Ramya T.V

Accomplished Sales Operations professional with more than a decade of experience in deal governance, sales forecasting, and pipeline management. Highly skilled in providing pricing, product, and deal structure guidance to sales teams, ensuring alignment with corporate objectives. Demonstrated success in driving operational efficiency, maintaining accuracy in renewal metrics, and enhancing business performance through strategic initiatives. Proven ability to support sales teams in achieving targets and optimizing processes for maximum effectiveness.

Project Arroyo : to enhance data accuracy and deal governance for renewals, achieving significant improvements in the accuracy of the renewal pipeline and metrics reporting (e.g., Gross Churn, Net Churn). Enabled better compensation planning for sales representatives by accurately capturing Renewal ACV vs. New/Expansion ACV.

• Tools: SalesForce to enhance quoting logic, which help sales understand existing entitlements/products sold and enables them to determine replacement via a new sales motion

User Acceptance Testing (UAT): which is performed on most UIT projects, sometimes called beta testing or end-user testing, is a phase of software development in which the software is tested in the "real world" by the intended audience or business representative.

• User Page like Territory Management & Lead Routing in SalesForce to improving the accuracy of sales territory planning and resource allocation.
• Subject Mater Expertize (SME) : Akamai Quoting Application (Momentum) Enhancements and Monitoring projects:

Trend Analysis and Reporting:

• Conducted FY23 Q4 renewal pipeline trend analysis, providing valuable insights for business planning and decision-making.
• Improved forecasting accuracy and data reliability through continuous trend analysis and reporting

Process Documentation:

• Playbook on Rubrik Renewal Process, which facilitates New Hires, Sales & External team in understanding Roles & Responsibilities of Renewal Ops, Sales Motion, Projects Initiatives & Product Category
• Order Management Process Guide, Creating FAQs for Credit Check Policy, Created Process guide for Apttus, Created Reference documents for Policy changes such as Sales Manager and Finance Approvals.

Other Initiatives

• Order Management Page within Akamai internal tool called “Aloha”, this page was built as source of truth to know about Order Management Team, policies & updates for new OM hires and other stakeholders.
• Tableau Dashboards like Deal Governance & ATR, which reflects data to understand Renewal Cannibalization & Pipeline Accuracy