RAGHU KISHAN
Summary
14+ years of Dedication with history of meeting company goals utilizing consistent and organized practices. Experience in Strategy formulation and execution combining strategic insight with able business acumen. Proven success in driving improvements in productivity, processes and profitability. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Proficiency in building record of success in Developing Strategies and solutions that generated revenue growth. Spearheading Continuous Improvement Initiatives: System improvements, Team building activities and Program Updates.
CORE COMPETENCIES include Forecast Management, Program implementation, Governance execution, Strategy to Tactics Process Management, Compensation Management, Quota Planning and Territory Management and Long-Range Strategic Planning. Adept at evaluating internal controls, Reporting, analysis, and distribution of sales forecast data, examining financial and sales data as well as reviewing management systems and programs for further improvements. In-depth knowledge of evaluating systems and procedures Strong analytical skills; support business operations through analysis of key performance indicators and trends
Overview
15
15
years of professional experience
Work History
Head of GTM Operations, APJ
BLACKLINE ASIA PACIFIC PTE LTD
03.2021 - Current
- Strategic business partner to the Senior Vice President of APJ and the APJ leadership team.
- Lead and drive end to end operations that support and measure successful growth and expansion across the APJ region in all routes to market and maximizing opportunity from Field Sales, Alliances, Marketing,
Services and Partner organizations. - Creating alignment on sales objectives to business strategy by driving agreed upon strategic programs, initiatives, objectives and KPI’s to enable the achievement of sales and revenue KPIs, budget and key focus areas.
- Identify opportunities to increase sales productivity and improve operational efficiency across all facets of business (Enterprise, Mid Market, Account Management and Services).
- Deliver strategic projects for our leadership that provide key business insights for high-priority initiatives.
- Identify, diagnose and resolve performance issues, define actionable and innovative improvement levers, and support implementation/rollout of recommendations.
- Directing and enhancing company’s procedures, policies and systems to achieve operational excellence and enhance internal and external customer satisfaction.
- Conduct in-depth analysis of various businesses and develop deep understanding of key value drivers to identify improvement areas and opportunities.
- Cultivate relationships with cross-functional teams such as Product, Marketing, Finance, Business Development and Corporate Development to drive strategic initiatives.
- Own and build a long term strategic roadmap for the APJ business and proactively engage and secure the necessary stakeholder support and buy-in in pursuit of the identified strategic goals for the region, for continued accelerated growth and expansion.
SENIOR BUSINESS OPERATIONS MANAGER
ORACLE CAPAC SERVICES UNLIMITED
12.2018 - 02.2021
- Strategic Business Partner to the Oracle Applications SVP of APJ.
- Manage Effective & Efficient Sales Processes, Sales Process Adoption and Sales Support/Train on Sales System & Process.
- Manage a team of Senior Sales ops Analysts to provide business insights into the forecasting, Pipeline Management and Renewals Business.
- Proactively monitors and strives to maintain high levels of support and process consistency in the sales organization efforts.
- Manage Forecasting and Pipeline Process and participating in Forecast and Pipeline Process Improvement.
- Work with Accounting, Finance, and Human Resources, to provide assistance with sales incentive compensation administration, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.
- Proactively identifies opportunities for sales process improvement.
- Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement.
- Assists sales management in understanding process bottlenecks and inconsistencies.
- Facilitates an organization of continuous process improvement. Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.
- Recommends revisions to existing reports, or assist in the development of new reporting tools as needed.
- Directs and Support Global Sales Operations Initiatives.
- Established sales goals by forecasting annual sales quotas and projecting expected sales volume for existing and new products.
SENIOR BUSINESS OPERATIONS MANAGER
WORKDAY SINGAPORE PTE LTD
11.2017 - 12.2018
- Strategic Business Partner to Regional Sales leaders of APAC.
- Own and Ensure Cadence management and Disciplines are in place to bring predictability in pipeline, upkeep Business momentum and accuracy in forecasting deals for closure.
