Shakila CP

Head the business operations function globally which includes teams across sales operations, integrated systems and IT operations and serve as the operational advisor to the C-level Management.

• Transforming organization to a data-driven culture using predictive analytics for prioritized prospecting, forecast accuracy and data analysis for territory planning.
• Partnering with the sales leaders to review forecasts and determine methods to make up revenue gaps to deliver 3x growth YoY and present performance metrics for Board deck.
• Recruited, developed, and retained team of 16+ direct reports across 3 functions.
• Instituted several workflow process improvements for Salesforce CRM system driving adoption.
• Implemented and oversaw curriculum development of online learning program to help onboard new reps and train seasoned reps on sales pitch and product features.
• Own fiscal year planning and execution which includes market assessment, territory planning, quota deployment, incentive plans, customer retention programs, and channel sales development.

Established the sales operations function for APAC (ASEAN & India) to own Yearly planning, BI reporting, data enablement projects, sales productivity & support for the region.

• Worked on key projects – SF Lightning migration, D&B migration, and implementation of Emergency remote work kits for customers during the pandemic.
• Recognized at Global Sales Kick Off 2019 for exceptional performance
• Developed team to support global data projects on enrichment, reporting and retention.

Lead and develop a large, motivated team across Sales and Client Operations that provide critical business support functions globally. Responsible for building organizational capability around Sales Operations, Data & reporting of client data, Tender management, Marketing Support, Remote provisioning of client services and management of client on-boarding processes.

• Supported deals worth $1Mn AUD for FY16 supporting focus markets like China and Korea.
• Helped in conversion of 47% of leads into opportunities in Europe region.
• Our team was recognized as “Team Awesome” at FY17 Global Sales Conference for the contribution towards innovative solutions.
• Developed Account Intelligence Framework and supported Client report requests by providing insights on current best practices and benchmarking.
  

Supporting Global Field and Inside sales teams in multiple initiatives including commissions, quota & territory setups, sales enablement training, business intelligence & customer data and leads-routing.

• Prepared Pricing Analysis on past trends to help develop a framework for all solutions.
• Prepared quarterly, yearly board meeting presentations for the management
• Developed a framework for Sales Process and Training on Sales Tool which was used as a documented approach for training every Sales individual in the organization.

Design and implement the strategy and roadmap for new hire productivity by Onboarding programs and territory optimization. Responsible for analyzing and reporting performance metrics for APAC sales of weekly, monthly, quarterly, and year-end numbers that includes bookings, retention, forecast and performance against quota, new business, lost orders reports, product and market segments, setting yearly quota and bonus targets.

• Formulated Resource and territory optimization programs to increase new hire sales productivity by 52% within first 3 months of joining.
• Devised and led a program for improving and measuring retention of business for Gartner India and retention increased by 12% YoY
• Recognized for the contribution for India to be the No.1 Region Globally in 2009
  

Responsible for team management and providing technical assistance to agents on call supporting various lines of business in EMEA and US region and driving resolution and building agent capability.

• Successfully coached and transitioned 100+ agents in the production floor to build agent capability in the new site-Dell Gurgaon.
• Consistently achieved and exceeded the targets set for the team on customer experience, resolution and warranty cost metrics.