Vignesh Kumar

• In my current role as Director of Commerce & Lifecycle operations I lead a team of 30+ to drive complex programs in the Quote-to-Cash (QTC), Partner Business Services (PBS) and Recurring Software and Services (RSS) value streams in APJC
• Leading complex cross functional programs that are solving problems in quoting, partner business, billing, partner support and post invoice disputes for APJC business
• Driving digital transformation program of partner operations by adding and enabling new capabilities and offers
• Enabling Cisco’s transformation and evolution to software and recurring revenue. The focus areas are license management, entitlements and buying programs

Director of Product & Pricing Operations, Monetization, leading a global team of 25 professionals across 3 geographies. Responsible for developing product roadmaps and launch strategies, specifically focused on Licensing and SaaS/Subscription offers for Cloud Infrastructure Business Group (CIBG) and End User Computing (EUC) Business unit. Strategic programs that I drove on SaaS Transformation, Operational Excellence, and GTM Transformation:

• Ownership of the New Service Introduction (NSI) platform for SaaS and Subscription offers, enabling rapid prototyping of attribute-based offers during Early Access and Beta trial phases.
• Collaborating extensively with Sales and Deal management leaders to support product configuration, bundling, and pricing of complex deals.
• Leading the re-engineering efforts of VMware Channel Partner SaaS pricebooks into a dynamic model (API based) for quick offer launches through the channel.
• Spearheading the design, development, and rollout of the Offer Configurator engine for SaaS offers, reducing offer definition and rollout time by approximately 40%.
• Integral member of the SaaS core team, involved in the Configure, Price, Quote (CPQ) program rollout for VMware.
• Managing Product and Pricing Operations M&A integration activities for recent VMware acquisitions, including Airwatch, Velocloud, Carbon Black, Wavefront, Cloud Health, and Avi networks.
• Utilizing Robotic Process Automation (RPA) and process automation to streamline operational tasks, improving efficiency, quality, and reliability.

As a program manager for Business Development India (PaaS, IaaS), I was responsible for planning, designing, executing, and tracking the sales programs.

• Developed Business Plans for the assigned LOB, define the present outlook, and the future possibilities in-line with Oracle Go-To-Market Strategy.
• Improved the System’s (Oracle Hardware) teams’ attainment from 41% in FY17Q2 to 133% in FY17Q3
• Worked in Close Collaboration with the Go-To-Market Teams and Program Offices (APAC and India) and with the Marketing Teams to Design, Develop, Implement and End to End Execute Programs and Campaigns for Oracle Tech products
• Designed and launched 8 Sales campaigns for the Database, Middleware, and Systems team. Sales campaigns which generated maximum pipeline in FY17Q3 – Servers End of Life Campaign, Cloud (IaaS) Campaign

Lead a team of 15 consultants working with a larger cross-functional team (across APJ/EMEA/APAC) to provide Strategic actionable insights based on quantitative analytical models to global leadership, product & sales teams

• Sales Pipeline Sufficiency Analysis: Estimating the financial targets for the fiscal year by working closely with the sales, finance, and marketing teams
• Smart Price – Discount guidance for Sales team: Part of the team which designed and rolled out the “Discounting Guidance” tool.
• Comparing street and list prices of Dell consumer products vs Competition to arrive at a Promotion weighted Product Price Ratio.
• Feature level Sales Battle cards & gap analysis for Laptops, desktops, and tablets, which empower the sales team to pitch Dell consumer products effectively
• Defined processes and tools best suited to each project. Improved efficiency of the team’s bandwidth by 20% by adopting and developing automation tools

· Worked as a Financial Strategy Consultant and was leading a team of 6 consultants.

· World Wealth Report (2009 & 2010) & APAC Wealth Report (2009) for Merrill Lynch Global Wealth Management

· Led the market sizing team for the World wealth report (2010). Was also involved in discussions with the Merrill Lynch senior management in New York for World Wealth Report 2010

· Market Attractiveness Assessment for Gucci - Supported the strategic planning group of Gucci to analyze 12 countries and find the number of HNWIs and their demographics

· European Market Sizing Assessment - Deutsche bank - Helped Deutsche bank in estimating the affluent Assets under management for 8 European countries.

• A Key member of the Summit system which is a third-party application used by Lehman brothers for pricing of Derivative instruments like swaps, options, and FRAs
• Worked on the market data, database lookup tools, analytical tools, accounting tools and Member of the team which designed and implemented the “CASH FLOW ENGINE” of Lehman
• Assisted traders in New York Front office in identifying the problematic trades and rectifying them to ensure that the risk numbers are correct

• Involved in the Coding and implementation of the VWAP (Volume weighted average pricing) method of pricing for the
• CITIBANK (Australian Stock Exchange) project
• Worked for the global confirms team which handled all the trade confirmations in Citibank
• The role involved monitoring the processes and verifying the acknowledgments that were received from the stock exchange