- Alignment of objectives stated above with Demand
Generation Programs, Large Account Program, Strategic Accounts program, Deal Reviews, Pipeline Reviews, Sales Assessment Review Program, Forecasting guidelines are being followed. Territory
Management and other important initiatives. - Manage and Present business performance and KPI
Results in periodic Business review meetings to key
internal stakeholders to enable them to take right
decision with apt information and drive best practices
across APAC. - Sales Enablement to new hires from Process and
Systems perspective and mapping them with right
stakeholders depending on territory and role. - Quota Allocation and Territory alignment exercises for forward looking year with RVP and Regional Directors with proposal of few scenarios to consider to review and confirm based on historical performance and vision of company.
SENIOR BUSINESS OPERATIONS MANAGER
QLIKTECH SINGAPORE PTE LTD
09.2013 - 10.2017
- Strategic Business partner to the RVP of South East Asia.
- Work closely with senior sales leadership to establish
performance management programs required to ensure the success of sales organization. - Drive sales forecasting and budgeting processes.
Establishment of high levels of quality and accuracy in
these processes. - Driving out new key strategic initiatives to the sales field.
- Business planning review and implement strategies
around territory and quota assignments. - Deal analysis and price support against the competitive market.
- Asia lead for new hire sales training and sales programs.
- Account planning review with each of the sales lead.
Establishing high levels of quality reports for the regional management team and providing support to sales organization management. - To work with the Regional Directors and RVP in assigning quotas and ensuring the companies financial objectives are optimally allocated to all sales channels and resources through the sales incentive programs.
- To work closely with Global Operations and sales
productivity team to ensure the APAC field organization are trained and enabled to take advantage of and maximize market opportunity. - Work closely with senior sales leadership to establish
performance management programs required to ensure the success of sales organization.
REGIONAL SALES OPERATIONS ANALYST
FUJITSU ASIA PTE LTD
02.2013 - 08.2013
- Assist sales team with managing their sales forecasting and budgeting processes
- Establishment of high levels of quality and accuracy in these processes
- Work with Human Resources and senior sales leadership to design sales incentive programs that provide market competitive pay, reinforce sales organization strategy and align business and sales organization objectives
- Establishing high levels of quality in SAP and SFDC reports for the regional management team and providing support to senior management
- Ensure sales reports and other internal intelligence is provided to the sales leaders
- Develop new reports as needed
- Work closely with senior sales leadership to establish performance management pro grams required to ensure the success of sales organization
- Facilitates successful implementation of new sales programs and initiatives
- Work with the Senior Leadership team and country presidents for Quota Planning,Account Management for the sales organization.
SENIOR OPERATIONS ANALYST
CITCO FUND SERVICES PTE LTD
03.2011 - 02.2013
- Production of daily operational deliverables in line with client service level agreements.
- Financial Report Generation on a daily basis.
- Verify month-end market prices for all open positions.
- Daily analysis of traders Profit and Loss.
- Break resolution for all open items with the brokers or clients.
- Verify Security Master set up to ensure proper P&L capture and risk management reporting.
- Support the conversion of any new clients or existing migrations.
- Work with Business Analyst on daily basis on any open issues per client.
- Testing of new in-house software and advising on changes/upgradations.
- Work with other Citco Offices and Operations Support to resolve any open issues.
SENIOR SALES OPERATIONS ANALYST
ORACLE CORPORATION SINGAPORE PTE LTD
11.2008 - 02.2011
- Single Point of Contact for all License orders in Singapore.
- Prepare management reports for the weekly update meetings after compiling the data from finance and sales organizations.
- Advisory to the sales team on the business practices of Oracle.
- Proficient in Customer credit checks, Validity of partner agreements, Pricing, Approvals, order Booking and Commission allocation to sales.
- Prepare Quarterly management report to analyze sales target set and achieved.
- Expertise in liaising between sales representatives, Finance team and other teams to ensure there are no bottlenecks.
- Continuous improvement initiatives: Regular updations on Business practices, pricing policies, order booking processes.
