Trekking
Srinath Varma
Sr Sales Operations & Strategy Analyst
Hyderabad
Summary
A strong business operations professional with 3 years of experience in SaaS operations industry, 3.5 years in Sales Operations, Customer Success, Deal & Partner Management and 3 years in supporting U.S. Public Sector (SLED) business operations, contract management, sales enablement, and strategic planning within a global technology organization. Customer - obsessed attitude while highly focused on process improvement, efficiency and scalability. Passionate about employee career development, company culture and collaboration.
Overview
9
9
years of professional experience
Work History
Sr Analyst, Sales Operations & Strategy
Dell Technologies
05.2023 - Current
- Lead contract management activities for U.S. Public State, Local, and Education territories, supporting strategic sales initiatives and revenue-generating opportunities.
- Serve as a strategic business partner to Sales leadership, Account Executives, Legal, Pricing, Finance, and Procurement teams, enabling successful execution of public sector opportunities.
- Served as primary contact for escalated executive-level license agreement approvals, ensuring timely resolution.
- Support strategic sales opportunities by reviewing solicitations, RFPs, RFQs, amendments, and contractual requirements to ensure compliant responses.
- Conducted in-depth competitor analysis to identify opportunities for growth and expansion within industry landscape.
- Advise sales teams on contract utilization strategies, cooperative purchasing vehicles, state contracts, and education procurement frameworks to maximize revenue opportunities
- Analyze contract performance, sales trends, utilization metrics, and business data to identify growth opportunities and operational efficiencies.
- Contributed to revenue growth by identifying new market opportunities based on thorough industry research and analysis.
- Facilitated cross-departmental collaboration, breaking down silos Deliver sales and financial forecasting through data-driven analysis, supporting business planning, resource allocation, and operational decision-making.
- Provide executive-ready reporting, recommendations, and strategic insights that support territory planning, contract renewal strategies, and sales performance discussions.
Analyst, Sales Operations & Strategy ( Quality )
Dell Technologies
04.2022 - 05.2023
- Collaborated with deal management and stakeholders to optimize deal pipeline management, forecasting, quote validity, pricing audits, registration, attribution, partner verification, and deal closing.
- Audit & submission of deals within SLA to ensure booking and revenue growth
- Performed system analysis, documentation, testing, implementation, and user support for platform transitions
- Validated results and performed quality assurance to assess accuracy of data
- Sales dashboard update & expansion, publish weekly reports with senior leadership and meet with key stakeholders on deal closing and business growth
- Conducted root cause analysis on closed deals to identify pain points and implemented improvements to streamline processes.
- POC for Sales team to handle escalations and SME for quick & effective resolutions
- Led adoption and implementation of new project intakes, developing strategies for efficient workflow and process optimization.
- Strategize on new business and expand ideas to ensure overall business success
- Devise and conduct continuous best practice & training sessions for team members
- Generate analytical reports with efficient journey mapping , work on new process improvements ensuring proper management of digital business & its requirements
Sr Specialist, Sales Operations & Strategy
Dell Technologies
04.2020 - 04.2022
- Collaborated with IT & Finance to ensure smooth deal purchase, registration, attribution, and closing, contributing to over 90% customer retention rate.
- Managed relationships with global partners and Finance to ensure consistent application of stakeholder requirements and expectations.
- Research and analyze business and industry trends as well as customer data to develop tier level solutions
- Interpreted clients' needs and introduced services to fit those needs.
- Anticipated customer and partner risks and conflicts, identifying efficient resolutions to maintain positive relationships.
- Work with clients & stakeholders to develop goals and success plans to manage expectations and deliver on positive outcomes
Specialist, Sales Operations
Dell Technologies
12.2018 - 04.2020
- Monitored pipeline hierarchy and escalated critical issues to ensure timely closure
- Entail that escalations are resolved to satisfaction within SLA and resolutions are beneficial and accurate.
- Conducted training sessions for new employees as well as existing, to best practices and ascertain pain points towards work efficiency
- Streamlined processes with updates to enhance business efficiency
- Weekly audits and generate reports based on performance devised from multiple parameters to effectively outline any improvement areas and or pain points.
- Present reports and outcomes to senior management on designated routine to give clarity on team performance.
- Developed and implemented playbook for best practices, presenting monthly results to management
- Act as knowledge specialist for all process related inquiries
Senior Associate, Order Management & Operations
Dell Technologies
07.2017 - 12.2018
- Maintained STACKS to evaluate performance metrics and identify areas for improvement.
- Effective order processing, forms, applications and requests of clients and to communicate with customer through various channels to ascertain all their needs were met
- Keeping records of all customer interactions and complaints to validate and evaluate resolutions
- Effective order processing, forms, applications and requests of clients and to communicate with customer through various channels to ascertain all their needs were met
- Analyzed customer data to identify trends and anticipate customer needs.
- Work with company objectives to maintain and surpass expectations by clientele and organization
- Prioritized tasks to meet tight deadlines, pitching in to assist others with project duties.
Education
Bachelor of Engineering - Electrical & Electronics Engineering
Loyola Institute of Technology And Science
TamilNadu05.2015
Skills
Customer Relationship Management
Research Strategy & Presentation
Collaboration & Objection Handling
Salesforce, Power BI, MS Excel
Training & Reporting
Sales Forecasting & Business Planning
Territory Planning & Sales Enablement
Documentation And Reporting
Data Research and Validation
Microsoft 365 Copilot & ChatGPT
Accomplishments
Winner of Inspire Awards consecutively for 4 times for maintaining deal success rates above 85%
Special recognition award for contributions beyond expectations
Acting as Temporary Coach in charge for a month whist while keeping performance numbers above 95%.
Reigned 2 Champion awards for Q3 and Q4 , in 2019 for maintaining customer satisfaction index above 90% and in 2021 , for closing an enterprise license deal of $10M
Interests
Mountaineering
Travelling
Photography
Courses & Certifications
Project Management Foundations ( LinkedIn & PMI )
Tableau by Salesforce ( LinkedIn )
Career Essentials in Generative AI ( LinkedIn )
Customer Success Management ( LinkedIn )
Key Account Management ( LinkedIn )
Power BI ( LinkedIn )
Business to consumer online Sales ( LinkedIn )
Timeline
Sr Analyst, Sales Operations & Strategy
Dell Technologies
05.2023 - Current
Analyst, Sales Operations & Strategy ( Quality )
Dell Technologies
04.2022 - 05.2023
Sr Specialist, Sales Operations & Strategy
Dell Technologies
04.2020 - 04.2022
Specialist, Sales Operations
Dell Technologies
12.2018 - 04.2020
Senior Associate, Order Management & Operations
Dell Technologies
07.2017 - 12.2018
Bachelor of Engineering - Electrical & Electronics Engineering
Loyola Institute of Technology And Science