Shivali Kulkarni
Mumbai,Maharashtra
Summary
Seasoned professional with over 20 years of comprehensive experience spanning Sales Operations, Business Operations, Revenue Operations, Order to Cash, Audits, Partner Management (Channels), and Procurement. Skilled in managing diverse responsibilities, from overseeing APAC Operations and currently managing Global Operations to leading strategic projects and initiatives
Overview
24
24
years of professional experience
2
2
years of post-secondary education
3
3
Languages
Work History
Associate Manager – Global Revenue Operations
Red Hat
Mumbai
2021.11 - Current
- Vendor Management: Overseeing PR/PO and Training Delivery Reconciliation for all GEOs
- Revenue Analysis: Conducting Revenue Gap Analysis for process optimization
- APAC Order Management: Handling LMS specific queries, Partner, and Customer-related issues
- Forecasting and SYB Support: Providing APAC Forecasting and SYB support to Salesforce
- Customer Support: Managing Customer Support for ANZ, ASEAN, and India – Red Hat Training-related issues
- Order to Cash Cycle: Managing Order to Cash Cycle for Global Learning Services (GLS)
- Audit Analysis: Conducting comprehensive Audit Analysis for continuous improvement
- Mentored junior team members, contributing to their professional growth and skill development
- Conducted regular performance evaluations of staff members, providing constructive feedback and identifying areas for growth
- Managed cross-functional projects, ensuring timely completion and alignment with company objectives
Business Analyst (APAC Senior Consultant – Oracle Digital Partner Centre) – Partner Development – Alliances and Channels
Oracle
Mumbai
2019.09 - 2021.11
- Strategic Projects: Successfully delivered on Alliances and Channels strategic projects and initiatives
- Partner Onboarding: Recruited and onboarded Multi Cloud Ecosystem partners
- Operational Support: Provided operational support for Partner management through Due-Diligence oversight
- Deal Pricing Structure: Managed partner deal pricing structure and creation, including approvals, contracts, order processing requests, agreements, and order booking
- Regional Responsibilities: Handled APAC countries, including India and ANZ, supporting regional Alliances and Channels in partner sales activities
- Business Practices: Provided assistance in business practices and processes to regional Alliances and Channels
- Continuous Improvement: Recommended improvements to channel operational processes.
- Assisted sales teams in crafting targeted proposals based on client needs assessment, contributing to increased revenue generation
- Collaborated closely with stakeholders to identify opportunities for process improvements and drive continuous innovation in the organization
Senior Sales Officer
Samsotech International
Dubai
2018.12 - 2019.05
- Sales Prospects and Marketing: Managed Sales Prospects and Marketing for Dubai, Thailand, and France, primarily focusing Hospitality industry
- Sales Cycle Management: Oversaw complete sales cycle from lead generation to closures
- Inside Sales Leadership: Led Inside sales representative's team and liaised with other departments for smooth operations
- CRM Administration: Acted as Administrator for Salesforce CRM, ensuring its effective use by entire Sales Team.
Senior Sales Administration & Client Relationship
Foster Consultants
Dubai
2018.01 - 2018.11
- Sales and ISO Audits: Managed sales and sales activities for ISO audits, particularly HACCP certifications
- Sales Cycle Management: Oversaw the sales cycle from lead generation to closures for UAE and OMAN region
- Internal Audits: Conducted and tracked internal audits for ISO standards with clients
- Contract Negotiation: Created, negotiated, and closed commercial agreements and contracts
- Training Initiatives: Conducted training sessions on Food Safety Management and Health and Safety approved by Dubai Municipality.
Manager Sales Operations
Oracle India Pvt Ltd
Mumbai
2006.02 - 2015.08
- Sales Support and Mentoring: Provided key sales support services across all Application, Technology, Hardware, and Cloud Business in Oracle
- Special Pricing Offers: Worked on APAC approval system for special pricing offers for License Deals
- Partner Assistance: Assisted Oracle Partners such as Tata Consultancy Services Ltd, Redington, Wipro on license orders, verifying pricing structure, giving pricing assistance, and providing timely updates on delivery timelines of orders
- Order Documentation: Managed order documentation with Sales Managers on order processing, ensuring completeness and accuracy
- CRM Management: Worked closely with Sales Managers and Directors on fresh leads and opportunities, updating forecasts, and assisting Sales Managers on CRM-based tools – Siebel for lead and opportunity management
- Order Process Flow: Managed Order process flow on Oracle internal applications such as Oracle Applications (Order Management, Quoting) and worked on Dashboards (Siebel Analytics, Fusion CRM)
- Renewals and Agreements: Tracked Oracle Partner Network Renewals and Partner Agreements
- Data Management: Maintained Data setups of customer and Partners (Customer Data Management)
- Deal Compliance: Provided common business practice on deals/transactions, Guidance, and advisory role to sales on ensuring deal compliance.
Deputy Manager – Business Support
Ingram Micro India Pvt Ltd
Mumbai
2000.12 - 2005.11
- Major Purchase Accounts: Handled major purchase accounts including Hewlett Packard, Acer, Microsoft, Macromedia, and Oracle
- Value-Added Products: Managed purchase of Value Added Products for company from vendors like Hewlett Packard – Service products (HP support pack and Carepaq), Macromedia, Oracle, Checkpoint, Citrix, Adobe, Computer Associates, and VERITAS
- E-Commerce Environment: Worked in E-Commerce Environment Electronic Order processing for HP PC Products
- Web-Based Ordering: Involved in web-based ordering for Hewlett Packard service e-packs, Microsoft, Adobe
- Imports Clearance: Participated in imports clearance and had hands-on knowledge of various imports tariff procedures
- Supply Chain Management: Managed and strengthened Supply Chain, handling inbound and outbound logistics
- Monthly Purchase Plan: Involved in monthly purchase plan
- Vendor Interaction: Interacted with vendors and its logistics team at home and overseas
- Stock Management: Ensured optimum level of stocks for effective Working Capital management
- Purchase and Logistic Cycle: Overall involvement in complete purchase and logistic cycle through system integration.
Education
Masters of Commerce (Accounts) - Accounting And Finance
Mumbai University, India
Mumbai 1999.01 - 2001.01
Skills
Sales Operations, Business Operations, Order to Cash Cycle, Revenue Operations
undefinedSpecial Achievements
- Special Recognition Award in FY07 & FY12 – Technology during Oracle Kick Off FY09 Sales Operations Award in Oracle.
- Employee of the Quarter Award for Q4FY11, Q3 FY13, Q3 FY13, and Q1 FY12 in Oracle.
- Extra Milestone Award Dec 2021@RedHat.
- Top Gun Award 2022 – Special Recognition Award @RedHat.
Personal Information
Date of Birth: 04/22/78
Timeline
Associate Manager – Global Revenue Operations
Red Hat
2021.11 - Current
Business Analyst (APAC Senior Consultant – Oracle Digital Partner Centre) – Partner Development – Alliances and Channels
Oracle
2019.09 - 2021.11
Senior Sales Officer
Samsotech International
2018.12 - 2019.05
Senior Sales Administration & Client Relationship
Foster Consultants
2018.01 - 2018.11
Manager Sales Operations
Oracle India Pvt Ltd
2006.02 - 2015.08
Deputy Manager – Business Support
Ingram Micro India Pvt Ltd
2000.12 - 2005.11
Masters of Commerce (Accounts) - Accounting And Finance
Mumbai University, India
1999.01 - 2001.01
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