Mahesh V
Sales Operations Manager
Solna
Summary
A dynamic leader in sales operations, I have a proven track record of driving revenue growth and operational efficiency at Mphasis. Skilled in Salesforce and adept at stakeholder management, I have successfully developed strategies that enhanced sales processes and forecasting accuracy, leading to significant business outcomes.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Consultant - Sales Operations
Kalvin Techsol
01.2024 - Current
- Sales Strategy & Planning, Assisted the sales leadership team with planning, executing, and monitoring business growth programs. Translate sales strategy into actionable plans, create operational framework and organization-wide goal setting and quarterly planning.
- Partnering with Marketing, Customer Success teams, and Finance to own the end-to-end process of tracking the sales funnel, and operational metrics and delivering regular insights to the business, defining and delivering techniques to optimize the funnel performance for sales management.
- Worked closely with Management and leadership team to identify operational inefficiencies and own process simplification to ensure the business can scale across different geographies.
- System Administration, closely collaborating with the Revenue Systems team optimizing and automating Sales systems while exploring new tools to enhance deal cycles and enable automation.
- Process Definition, Optimising revenue processes with a focus on Sales processes to enhance sales processes and improve overall efficiency.
- Field Support, Support Sales leadership and their teams on various day-to-day topics, sharing insights and updates around ongoing projects, running revenue forecasting cadences, managing top deal lists, and reviewing account planning strategies, to drive accountability and focus.
- Reporting and Insights, Building and automating reports and dashboards to facilitate data-driven decision-making, driving efficiency, and revenue growth; proactively spot and communicate issues and opportunities in our revenue engine.
- Design, develop, and deliver comprehensive sales training programs that enhance our sales team's skills, knowledge, and performance. Establish and promote sales best practices and ensure training is aligned with our business goals and sales objectives.
- Ensure sales team members are well-prepared and enabled to achieve quotas through onboarding, training, and ramp-up initiatives. Analyze performance data, identify knowledge or skill gaps, and implement coaching programs.
Sales Operations Lead
Benify
04.2022 - 08.2023
- Act as a key advisor to sales organizations (Nordics and International), providing insights and recommendations on revenue generation strategies.
- Utilize data and Ideal Customer Profile (ICP) to shape and drive territory design, quota Setting, and rollout, to ensure commercial success. Collaborate with commercial leaders and the finance team to manage the commercial budget effectively.
- Owned the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business leaders. Define and deliver recommendations to improve the funnel performance for sales management.
- Incentive Compensation, design and administer sales incentive programs, ensuring alignment with business goals and driving motivation and performance.
- Working with our internal systems teams, own Salesforce reporting, and dashboards for our leaders, and be the analytical engine behind our operational cadence (revenue forecasting, pipeline forecast, and analysis), and periodic territory refreshes.
- Foster collaboration between Sales, Marketing, Customer Success, Professional Service, and Finance to drive revenue growth and improve cross-functional processes.
- Developed and reported process improvement metrics and Key Performance Indicators (KPIs) to measure success. Prioritize process changes based on data-driven decision-making, optimizing efficiency and effectiveness.
- Develop, implement, and educate team members on pricing models and strategies to optimize the business's profitability.
- Operationalization of revenue strategies, Responsible for the overview and refinement of end-to-end revenue processes, identifying gaps in our workflows across the customer journey, and identifying new revenue operations-enabled commercial opportunities.
- Develop and manage sales enablement programs for SDRs and AEs and track their impact on sales performance using sales enablement tools.
- Lead the development and documentation of end-to-end revenue operations processes, including lead generation, opportunity management, sales forecasting, and deal pricing.
- Supported senior leadership with informed decision-making through board material preparation and analysis.
Head of Sales Operations
Mphasis
09.2018 - 12.2021
- I spearhead the CEO's Office and advise senior leaders, developing sales programs and strategies for multiple business units, GTM leaders, and delivery leaders.
