Rakesh Kalyankar
Bengaluru,India
Summary
Results-driven professional with expertise in sales operations strategy, revenue forecasting, and CRM optimisation. Demonstrates proficiency in incentive planning, pipeline management, and process automation to enhance organisational efficiency. Skilled in stakeholder engagement, executive communication, and cross-functional collaboration to drive business success. Adept at leveraging data analysis and reporting to inform strategic decision-making and ensure data hygiene. Committed to delivering impactful solutions that align with organisational goals and foster sustainable growth.
Overview
2026
2026
years of professional experience
4022
4022
years of post-secondary education
Work History
Revenue Operations Lead
Locus
Bengaluru, India
09 2024 - Current
- Analyzed Sales Projections to identify deal impacts and provide actionable insights to leadership.
- Partnered with Customer Success team to monitor Net Revenue Retention (NRR) on month-over-month basis.
- Managed incentive calculations for SDRs, Sales, Pre-Sales, Customer Success Managers and Technical Account Managers.
- Organized and led cadence calls for Sales and SDR teams, driving alignment and tracking progress against targets.
- Prepared and delivered board-level presentations, providing insights on key metrics, performance trends and strategic initiatives.
- CRM migration from Salesforce to HubSpot.
- Collaborated cross-functionally with various teams to ensure timely and successful delivery of key initiatives.
- Managing external audit for sales and marketing team
Global Sales Operations Manager
SunTec Business Solutions
Bengaluru, India
03 2021 - 06 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 and collaborated with Regional Heads to establish region-specific targets aligned with 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 3 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.
- Ensured pipeline accuracy in Salesforce by maintaining data hygiene and preparing Pipeline Control Reports to analyze month-to-month variations, funnel flow and key 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, India
11 2017 - 02 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 overall JAPAC Apps GTM strategy.
- Conducted account and parent-level analysis to develop business model for new financial year.
- Coordinated on various scenarios, aiding corporate decisions for next financial year segmentation by identifying 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, India
07 2015 - 11 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 end of 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 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 sales team and analysts.
- Provided additional support functions for sales team and managed EMEA Support Inbox.
Sales Administrative Assistant
Replicon, Inc
Bengaluru, India
11 2012 - 07 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
Education
Master of Business Administration (MBA) - Marketing
CMR Institute of Technology
Bengaluru11.2011
Bachelor of Commerce (B. Com) - Finance
Sri Bhagwan Mahaveer Jain College
Bengaluru06.2009
Skills
- Sales Operations Strategy & Execution
- Revenue Forecasting & Data Analysis
- Incentive Planning & Calculation
- Salesforce Administration & CRM Optimization
- Stakeholder Engagement & Executive Communication
- Pipeline Management & Data Hygiene
- Cross-Functional Collaboration & Leadership Communication
- Process Automation & Reporting
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)
Timeline
Revenue Operations Lead
Locus
09 2024 - Current
Global Sales Operations Manager
SunTec Business Solutions
03 2021 - 06 2024
Business Planning and Operations Analyst
Oracle India Pvt Ltd
11 2017 - 02 2021
Sales Operations Analyst
International Data Corporation, IDC
07 2015 - 11 2017
Sales Administrative Assistant
Replicon, Inc
11 2012 - 07 2015
Master of Business Administration (MBA) - Marketing
CMR Institute of Technology
Bachelor of Commerce (B. Com) - Finance
Sri Bhagwan Mahaveer Jain College
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