Ravi Shankar Raju Ch

Key Responsibilities & Achievements Core Competencies Key Impact Highlights

As the Head of Inside Sales at NetCom Learning, a global leader in IT and professional training solutions, I lead the strategic and operational transformation of the Inside Sales organization—spanning Enterprise, SMB, and Vendor-led sales divisions—to drive New Demand Generation, revenue growth, operational excellence, and organizational scalability.

Strategic Leadership & Revenue Growth

• Lead a 50+ member Inside Sales organization comprising SDRs, LDRs, CDRs, and team managers supporting both Enterprise (Tier 1) and Commercial/SMB (Tier 2) sales divisions.
• Spearheaded the revival and stabilization of the SMB Sales Unit, improving performance, process adherence, and conversion metrics.
• Launched and piloted a new revenue-generating vertical — the Vendor Sales Unit, selling training solutions across technology practice areas (Cloud, Data, AI, Cybersecurity, Modern Work, Project Management, Business Applications) with strategic vendors like Microsoft, AI Certs, Cisco, AWS, Google, CompTIA, PMI, and others.
• Partnered with the CEO and CRO to design and execute sales playbooks, campaign strategies, and revenue roadmaps aligned with company goals.

Data Intelligence & Operational Excellence

• Led a dedicated Research & Data Management team to optimize lead flow, market segmentation, and campaign analytics—enabling data-driven decision-making and sales forecasting accuracy.
• Drove CRM migration and sales process automation initiatives (MS Dynamics, RingSense AI integration, ZoomInfo cleanup, and call recording systems) to enhance visibility, productivity, and compliance.
• Established and tracked comprehensive performance management frameworks, including KPI dashboards and conversion analysis across campaigns and verticals.

Strategic Change Management & Project Leadership

• Successfully project-managed multiple global campaigns across MSFT, AI Certs, CISCO, AWS, and other vendors—driving measurable growth and ROI in partnership with marketing, product, and operations.
• Evaluated, negotiated, and managed vendor contracts for critical business support systems, including Call Center, Data, and AI-based productivity solutions—ensuring cost optimization and performance ROI.
• Championed major transformation initiatives, improving cross-functional alignment, reporting discipline, and sales-readiness culture.

Business Expansion & People Leadership

• Established the first Work-From-Office (WFO) model at the Bangalore location—end-to-end ownership of facility setup, vendor management, infrastructure readiness, and cultural transition.
• Closely partnered with HR and Talent Acquisition teams to recruit, onboard, and train high-performing sales and inside sales professionals, strengthening organizational capability and bench strength.
• Designed and rolled out training and performance enablement programs for ISMs and SDR/LDR teams to improve product knowledge, sales acumen, and customer engagement.

Stakeholder Management & Leadership Communication

• Led and facilitated executive-level meetings including Monthly Leadership Reviews, Staff Updates, and Strategic Business Reviews (monthly, quarterly, annual) with CEO, CRO, and CMO.
• Partnered with Marketing, Product, and Learning Consultant teams to align go-to-market strategy, campaign positioning, and revenue attribution.
• Drove cross-functional collaboration and accountability culture, ensuring synergy between data, sales, operations, and leadership teams.
• Sales Leadership & Strategy
• Inside Sales Operations Management
• P&L & Revenue Ownership
• Business Transformation & Change Management
• Data Analytics, CRM & Process Optimization
• Team Building, Coaching & Performance Management
• Vendor & Contract Negotiation
• Campaign Management (Enterprise & SMB)
• GTM Strategy & Execution
• Stakeholder & Executive Communication
• Facility Setup & Operational Transition
• Increased SMB meeting productivity and revenue pipeline by implementing structured process management and data-driven targeting.
• Designed and launched new Vendor Sales Division contributing incremental revenue and market diversification.
• Reduced operational inefficiencies through system integrations and vendor consolidations.
• Transitioned a 100% remote workforce into a functional, collaborative office setup in Bangalore, strengthening culture and accountability.

Career Progression Key Responsibilities & Achievements Core Competencies Key Impact Highlights

Simplilearn, one of the world’s leading online certification and skilling providers, entrusted me to lead and scale multiple strategic business units across Sales, Account Management, and Customer Success, focused on driving sustainable growth in the global B2C and B2B learning market.

• Sr. Associate Business Manager – Spearheaded pilot for Reactivation Sales Unit (Dormant Leads)
• Business Manager – Account Management (Tech Vertical) – Expanded US market business across Data & Tech programs
• Business Manager – Data & Technology (US) – Led full P&L for Data, AI, Cloud, Security & Software programs
• Business Unit Head – Reactivation & Account Management ROI Maximization – Delivered 10x ROI through strategic redesign and cross-functional integration

Business Launch & Market Expansion

• Handpicked to pilot a new sales division focused on reactivating dormant leads; built the business model, defined sales scripts, KPIs, and customer engagement playbooks.
• Successfully transformed the pilot into a scalable business unit, generating consistent revenue and reinstating significant dormant pipeline value.
• Later transitioned to Account Management, owning P&L and sales expansion for the Data & Tech vertical (AI, Data Science, Cloud Computing, Cybersecurity, Software Development) across the US geography.
• Led the go-to-market transition for new Simplilearn product lines—University Certification Courses and Global Bootcamps, driving early adoption and revenue ramp-up.

