Shubhangana Mehrotra
Bengaluru
Summary
Customer Success Manager with more than 15 years of experience. Performance driven professional with expertise in Customer Success, Business Development, Sales, and Marketing. Focus on Implementation, Adoption, driving Best Practices, Customer Engagement, and retention of Customers. Worked with Oracle, Informatica & other SaaS based organizations in driving adoption and usage of B2B corporate products through effective training, benchmarking, and sharing best practices.
Collaborative leader partners with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
16
16
years of professional experience
Work History
Customer Success Manager
INFORMATICA BUSINESS SOLUTIONS
05.2021 - Current
- As a Customer Success Manager (CSM) for APAC region, I am responsible for driving successful adoption of Informatica technologies through proven methodologies for driving their business outcomes. Goal is to drive product adoption and reference ability of Informatica’s customers in turn leading to higher retention and expansion of Informatica footprint.
- I also ensure high productivity and help customers derive maximum value from using Informatica’s products, solutions and services.
- I foster strong relationship with IT and Business contacts for these key accounts often at executive levels and become their trusted advisor. I serve as customer advocate to represent their needs with Informatica’s internal entities including Customer Support, Product Development, Professional Services, and Sales etc.
- In addition to proactive customer management, I also serve as a key point-of-contact for issues that impact customer success by effectively fielding and resolving challenges during the product adoption journey.
- I also work closely with renewals management to help them negotiate and drive renewals to a successful completion.
Customer Success Manager
ORACLE INDIA PVT LTD
06.2015 - 05.2021
- Ensure customer coverage through the SuccessHub Customer portal, chat and other mechanisms to drive Customer Advocacy, Adoption, Retention and Expansion.
- Develop deeper understanding of the customers’ objectives to identify opportunities and further align resources that will guide the customers’ successful use of and return on investment with their Oracle SaaS solution.
- Drive continued and maximum adoption of Oracle’s SaaS solutions and identify and foster product expansion opportunities with the appropriate Cloud Sales team via a value-based relationship with assigned clients.
- Create simple messaging around the value of the overall solution and encourage optimal utilization.
- Guide customers through significant service milestones such as upgrades, new releases, etc. via automatic and programmatic planned and executed methods.
- Work closely with the support, presales and consulting teams including partners to make sure you can deliver the program content and resolve customer needs in an effective and high-quality way.
Business Development Consultant
ORACLE INDIA PVT LTD
06.2015 - 12.2018
- Building relationships at CXO levels and leveraging those to achieve the business targets.
- Leading a team of Sales professionals, giving coaching, and advice whenever I see an opportunity for improvement.
- Creating reliable forecasts and being completely transparent with management on the pipeline status.
- Developing and executing strategic plans for the territory, and documenting/distributing competitive information.
- Getting in touch with the customers after sales to understand their experience with the product.
- Re-target, retain, cross-sell, up-sell and drive repeat transactions from customers.
- Work with key internal stakeholders and groups - including sales & product managers, industry sales directors, marketing and partner sales.
- Industry: Software - Oracle Apps (Oracle CX, Oracle Marketing Cloud and Oracle HCM)
Business Development Executive
PEOPLEWORKS (CROSS DOMAIN PVT LTD)
03.2013 - 05.2015
- Executing all phases of sales cycle beginning from prospecting, research, conducting client meetings and demonstrations straight through to proposal submission and closure of deals.
- Building relationship with new clients, selling into new accounts, mining existing opportunity, understanding business requirements (via onsite visit and calls).
- Responding to RFIs/RFPs, and Pricing.
- Coordination of sales and marketing activities with other teams. Using SALESFORCE CRM extensively for end-to-end management of prospects/customers.
- Industry: Software – Cloud based HRMS solution
Account Executive, Inside Sales
FUTURE ELECTRONICS PTE LTD
04.2012 - 02.2013
- Data Collection and Research on Large/Mid-Sized Companies to find the right contact.
- Gathering & analysing data related to prospective clients and current clients for further analysis of business performance. Market research activities to identify new opportunities.
- Industry: Semiconductor Components
Senior Associate, Inside Sales
Glopore IM Services Pvt Ltd
08.2011 - 04.2012
- Company Overview: Industry: IT - Software Development and Infrastructure
- Marketing (email & marketing communications, Market Research, participation in conferences and events - planning & execution, customer satisfaction surveys)
- Understanding CIO\IT Service Management challenges of organizations, Selective Sourcing business model, Service Offerings and Value Proposition to the potential customers.
- Industry: IT - Software Development and Infrastructure
Territory Business Manager
AstraZeneca Pharma India Pvt Ltd
05.2009 - 08.2011
- Company Overview: Industry: Pharmaceuticals
- Implementing Marketing strategies and Brand Promotional activities in order to enhance sales.
- Consistently acquiring knowledge of new and existing products launched by AstraZeneca and competitors in the field so as to keep myself updated with the market requirements and research.
- Industry: Pharmaceuticals
Education
MBA - Marketing & Finance
International School of Business & Media
01.2009
Skills
- Pipeline development
- Customer needs assessment
- Account updates
- Customer onboarding
- Revenue growth
- Customer advocacy
- Customer relations
- Customer retention
- Customer relationship building
- Business development
Awards
- Achieved 684% of my revenue target, 2018
- Top OMC BDC Award (GLOBAL), 2018
- Achieved 338% of new Pipeline Contribution, 2018
- Extra Miler Award for outstanding performance
- Best Business Development Consultant all over APAC, 2016
- Received Stakeholders' appreciation e-mails, 2016
- Expanded Oracle footprint with net new accounts, 2016
- Awarded 'Star of the Quarter in Appreciation of Excellence', 2014
- Awarded 'Star of the Quarter', 2014
- VP Sales & Marketing Award in Astrazeneca, 2010
- Award for Excellence TWICE
- Regional Business Manager Recognition Award
- Excellence for Sales Performance Award TWICE
Timeline
Customer Success Manager
INFORMATICA BUSINESS SOLUTIONS
05.2021 - Current
Customer Success Manager
ORACLE INDIA PVT LTD
06.2015 - 05.2021
Business Development Consultant
ORACLE INDIA PVT LTD
06.2015 - 12.2018
Business Development Executive
PEOPLEWORKS (CROSS DOMAIN PVT LTD)
03.2013 - 05.2015
Account Executive, Inside Sales
FUTURE ELECTRONICS PTE LTD
04.2012 - 02.2013
Senior Associate, Inside Sales
Glopore IM Services Pvt Ltd
08.2011 - 04.2012
Territory Business Manager
AstraZeneca Pharma India Pvt Ltd
05.2009 - 08.2011
MBA - Marketing & Finance
International School of Business & Media
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