the business practices of Oracle
- Proficient in Customer credit checks, Validity of partner agreements, Pricing, Approvals, order Booking and Commission allocation to sales
- Prepare Quarterly management report to analyze sales target set and achieved
- Expertise in liaising between sales representatives, Finance team and other teams to ensure there are no bottlenecks
- Continuous improvement initiatives: Regular updates on Business practices, pricing policies, order booking processes
- As a member of Contract Management I assist customers, both internal and external, with license contract interpretation, negotiations and administration of licensing agreements including extensions, new business, invoicing, credit holds, receivable issues and consolidations
- Draft and negotiate standard and non-standard contracts
- Act as a liaison between consultants, Credit, License, Tax, Business Practices, Revenue accounting, and customers to resolve contractual and consulting business issues
- Validate all aspects of contract packages for accuracy and compliance with Oracle's Business Practices and Consulting Business Approvals/Process while maintaining customer satisfaction and responsiveness
- Submit contract order packages to Revenue accounting for order processing and project funding
- Anticipate problems and initiate actions to ensure customer orders are processed efficiently
- Prepare contract status reports
Dell International Services Pvt Ltd
Senior Accounts Maintenance Specialist
08.2006 - 09.2007
Job overview
- Accounts receivable and credit collection
- Single point of contact for my portfolio of Customers
- Ensure payments are not misapplied and prepare customer reconciliation reports
- Maintain healthy relationship with the customer and at the end of the term of lease persuade him to extend his leasing term
- Continuous improvement Initiative: Process updates, Customer retention training, Active participation in team building activities
Education
James Cook UniversitySingapore
MBA from Global Business
04.2001 - 01.2008
Christ University
Bachelor of Business Management
V.E.T School
S.S.L.C from Fundamentals
Skills
Accounting
Recognitions
- Infor Most Valuable Player APJ, 2024
- BLACKLINE Circle of Excellence, 2022
- ORACLE Supernova Award, 2021
- QLIK Team Player of the quarter, 2017
- Most Valued Team Player of the Year, 2016
- Values Awards - Open and Straightforward, 2016
- Values Awards - Take Responsibility, 2016
- Values Awards - Teamwork for Results, 2016
- Values Awards - Move Fast, 2015
- CITCO Best Employee of the Month, 2012
- DELL Employee of the Month, 2007
Timeline
Director, Business Operations
Infor (S.E.A.) Pte. Ltd.
12.2022 - Current
Senior Manager Business Operations
Blackline Asia Pacific Pte Ltd
03.2021 - 11.2022
Senior Manager Business Operations, JAPAC
Oracle Corporation Singapore Pte Ltd
01.2019 - 03.2021
Senior Manager, Sales Strategy and Operations
Workday Singapore Pte Ltd
11.2017 - 12.2018
Business Operations Manager
Qliktech Singapore Pte Ltd
10.2016 - 10.2017
Sales Operations Manager
Qliktech India Pvt Ltd
09.2013 - 09.2016
Regional Analyst, Sales Operations for ASEAN
Fujitsu Asia Pacific Pte Ltd
03.2013 - 08.2013
Senior Operations Analyst
Citco Fund Services Pte Ltd
03.2011 - 02.2013
Sales Operations Analyst
Oracle Corporation Singapore Pte Ltd
11.2008 - 03.2011
Senior Accounts Maintenance Specialist
Dell International Services Pvt Ltd
08.2006 - 09.2007
James Cook University
MBA from Global Business
04.2001 - 01.2008
Christ University
Bachelor of Business Management
01.2006
V.E.T School
S.S.L.C from Fundamentals
01.2001
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