Leadership, Team Building & Scale Management

• Managed a large, high-performing team of 70+ full-time professionals including 6 Sales Managers, driving consistent growth through coaching, process discipline, and data-driven decision-making.
• Built a multi-tier sales structure across Reactivation, Account Management, and Customer Success, ensuring specialization and operational scalability.
• Designed and implemented sales enablement programs that improved conversion efficiency, product knowledge, and cross-selling capabilities across teams.

Strategic Transformation & ROI Maximization

• Redesigned the Account Management and Reactivation process, integrating Customer Success Managers (CSMs) to focus on customer lifetime value and upgrade opportunities.
• Delivered an exceptional 10x ROI within 3 months by optimizing lead segmentation, introducing high-value engagement models, and realigning incentive structures to revenue outcomes.
• Collaborated with Product, Marketing, and Analytics teams to refine pricing, offer positioning, and sales forecasting accuracy.

Stakeholder Collaboration & Business Impact

• Partnered with global leadership teams to align business priorities, product roadmaps, and campaign execution for the US market.
• Forecasted, tracked, and reported revenue metrics and performance dashboards directly to the VP of Sales and COO, driving accountability and strategic clarity.
• Actively contributed to cross-departmental decision-making in Product, Customer Experience, and Operations to maximize the efficiency of the sales engine.
• Sales Leadership & Strategic Planning
• Inside Sales & Account Management Excellence
• P&L Ownership & ROI Optimization
• GTM Design & Execution (US Market Focus)
• Team Building & Performance Management
• Customer Success Integration & Upsell Strategy
• Business Process Reengineering
• Data Analytics & Forecasting
• Cross-functional Leadership & Stakeholder Management
• Change Management & Business Scalability
• Scaled a dormant-lead reactivation pilot into a sustainable, revenue-positive business unit.
• Delivered 10x ROI within 3 months by restructuring sales and customer success models.
• Managed 70+ professionals and 6 managers across sales and account management.
• Successfully launched and monetized new product verticals (University Programs & Bootcamps).
• Drove consistent revenue growth in the US market through structured account expansion and process optimization.

Career Progression Key Responsibilities & Achievements Core Competencies Key Impact Highlights

At WNS Global Services, a leading global Business Process Management company, I built a solid foundation in analytics, process excellence, and stakeholder management through progressive roles in Claims, Fraud Prevention, and Operational Excellence for the client Aviva General Insurance — one of the world’s largest insurance brands.

• Claims Analyst – Aviva General Insurance
• Fraud Prevention Coordinator – Aviva Business (Bangalore)
• Unit Fraud Prevention Manager – Aviva Business
• Operational Excellence Manager – Aviva Research & Analytics Unit

Fraud Prevention & Risk Management

• Pioneered the role of Fraud Prevention Coordinator for Aviva’s Bangalore operations, becoming the first resource to represent the function locally.
• Developed and implemented fraud detection frameworks and analytical triggers that strengthened claim validation, minimized financial leakage, and improved compliance adherence.
• Elevated to Unit Fraud Prevention Manager for consistent performance, data-led insights, and proactive stakeholder collaboration that drove measurable business impact.

Operational Excellence Leadership

• Handpicked to lead Operational Excellence for the Aviva Research & Analytics Unit, managing end-to-end efficiency improvement initiatives across people, processes, and systems.
• Delivered 5% year-on-year operational efficiency gains, leveraging lean process optimization, automation, and workforce planning.
• Partnered closely with client-side leadership and internal stakeholders to design continuous improvement roadmaps, standard operating frameworks, and performance governance models.

Analytics, Forecasting & Financial Management

• Owned Billing and Forecasting for the Aviva Analytics Unit, ensuring alignment of cost structures, headcount utilization, and delivery efficiency with contractual SLAs.
• Collaborated with Finance, HR, and Business Unit Heads to ensure accurate forecasting, variance management, and financial reporting.
• Used analytical insights to influence strategic decisions around workforce optimization and productivity enhancement.

Stakeholder & Client Management

• Maintained strong engagement with UK client stakeholders, leading regular business reviews and performance meetings to communicate delivery results, efficiency projects, and future plans.
• Acted as a strategic interface between operations, analytics, and client governance teams, driving transparency, trust, and performance alignment.
• Recognized for out-of-the-box thinking and exceptional attention to detail, which led to multiple process improvement recognitions and trust-based client relationships.
• Operational Excellence & Process Optimization
• Fraud Prevention & Risk Mitigation
• Data Analytics & Performance Governance
• Billing, Forecasting & Financial Control
• Stakeholder & Client Relationship Management
• Process Re-engineering & Lean Initiatives
• Root Cause Analysis & Continuous Improvement
• Team Mentorship & Cross-functional Collaboration
• Pioneered and institutionalized the Fraud Prevention function for Aviva in Bangalore.
• Delivered 5% YOY efficiency improvement through people, process, and technology enhancements.
• Owned and streamlined Billing & Forecasting operations for the Aviva Research & Analytics Unit.
• Recognized for analytical acumen and innovation, earning rapid career progression from Analyst to Manager.
• Established a culture of data-driven decision-making and accountability within the Aviva offshore business unit.