Rama Krishna Ganapuram

• Lead a 20+ member global Sales Operations and Quoting team, delivering high-volume, high-complexity deal support across regions while consistently meeting SLAs
• Drive team performance through coaching, capacity planning, workload balancing, and operational governance, improving accuracy and turnaround time
• Own end-to-end quoting governance, including approval workflows, discount frameworks, and commercial guardrails aligned with revenue recognition and order acceptance policies
• Partner cross-functionally with Sales, Deal Desk, Pricing, Legal, Finance, Revenue Recognition, and Order Management to execute strategic and non-standard deals, accelerating quarter-end closures
• Lead continuous improvement initiatives focused on automation, process simplification, and system optimization to reduce manual effort and error rates
• Collaborate with Product Operations and Pricing to operationalize new SKUs, entitlement models, and packaging changes in CPQ and downstream systems
• Own quoting KPIs and operational dashboards, including SLA compliance, quote aging, throughput, utilization, and accuracy, providing insights to leadership
• Act as product owner for the quoting technology stack (CPQ, EMS, CLI, SOM tools), prioritizing enhancements, supporting UAT, and driving adoption
• Ensure audit readiness and SOX compliance through strong controls on approvals, discount exceptions, and booking integrity
• Implemented Zero-Touch Quoting automation for $0 temporary instance quotes, reducing manual workload and improving turnaround time
• Scaled quoting operations to Bangalore and Costa Rica, enabling 24/7 global coverage for Sales and Renewal Account Managers

Renewal License Review Team - • Established the first Renewal License Review (RLR) team under Shared Services with 8 members to centralize renewal operational support

• Ensured seamless renewal execution by validating licenses, pricing structures, compliance usage, customer instances, agreements, and migration requirements for Renewal Account Managers well before the 180-day expiry period.

• Performed renewal entitlement and SKU reviews to ensure accuracy on quantities, product mappings, and migration paths for upcoming renewal cycles

• Reviewed commercial terms and co-term structures, and validated uplift models to align renewals with pricing and revenue policies

• Partnered cross-functionally with Pricing, Deal Desk, Product Ops, and Order Management to resolve discrepancies and enable clean downstream bookings

• Improved renewal data integrity through systematic review of custom tables, historical amendments, and usage compliance checks.

IBDC - Install base data cleanup: Supervising a team of four, along with 12 contingent employees, for install base data cleanup, where the team validates and rectifies install base data compliance cases through collaboration with Sales, Sales Ops, Surf Admin team, Now Support team, Compliance, and Order Management team.

· The team identifies and prevents potential revenue loss, successfully stopping revenue leakage of up to 26 million dollars within 16 months.

· The team ensures data accuracy at the account, contract, and opportunity levels, assisting Sales & Renewal account managers in maintaining deal velocity.

· The IBDC team prioritises customer satisfaction, always placing the customer's needs first, and resolving any account, contract,

entitlements, or instance-related issues promptly.

· Orchestrated thorough review of 1100+ accounts in 8 months, ensuring 99% accuracy in customer data to facilitate renewal transition in CPQ tool.

Sales onboarding Team - Supervising a sales onboarding team of two members, responsible for orienting new field sales, solution consultants, renewal account managers, GSD, and SDR profiles.

· Assigning territories and updating sales Quota in Anaplan.

· Conducting weekly reconciliations for onboarding and offboarding processes.

· Identify potential leads and assign them to SDRsand LDR

• Managed end-to-end SaaS order lifecycle including PO validation, booking, entitlement provisioning, and invoicing across CRM, CPQ, ERP, and provisioning systems
• Reviewed purchase orders, quotes, and contracts to ensure alignment with pricing, SKU configuration, entitlements, and commercial terms
• Coordinated cloud instance provisioning and entitlement activation, ensuring accurate configuration, access enablement, and customer readiness
• Ensured compliance with revenue recognition, SOX controls, tax, and billing requirements, supporting clean financial close and audit readiness
• Partnered with Sales, Legal, Finance, Revenue Accounting, and Customer Success to resolve contractual issues and accelerate deal processing
• Troubleshot order blocks, provisioning delays, entitlement mismatches, and system exceptions, managing escalations to resolution
• Supported renewals, upsells, and amendments by validating subscription changes and ensuring accurate contract and system updates
• Monitored order backlog, throughput, provisioning SLAs, and turnaround time (TAT); delivered operational metrics to leadership
• Drove process improvements and automation initiatives to improve scalability, accuracy, and cycle times
• Authored and maintained SOPs and operational playbooks to standardize SaaS order handling and reduce downstream errors

· Managed daily contract setup and maintenance, ensuring data accuracy, compliance, and quality standards

· Reviewed control reports, invoices, credit memos, and rebate agreementsto validate billing and pricing accuracy

· Audited contracts in SAP and supported internal and external audits, ensuring documentation and evidence readiness

· Resolved customer billing and pricing discrepancies in partnership with Sales, Finance, Revenue, and Operations teams

· Led process governance, identifying gaps, executing corrective actions, and delivering RCA/CAPA for recurring issues

· Prepared and delivered monthly and quarterly operational and performance reports for leadership review

· Conducted team huddles, workload planning, and SLA management, providing coaching and performance feedback to analysts

· Authored and maintained SOPs, work instructions, and training materials to standardize processes

· Analyzed contract quality metrics and drove continuous improvement initiatives

· Administered DocuSign templates and workflows, including user enablement and training

• Reviewed, drafted, and negotiated complex SaaS, software licensing, and hardware contracts, ensuring commercial, legal, and policy compliance
• Managed renewals, amendments, and non-standard transactions, partnering with Legal, Finance, Revenue, Tax, Provisioning, and Channel teams
• Supported complex and escalated deals, including legal document review, risk assessment, and contract modifications
• Interpreted contractual terms and translated requirements into pricing, billing schedules, and system configurations
• Acted as proposal/RFP contributor, aligning responses to customer requirements and commercial guidelines
• Built and validated multi-year billing schedules, credit memos, cancel-and-replace, and shelving transactions
• Drove process improvements to reduce deal cycle time and improve booking velocity
• Supported SOX and external audits by providing documentation, system evidence, and process walkthroughs
• Identified skill gaps and supported training and enablement initiatives to strengthen team capability