Surbhi
Team Lead, Sales Operations & Support
Summary
Enthusiastic Management Professional with more than 6 years of experience in Sales, Sales & Marketing Operations, Sales Planning & Forecasting, Service Delivery, Project Management, Territory Management, Quote to Cash cycle, Business Strategy and Pipeline Management and Dashboard Development and Maintenance.
Overview
9
9
years of professional experience
8
8
years of post-secondary education
Work History
Team Lead, Sales Operations
MongoDB India Private Limited
08.2023 - Current
- Leading APAC Sales Operations Support Team, overseeing seven associates.
- Collaborating with sales, finance, HR, and other cross-functional teams to streamline quote-to-cash process through ticketing tool (Zendesk, earlier Jira)
- Spearheading FY25 territory alignment for APAC and PAC-RIM Sales Team.
- Driving alignment of region, territory, hierarchy, user, and account data on Salesforce for accurate Sales forecasting in Argos and Clari.
- Conducting audits for territory and contact clean-up in Salesforce and managing sales team alignment in Shadow Argos for FY25.
- Managing & leading Org Changes for year-end realignment, adjusting user set-up, permission sets, licenses, and user hierarchy.
- Directing audits to supervise and improve tool license utilization, working closely with procurement team to ensure optimized license management
- Leading content review, creation, and retirement on Zendesk, Docebo, and other platforms.
- Developed new key performance indicators (KPIs) for team evaluation based on efficiency, productivity, CSAT & Quality
- Undergoing RPA citizenship training for automation using Uipath and also working to automate user set-up and termination processes through UI Path.
Assistant Team Lead
Cvent India Private Limited
09.2021 - Current
- Mapping business requirements and coordinating in developing and implementing projects in line with pre-set guidelines for Sales, Marketing & Finance Teams
- Formulating solutions as per RFPs and client requirements after discussing with Solution experts and Delivery Team
- Coordinating with Sales, Finance, Legal and other teams throughout Quotes to Cash process
- Business Reporting through Salesforce, Tableau and Microsoft Office tools to create, modify, update and maintain necessary reports, opportunities, tasks and dashboards for Senior management review
- Working with Lead Enrichment and Sales enablement team to assign, action and close MQL (Marketing Qualified Leads) and SQL (Sales Qualified Leads)
- Auditing and reconciling over 100 Sales contracts worth 500-600K USD per month and supported Sales, Finance and other teams to fix them before deal implementation
- Managing Associate level resources for Sales Territory Management in terms of account allocation, new portfolio creation, divesting of existing portfolio
- Working on crucial projects like data modelling for Sales territory management, maintaining pipeline hygiene on Salesforce, recycling of closed lost opportunities
- Collaborated closely with customers to share information about available products and services, increasing utilization and delivery effectiveness.
- Managing commissions being assigned to different account members involved in concluding sales deals
- Publishing Sales Summary Reports to management, creating presentation decks for Sales meetings and sending quarterly newsletter and Sales e-magazine for updating Reps of new changes in SKUs, processes
- Mentoring and guiding Sales Team to foster proper completion of assigned duties
- Creating process update pages, maintaining team information repository on Wiki
Installed Base Specialist
Hewlett Packard Enterprise
06.2019 - 08.2021
- Accountable for driving 2.2 Million USD Sales through Renewals, Warranty Conversions and New Business by interfacing effectively with Key accounts, answering questions and delivering exceptional service
- Worked closely with Sales Director for future business forecast and upcoming opportunities
- Formulated account growth plans for top accounts, and utilizing HPE Database for renewal process
- Exceeded goals for new business upsells and cross-sells in existing and new accounts in FY'21 Q4 and FY'22 Q1, Q2
- Ensured compliance adherence all customer contracts meet HPE Compliance guidelines
Assistant Manager-Sales, Marketing and CRM
The Wadhwa Group
12.2018 - 05.2019
- Supported HOD with new strategy development, reforming existing in-line market dynamics,
- Responsible for SOP evolution, execution, adherence and monitoring
- Conducted audits across all functions and checking performance
Engineer-Packet Core
Ericsson India Pvt. Ltd
08.2015 - 06.2017
- Appointed First-level technical interface (SPOC) for Vodafone West in relevant areas of management
- Managed to deliver RCA reports after problem identification during upgrade to live network, and resolution in network emergencies
- Responsible for running weekly customer interaction, status updates about on-going upgrade modules
- Responsible for hand-holding and arranging licenses for Packet Core nodes
Education
PGDM-Marketing -
NMIMS
Navi Mumbai 06.2017 - 04.2019
B.tech (ECE) -
GGSIPU
Delhi 08.2011 - 07.2015
HSC -
DPS
Vasant Kunj 04.2010 - 03.2011
SSC -
DPS
Vasant Kunj 04.2008 - 03.2009
Skills
Team Management
Salesforce Proficiency
Contract Management
Account Management
Territory Management
Stakeholder Management
Accomplishments
• Recently underwent Leadership Development Training at Lisbon for Managers in May'24
• Recognized and awarded by HPE for overachieving the New Business Quota in FY'21 Q4 and FY'22 Q1, Q2
• HPE Certified in Edge to Cloud Technology in FY'21
• Juniper Certified Engineer (JNCIS- routing and switching)
• Ericsson Certified in IP Technology (ETCP-IP)
• Underwent a basic course on Networking (CCNA),HCL Technologies
Timeline
Team Lead, Sales Operations
MongoDB India Private Limited
08.2023 - Current
Assistant Team Lead
Cvent India Private Limited
09.2021 - Current
Installed Base Specialist
Hewlett Packard Enterprise
06.2019 - 08.2021
Assistant Manager-Sales, Marketing and CRM
The Wadhwa Group
12.2018 - 05.2019
PGDM-Marketing -
NMIMS
06.2017 - 04.2019
Engineer-Packet Core
Ericsson India Pvt. Ltd
08.2015 - 06.2017
B.tech (ECE) -
GGSIPU
08.2011 - 07.2015
HSC -
DPS
04.2010 - 03.2011
SSC -
DPS
04.2008 - 03.2009
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