Shwetha has over 5 years of experience in sales operations and order processing. She is currently a Sales Analyst at Akamai India where she manages the entire order workflow process and assists the sales team. Previously, she was a License Migrations Revenue Analyst at Oracle India where she supported the quote to cash process and resolved any issues. She has expertise in applications like Salesforce, Oracle R12, and Siebel. Shwetha aims to be an integral part of a competitive work environment where she can grow professionally while contributing to organizational success.
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
Entrepreneurial-spirited, technology-oriented operations executive with proven track record building and scaling operations to drive growth, deliver investor ROI, and position companies for acquisition. Expert in leveraging automation and business intelligence to inform decision making and operational, marketing, and product strategy development. Consistently develop and execute strategies that provide increased efficiency, contribution margin per customer, and customer retention at minimum cost. Readily architect right data sets to analyze specific areas of businesses in diverse domestic and international settings, and build metrics-focused teams and comprehensive, highly automated infrastructures to implement scalable solutions.
How We Reorganized Our Entire Post-Sales OrganizationGainsight
One of Gainsight's principles is to "Carry the Torch" for the Customer Success industry. We've shared a lot about innovations in our processes, but not as much about our organization. In this session, Allison Pickens, VP of Customer Success and Business Operations at Gainsight, will share the story of how we re-organized post-sales to drive success for our customers.
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...Gainsight
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
Axtria – Territory Alignment
Alignments are the first tactical step in implementing sales force strategy, where sales force structure and geographic resource allocation decisions are set into reality. A successfully executed territory alignment will help the sales force achieve its strategic goals, react swiftly to changes in local markets and motivate the team with fair and equitable territories.
Some of the key benefits of our service offering are:
• Provides a streamlined and systemic approach that eliminates or reduces trivial requests, speeds up cycle times for downstream processes and data integrity
• Automation & single source of truth for alignment data, eliminating spreadsheet, email, and other manual trails. One system to execute and maintain "source of truth" of all alignment changes for sales operations
• Work closely with the core team and other key stakeholders (Legal, Human Resources, Steering Committee etc.) to develop the approach, business rules, and detailed methodology for people placement
• Managing and adapting to ongoing adjustments, thereby enabling sales forces to remain focused on high-value targets
• Available on the cloud, certified by many large Pharma IT organizations, and built on enterprise grade platform (Force.com – the same platform that runs Veeva, and ESRI mapping) with high degree of flexibility and security
• Live with large complex organizations with 1500+ repsI look forward to set up a date in your calendar to take this dialogue further.
Learn More: http://axtria.com/analytics-solutions/sales/deployment/
Rewiring sales organization for growth and scaleBrowne & Mohan
With markets becoming volatile and uncertain, shortening of products and commoditization, sales function is facing huge challenges. Companies need to rewire their sales organization to provide it with enough flexibility, visibility, actionable intelligence and ownership for employees. In this Whitepaper, Browne & Mohan consultants share how to rewire sales organization to set the company for revenue growth and scaling up.
MarTech 2017 - CMG's Agile Marketing in the EnterpriseCMG Partners
[Presentation from MarTech 2017] The job of the marketing leader has never been more challenging and complex. We head 24/7, always-on, revenue-generating machines. But success in today's rapidly-changing environment requires new capabilities, new organizational structures, and new operations to enable greater adaptability, learning, speed, and ultimately, market impact. In other words, marketers must be agile.
In this session, CMG Parter, Russ Lange, Level 3 North America Marketing VP, Gavin McKelvey, and Mozilla Senior Director of Marketing Operations, Chad Weiner, share insights you can use to scale Agile Marketing.
Entrepreneurial-spirited, technology-oriented operations executive with proven track record building and scaling operations to drive growth, deliver investor ROI, and position companies for acquisition. Expert in leveraging automation and business intelligence to inform decision making and operational, marketing, and product strategy development. Consistently develop and execute strategies that provide increased efficiency, contribution margin per customer, and customer retention at minimum cost. Readily architect right data sets to analyze specific areas of businesses in diverse domestic and international settings, and build metrics-focused teams and comprehensive, highly automated infrastructures to implement scalable solutions.