- Imparting training to new entrants to the department on the contracts process and methodology.
- As Part of the sales Organization at Oracle our main role is to Assist internal and external customers, with license contract interpretation, negotiations and administration of licensing agreements including extensions, new business, invoicing, credit holds, receivable issues and consolidations.
- Liaise between consultants, Credit, License, Tax, Business Practices, Revenue accounting, and customers to resolve contractual and consulting business issues.
- Prepare management reports for the weekly update meetings after compiling the data from finance and sales organizations.
- Prepare Quarterly management report to analyze sales target set and achieved.
- Authorizing all aspects of contract packages for accuracy and compliance with Oracle Business Practices and Consulting Business Approvals/Process while maintaining customer satisfaction and responsiveness.
- Imparting training to new entrants to the department on the contracts process and methodology.
- First point of contact for assisting Oracle subsidiar Oracle Financial services Pte Ltd with their drafting requests.
SENIOR COLLECTIONS ANALYST
DELL INTERNATIONAL SERVICES
Bengaluru
08.2006 - 09.2007
- Ensure payments are made within stipulated time-frame or follow up for payments.
- Ensure payments are not misapplied and prepared customer reconciliation reports.
- Expertise in catering the needs of the customers by managing their portfolio of accounts and maintained good customer rapport.
- Follow up on assigned accounts if there is delay in payments from customers.
- Single point of contact for all payment related issues for my assigned customers.
Education
MBA - INTERNATIONAL BUSINESS
JAMES COOK UNIVERSITY
SINGAPORE10.2008
BBA - FINANCE AND ACCOUNTING
CHRIST COLLEGE
INDIA06.2006
Skills
- Flexible and Adaptable
- Self-Motivated
- Fast Learner
- Time Management
- Ability to Work Under Pressure
- Interpersonal Skills
- Customer Service
- Microsoft Excel
- Computer Skills
- Highly Organized
- Leadership and Teamwork
- Communication Skills
- Interpersonal Communication
- Analytical and Critical Thinking
- Planning and Coordination
- Teamwork and Collaboration
- Business operations proficiency
Accomplishments
Circle of Excellence (Blackline)
- Circle of Excellence is a global award recognizing select individuals in the organization for their outstanding contribution to the success of the organization.
Most Valuable Player - APJ (Blackline)
- Most Valuable Player is given to an Individual for their contribution to the business for the year and the winner is chosen by a voting process only by leadership team.
Most Valuable Player - APAC (Blackline)
- Awarded MVP in the first full quarter at Blackline by SVP for APAC.
Supernova Award (Oracle)
- Awarded with prestigious Supernova award within 6 months of Joining Oracle.
Most Valued Team Player of the Year (Qliktech)
- Awarded ]for all round support to the business for the year.
Timeline
Head of GTM Operations, APJ
BLACKLINE ASIA PACIFIC PTE LTD
03.2021 - Current
SENIOR BUSINESS OPERATIONS MANAGER
ORACLE CAPAC SERVICES UNLIMITED
12.2018 - 02.2021
SENIOR BUSINESS OPERATIONS MANAGER
WORKDAY SINGAPORE PTE LTD
11.2017 - 12.2018
SENIOR BUSINESS OPERATIONS MANAGER
QLIKTECH SINGAPORE PTE LTD
09.2013 - 10.2017
REGIONAL SALES OPERATIONS ANALYST
FUJITSU ASIA PTE LTD
02.2013 - 08.2013
SENIOR OPERATIONS ANALYST
CITCO FUND SERVICES PTE LTD
03.2011 - 02.2013
SENIOR SALES OPERATIONS ANALYST
ORACLE CORPORATION SINGAPORE PTE LTD
11.2008 - 02.2011
SENIOR COLLECTIONS ANALYST
DELL INTERNATIONAL SERVICES
08.2006 - 09.2007
MBA - INTERNATIONAL BUSINESS
JAMES COOK UNIVERSITY
BBA - FINANCE AND ACCOUNTING
CHRIST COLLEGE
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