1. S Raghuraman
Contact me @: 99019 55700
Email ID: s1raghuaps@gmail.com
https://in.linkedin.com/pub/raghuraman-s/52/863/235
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Rich experience spanning over 25+ years in Business / Sales Operation, Demand planning, Logistics,
Reporting & MIS. I am adept at communicating across all levels in the organization.
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Professional Profile
 An astute professional with 26years of rich experience in all aspects of Business / Sales
Operations, Demand planning, Reporting, Logistics and MIS.
 I am currently working with IBM India Pvt Ltd. At present, I am working as the Sales
Management Services Leader for GBS – Public Sector, Europe IOT(Cluster of 8 European
countries) and Supporting Senior Sales VP, Public Sector - GBS Europe (Turnover $1.5Billion).
My responsibilities include – Leading the cluster countries in pipeline monitoring and analysis,
Conducting / Leading the weekly Sales cadences, helping the Sales leader in finalizing her
commits for the Qtr, preparing “upline” cadence review decks, collaborating with Global & IOT
GBS Core teams regarding Sales Operations activities, monitoring the pipeline hygiene etc. In the
past 7yrs, I have handled several other roles such as GMU IOT GB, GMU IOT ITS, AP IOT
Strategic Sales in the CoE SMS organization
 Prior to my COE SMS roles, I had worked in the software division of IBM as India Channel Sales
Operations Manager. My responsibilities included, end to end support to sales team, inter alia,
conducting SOX compliance test to monitor Business Partner management process, pipeline
monitoring and analysis, supporting the Business head in conducting the weekly cadence, order
management etc.
 Prior to joining IBM, I worked with NCR Corporation India (P) Limited for 3.5 years as Sales
Operations Manager (FSD) reporting directly to the Managing Director, India. My
responsibilities included, inter alia, Revenue and Demand planning, Logistics Management, MIS
and analytics.
 Prior to joining NCR, I worked with IBM India Pvt Ltd for 5 years as Sales Operations Specialist
for SWG. My responsibilities included, end to end support to Sales Team, inter alia, handling the
pricing function of SPC team, Opportunity management, Order Management, MIS and analytics.
 Prior to joining IBM, Kirloskar AAF Ltd, Bangalore as Officer (Stores and Excise) for about 4
years, Real Value Systems, Bangalore (1 year) and Ultra Business Machines Ltd, Bangalore (2
years)
 Overall, I have a good experience mix in Operations, Logistics and Reporting/MIS,
Organizational Details
IBM Limited June, 2016 onwards
SMS Leader, GBS Europe Public Sector
Experience
I am the SMS Leader & I support the Senior Vice President – GBS Europe Public Sector. My current
responsibilities :
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2. • Weekly reporting to IBM GBS Europe IOT & HQ, US
This weekly report is submitted to the IOT / Global team every week. This report provides a
comprehensive review every week, capturing the financials, roadmap, pipeline, special focus items, Key
Deal’s status updates, Revenue etc.
• Cadence Management
Lead / Conduct / Facilitate the GBE Europe Public Sector Weekly Sales Reviews for 8cluster countries &
Support the Public Sector Sales Leader in Finalizing her Weekly & Quarterly Commits to the SLT &
Preparing / presenting her review deck to the IOT SLT & Global Leaders
• Comprehensive, timely and critical insights
Provide critical insights that would improve the sales efficiency like pipeline management, Must wins,
Tracking pipeline hygiene, ensuring timely updates of Winplans , co-ordinating with Finance folks for
revenue attainment
• Any Ad hoc analytics requests
Depending on the nature and complexity of the request, generate reports. This typically involves analysis of
Sales, pipeline on multiple dimensions like Win Rate, Close Rate, yield etc.
• People Management
Managing the 2IOT level SMS resources + the 8 IMT level SMS resources
Before my current role, for about 7years I have held different roles in IBM - I had supported UKI Strategic
Sales Leader & 3 of his Directors, AP IOT (cluster of 4IMTs) SS & ITS Leaders, GMU(cluster of 8IMTs)
ITS Sales Leader for an year as her Sales Management Advisor & supported GMU General Business Sales
Leader as his Sales Management Advisor
Recognition:
 Achieved #1 PBC rating for the year 2012, rated 2+ for the years 2013 to 2015
 Received “Eminence & Excellence Award” for the year 2013
 Received “Manager’s Choice Award” for the year 2014
 Best Talent Retention Award for the year 2015
 Received “Manager’s Choice Award” in 2016
IBM Limited Dec 2006 to Dec 2009
SWG Channels Sales Operations Manager
My responsibilities included:
• Conducting SOX compliance test to monitor the BP Management process
• Target distribution by Brand / by Territory / by Distributor or PHVP and monitoring the
performance
• Monitoring and analyzing pipeline, end to end support to the sales team till revenue
recognition
• Supporting the Business Head in finalizing "Quota & performance criteria setting" for the
Sales Team and checking/certifying sales rep’s performance & their Incentive payouts
monthly
NCR Corporation India (P) Ltd June 2003 to Dec 2006
Sales Operations Manager (FSD)
My responsibilities included:
• Revenue and Demand Planning
• Weekly/Monthly/Quarterly Reporting on Revenue Status & provide Variance Analysis
• To manage inventory ageing & to eliminate excess inventory
• To ensure optimal utilization of production capabilities
• To control the rollouts for every projects
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3. • To lead FSD deployment team(Logistics team) & have effective control/interlock with the
LSP, in moving ATM machines from the Pondicherry factory & delivering at ATM sites all
over India & getting them installed for recognizing revenue
Recognition :
 Nominated for the year 2004 & 2005 in the “Best Support Role” Category at South Asia Pacific
Level.
 Received APAC Regional level special recognition award for best inventory management for
year 2004
 Received “Exceptional” performance rating for the year 2005
 Received “Star Achiever Award” in support function for Q3 2005 at the hands of APAC Regional
Vice President, FSD Sales
 Recognized by the management through “Key Talent Retention Programme” for the year 2006.
IBM India Ltd Sept 1998 to June 2003
Sales Operation Specialist
My responsibilities included:
• End to end support to the Sales Team from Opportunity Management / Seeking Internal approvals
for proposals / Order Management & Revenue recognition.
• Previously was heading the Central Stores Team of the “Product Support” division in Bangalore
for 2 years. Responsible for stores operations and attending to auditing queries
Achievements:
 Received awards for the Special contribution in executing projects for TATA ISP and
ICICI.
 Received an Award in April’02 for having provided “Best Support” to the seller’s team during Q1
year 2002.
 In all the five years consecutively achieved “Exceeding the Expectations” ratings in the “Yearly
Performance Reviews”
Kirloskar AAF Ltd Mar 1993 to Sept 1998
Roles and Responsibilities
• Headed the stores department and individually handling the excise procedures.
Achievements
• Was rated as No.1 employee for the Year 1996.
Education
• PGD in FM & PGD in Management
• Graduate Diploma in Materials Management (Indian Institute of Materials Management)
• Bachelor of Commerce, Madras University
Competencies
• Strong Analytical mind
• People Management skills
• System friendly – proficient in window based applications
• Customer service orientation
• Positive attitude and approach towards new concepts
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