Rakesh Kalyankar
Sales Operations
Bengaluru,Karnataka
Summary
Experienced Sales Operations and Strategy Manager with over 12 years of proven expertise. Adept at developing and implementing initiatives to drive revenue growth. Possesses a solid understanding of real-time business scenarios, data gathering, analysis, and reporting. Demonstrates strong communication and interpersonal skills, coupled with a commitment to collaborative teamwork. Self-motivated and result-oriented professional with a passion for continuous learning. Seeking a challenging position to leverage strengths in sales operations and strategy, contributing to overall business success.
Overview
12
12
years of professional experience
1
1
Certificate
6
6
years of post-secondary education
Skills
MS Office
Oracle DV
Salesforce Reporting and Dashboards
Forecasting and Target Setting
Collaboration and Stakeholder Management
Go-To-Market (GTM) Strategies
Custom Reporting
Familiarity with Basic SQL
Territory Management
Client Usage Reporting
Communication
Sales Pipeline Management
Lead Management and Reporting
Annual Operating Plan (AOP)
Sales Incentives
Sales Data Analysis
Sales Data Presentation
Work History
Manager - Global Sales and Engagement Management Office (GSEMO)
SunTec Business Solutions
Bengaluru, Karnataka
Mar.2021 - Jun.2024
- Supported President, Revenue and Customer Excellence Group, and Regional Heads (APAC, EMEA, Americas) in executing and achieving strategic goals.
- Spearheaded Annual Operating Plan (AOP) exercise to determine global targets for next financial year.
- Collaborated with Regional Heads to establish regional targets based on AOP.
- Conducted monthly Sales & Delivery calls to receive updates on Unbilled Milestones and published information to leadership team, facilitating projection of achievable revenue.
- Projected rolling 3-month revenue, showing potential revenue closure for next three months and conducting YoY comparison.
- Forecasted and tracked company revenue, showing revenue visibility closure for FY end by considering actual billings, annuity business, projected new sales, and cross-sells.
- Collaborated with sales/finance team to collect updates on Collections, Billing and Booking reports.
- Worked closely with Marketing Team to monitor MQL leads generated in Salesforce.
- Prepared sales incentive file for Sales and Engagement Managers based on actual bookings and revenue, comparing against targets.
- Maintained data hygiene in Salesforce by coordinating with Sales Reps to update pipeline.
- Prepared Pipeline Control Report, demonstrating month-to-month variations in pipeline, tracking flow of pipeline between funnels and stages, and providing insights into open/closed pipeline dynamics and other relevant pipeline metrics.
- Handled Salesforce Lightning Admin tasks, including enhancements as per business needs such as adding/removing users, fields in various Salesforce Objects, updating Page Layouts, setting up alerts, and automating Salesforce reports.
Business Planning and Operations Analyst
Oracle India Pvt Ltd
Bengaluru, Karnataka
Nov.2017 - Feb.2021
- In JAPAC GTM role, devised various analyses and scenarios to ensure Apps business success at JAPAC level.
- Collaborated cross-regionally with China and Japan, integrating these regions into the overall JAPAC Apps GTM strategy.
- Conducted account and parent-level analysis to develop a business model for the new financial year.
- Coordinated on various scenarios, aiding corporate decisions for next financial year segmentation by identifying the right revenue targets based on economic maturity.
- Prepared analysis on Industry and Rep for Customer Experience program, utilizing corporate data points such as account details, pipeline, install base, rep and territory details, and equity.
- Managed Oracle and NetSuite Teaming Agreement approvals or rejections based on rules of engagement.
Sales Operations Analyst
International Data Corporation (IDC)
Bengaluru, Karnataka
Jul.2015 - Nov.2017
- Prepared 30-day forecast reports for account reps. Created forecast reports comparing mid-month forecasts by Sales Reps with actual closed won opportunities and values at the end of the month.
- Generated reports showing end-of-month achievements in terms of activities, contacts, and deals closed.
- Prepared monthly management reports showing closed won bookings and monthly sales data.
- Created Business Value Reports (Usage Reports) for IDC clients.
- Entered bookings in internal portals and Salesforce, collaborating with Sales Reps and the Finance Team.
- Created custom newsletters for clients, updating them on new and upcoming events and recently published documents.
- Updated Analyst Contact List for clients based on their subscriptions.
- Prepared various monthly and ad hoc reports for the sales team and analysts.
- Provided additional support functions for the sales team and managed the EMEA Support Inbox.
Sales Administrative Assistant
Replicon, Inc
Bengaluru, Karnataka
Nov.2012 - Jul.2015
- Appending and distribution of inbound leads to pre-sales reps.
- Creating sales leads on Salesforce for pre-sales reps.
- Creating and maintaining of custom reports and dashboards on Salesforce.
- Generating reports showing leads assigned to SDR team.
- Creating various other reports on ad-hoc basis and handling Sales Inbox.
Assistant Manager - Business Development
Sunohre Technologies
Bengalurur, Karnataka
Jan.2012 - Aug.2012
- Making cold calls and generating appointments for Sunohre and clients.
- Regular follow up with prospects to generate appointments.
- Maintaining database on Zoho CRM.
- Conducting research for prospects.
- Assigning prospects companies to sales reps.
Education
MBA - Marketing
CMR Institute of Technology
Bengaluru, India Oct.2009 - Nov.2011
Bachelor's of Commerce - Finance
Sri Bhagawan Mahaveer Jain College
Bengaluru, India Jun.2006 - Jun.2009
High School Diploma -
Tunbridge High School
Bengaluru, India Jun.2003 - Jun.2004
Accomplishments
- Achieved 86% of the revenue target based on the annual operating plan prepared for FY23-24 at SunTec Business Solutions.
- Star of the Quarter 2019 - Oracle India Pvt Ltd
- Quarterly award for Best Performance 2016 - International Data Corporation (IDC)
Certification
Oracle Database 12c: Basic SQL 2019 from Lynda.com
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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