How We Reorganized Our Entire Post-Sales OrganizationGainsight
One of Gainsight's principles is to "Carry the Torch" for the Customer Success industry. We've shared a lot about innovations in our processes, but not as much about our organization. In this session, Allison Pickens, VP of Customer Success and Business Operations at Gainsight, will share the story of how we re-organized post-sales to drive success for our customers.
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...Gainsight
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
Axtria – Territory Alignment
Alignments are the first tactical step in implementing sales force strategy, where sales force structure and geographic resource allocation decisions are set into reality. A successfully executed territory alignment will help the sales force achieve its strategic goals, react swiftly to changes in local markets and motivate the team with fair and equitable territories.
Some of the key benefits of our service offering are:
• Provides a streamlined and systemic approach that eliminates or reduces trivial requests, speeds up cycle times for downstream processes and data integrity
• Automation & single source of truth for alignment data, eliminating spreadsheet, email, and other manual trails. One system to execute and maintain "source of truth" of all alignment changes for sales operations
• Work closely with the core team and other key stakeholders (Legal, Human Resources, Steering Committee etc.) to develop the approach, business rules, and detailed methodology for people placement
• Managing and adapting to ongoing adjustments, thereby enabling sales forces to remain focused on high-value targets
• Available on the cloud, certified by many large Pharma IT organizations, and built on enterprise grade platform (Force.com – the same platform that runs Veeva, and ESRI mapping) with high degree of flexibility and security
• Live with large complex organizations with 1500+ repsI look forward to set up a date in your calendar to take this dialogue further.
Learn More: http://axtria.com/analytics-solutions/sales/deployment/
Rewiring sales organization for growth and scaleBrowne & Mohan
With markets becoming volatile and uncertain, shortening of products and commoditization, sales function is facing huge challenges. Companies need to rewire their sales organization to provide it with enough flexibility, visibility, actionable intelligence and ownership for employees. In this Whitepaper, Browne & Mohan consultants share how to rewire sales organization to set the company for revenue growth and scaling up.
MarTech 2017 - CMG's Agile Marketing in the EnterpriseCMG Partners
[Presentation from MarTech 2017] The job of the marketing leader has never been more challenging and complex. We head 24/7, always-on, revenue-generating machines. But success in today's rapidly-changing environment requires new capabilities, new organizational structures, and new operations to enable greater adaptability, learning, speed, and ultimately, market impact. In other words, marketers must be agile.
In this session, CMG Parter, Russ Lange, Level 3 North America Marketing VP, Gavin McKelvey, and Mozilla Senior Director of Marketing Operations, Chad Weiner, share insights you can use to scale Agile Marketing.
The C-Suite Data Advantage: How Workday Executives Reduce Costs and Make Bett...Workday, Inc.
Hear real-world examples of how top finance and HR executives are using data to drive impactful decisions across the enterprise in this webinar replay. Watch now to learn more.
1. Resume
Shwetha R
Email: Shwethar06@gmail.com No 167, 13th cross, 35th main
Contact: +91-9739813603 JPNagar 6th phase Bangalore-78
Career Objective:
To be an integral partof a competitive workenvironment,whichwouldhelpme grow bothonthe
intellectual andpersonal front,whilecontributingtothe growthandsuccessof the organization.