- Designed and optimized sales commissioning E2E processes from quota setting, issuance of sales incentive plans, and commission calculations to commission pay-out.
- Work with the Sales Leadership Team to craft a 5-year Business Plan, identifying growth areas by geography and segment.
- Facilitation of deal reviews and inspection of deals and pipelines. Also, advisory role on deals with non-standard terms requirements interfacing with Legal and Finance
- Developing process improvement and monitoring for efficient distribution of sales reports and data intelligence essentials to the sales organization.
- Led the sales team's analytics for Quarterly Business Reviews (QBR) and Monthly Business Reviews (MBR), steering progress in pipeline, financial, business, and internal process objectives.
- Created robust sales forecasts and budgets, guiding resource allocation decisions that enabled an increase in sales revenue, reduction in resource waste, and course correction in certain areas of execution.
- Partner closely with go-to-market leadership to identify ways to improve business execution through incentive design or other strategic means.
- Manage and optimize sales technology stack, including CRM systems (Salesforce), sales automation tools, and reporting dashboards.
- Established a management framework utilizing forecast, pipeline, win/loss, and other sales analytics KPIs to review, monitor, and develop specific course correction actions to improve forecast predictability, long-term pipeline visibility & and coverage, deal velocity, and win rate.
- Process Optimization, implemented process improvements, automated tasks, and addressed operational issues—proposed changes to systems and processes to seek root causes.
- Supported alignment of priorities: Facilitated joint goal-setting & alignment of priorities across departments. Own and develop a central planning process to ensure cross-functional resource allocation for efficient execution.
- Sales Technology: evaluate, select, and implement solutions to support sales operations and enablement initiatives.
- Developed and implemented a short- and long-term strategic plan for Sales Enablement. Stakeholder management across the organization, including C-level.
Senior Sales Operations Analyst
Abinbev
01.2017 - 09.2018
- Presented Strategic project's impact, and prospect analysis to different BU sales heads and senior management projecting expected sales volume and profit for the existing portfolio of products.
- Reporting and Insights: Building and automating reports and dashboards to facilitate data-driven decision-making, driving efficiency, Sales KPI, and revenue growth; proactively spot and communicate issues and opportunities in our revenue engine.
- Work cross-functionally with Marketing, Finance, Product, and Data Science to turn our ideas into reality and ensure these initiatives deliver impact to our stakeholders.
- Delivered presentations to the leadership effectively communicating the strategic significance of process and capability initiatives, their impact on business outcomes, and their role in defining the organization's future.
- Efficiently analyzed competitor sales plans, data, customer behavior patterns, new proposals, market complexity, problem identification, implementing solutions, and innovative sales ideas.
- Conduct research and market sizing, business models, products, and customers and derive actionable recommendations.
- Territory planning, manage the GTM territory planning processes and systems, including TAM analytics and reviews which impact revenues across different markets.
- Setting Individual Sales Incentive and Compensation plans, including target allocation proposal and performance tracking logic.
Education
MBA - Finance
Girne American University
Bangalore 04.2001 -
BBA - Finance
Bangalore University
Bangalore 04.2001 -
Skills
Pipeline Management
Competitive analysis
Management Consultant
Stakeholder management
Territory planning
Sales strategy
Market Research
Sales process
Sales Forecasting
Revenue Forecasting
Quota Planning
Incentive and Compensation Planning
Certification
Salesforce Certified Admin
Timeline
Consultant - Sales Operations
Kalvin Techsol
01.2024 - Current
Salesforce Certified Admin
12-2023
Sales Operations Lead
Benify
04.2022 - 08.2023
Head of Sales Operations
Mphasis
09.2018 - 12.2021
Senior Sales Operations Analyst
Abinbev
01.2017 - 09.2018
MBA - Finance
Girne American University
04.2001 -
BBA - Finance
Bangalore University
04.2001 -
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