PROFESSIONAL EXPERIENCE
I. Organization: Akamai India Private Ltd
Designation: Sales Analyst
Tenure: From March 2015 to till date
Job Profile: Sales productivity
Responsibilities:
Gather informationoncustomerneedsfromSalespersonnel,and leveragingAkamai’sorder
processingsystemsandpoliciestomanage the entire orderprocessworkflow,fromthe creation
of newsalesopportunitiesin salesforce CustomerRelationshipManagementsystem(CRM)
Provide aclearinformationaboutthe HistoricinvoicingvsFuture traffic,VisualGraphicsand
comparingoptionstotal invoice (Actual/Proposed) inthe tool calleddeal sheet/DRIVE(Deal
Revenue InvoicingValuationEngine)
Work withappropriate internal functionssuchasDeal desk,ProductManagement,
Creditcheck,Legal teamand Servicesteamstoobtainapprovalsfornon-standardorders
Involved in doing allotment for the team for processing invoices
Assistandsolve Salespersonnel queriesrelatedtobillinginvoice,Products, customer
contracts by managingthe end-to-endorderprocess
Active memberinsalesmonthly,forecasting,strategybuilding callsandsolve anyquestionsor
issuesthe teamsare facingrelatedtothe order process
Involvedinmaintainingthe reportonprocessupdates
Track the statusof in-processsalesordersandprovide updatestoSalespersonnel foratimely
closure of sales ordersto meetthe expectedTAT
Reviewfinal orderdocumentstoensure completeness,accuracyandcompliance withAkamai’s
internal policies
Workingwiththe technical developmentteamandactingasa bridge betweenthe processand
Developmentteam
Act as a Subjectmatterexpert forthe Salesteamon anyquestionsrelatingtoAkamai’s ordering
processor policies
2. Provide feedback on future process improvements
II. Organization: Oracle India PVT LTD
Designation: License Migrations Revenue Analyst
Tenure: July 2012 to February 2015
Job Profile:Quote to Order Operations
Hands onexperienceinR12 applicationslikeOKSApps(Oracle Service contract),SalesOrder,Order
Management,QuotingApplicationandInstalledBase.
Have Knowledge onflowof “Quote toCash”process,OKS(Oracle Service Contracts),Contractrenewals
and Migrations.
Work withstakeholderslikeCreditsteam, collectionsteam, AccountsReceivable,Install Base
teamin orderto close the orderon time
Workingon validationof customerinformationforthe ordersubmitted,validationof IBrecords
for renewal of licenses,workingondeals,contractsassociatedwiththe customer.
Workingas SubjectMatter Expert(SME)
Responsible toprovide processtrainingforthe new joinersandalsoensure all the process
changesare updatedinprocessdocument
Developingthe knowledgetransfer,periodical reviewsandinclusionof new updatesif any.
Conductinginternal processaudits&processreviewsforensuringstrictadherence perthe
definedguidelines
Provide interpretation of migration results and helping sales reps to structure the migration to
best fit the customer’s needs
Educate sales regarding product cost calculation & update regarding new product release.
Managing escalations from both Internal and External stakeholders
Resolvingthe processquerieswiththe detailedandappropriate businessjustificationwhichwill
resolve the business issues
Conduct weekly calls with sales and sales org to ensure the smooth flow of the process.
Transitionedmultiple processeswithinashort span of time utilizingthe expertise in the process
knowledge and interpretation skills
Single Point of contact & Subject Matter Expert for SAAS, PAAS & IAAS handling escalations &
stabilizingthe processbystrengtheningthe ProcessDocuments&mentoringthe teammembers
Complete knowledge of the Quote to Order Operations & Order to Cash
Represented GOMin quarter end critical calls
Complex orders processing
Pre-Qc audit for newly joined analyst
Post-Qc audit, perform audit on post booking to ensure the processed correctly
Inputqualitydatapreparation&publishthe sametohighermanagement&External stakeholders
PerformCreditMemo&Re-bill the orderswhichare notprocessedcorrectly&ensure the correct
invoice is sent to customer
Trainingthe NewlyjoinedAnalysts and multiple teams across the Organization
POC for upstream & downstream teams for any customer issues for SaaS & On Demand LOB
Preparation of Cancel & Replace spreadsheet for amendments
3. Calculating Shelving credit and initiating contract Terminations
Application knowledge
MS Excel
Salesforce
MS Office
Oracle ApplicationR12
Siebel
Achievements
Consistentlyreceived2recognitionawardsfor100% Quality,TATand productivity
Control onoutput quality
Increasedstakeholder’ssatisfaction
Skill set
Team Playerand able tointeractwithall kindof personnel
Abilitytograspquicklyandkeenlearner- Self Starter
Propensitytowardslearning
Able tohandle situationswithpositive mindset
Strongwork ethicandsense of responsibility
Excellentcommunication
Alwaysopentoideas
Education
Master of BusinessAdministration-2015 (ProjectManagement) Pursuing
Bachelorof Commerce -2012, Bangalore University
Personal Details
Name : Shwetha R
Date of birth: 02 July 1991
Languages know: English, Kannada
Hobbies: Singing, Travelling
I herebydeclare that the information furnished above is true to the best of my knowledge and belief.
(Shwetha R)