Page 6 - SPARK Q3 2018

Know Your Team

Sales Operations – Shared Services

About the Team :
Sales Operations stands out as one of the most vital functions, supporting the Sales fraternity
from India. The coverage encompasses the Geographies – AMER, EMEA and APAC. The formation of
Shared Services, paved way to unite the diverse Sales Operations activities under one roof, starting
from Account planning until the Commissions payout support. The deliverables of these processes sup-
port the Sales teams at every stage, and the add-on CoE layer extends the Analytics support.

Shared Services led by Vivek Jhanjhri, is an integral function under Paul Bailey’s Global Sales
Operations. Teams are seated across Bangalore and Pune centers with 85+ talented employees con-
tributing towards the broader vision of GTM Operations. The processes are categorized as Transaction-
al CoE and CoE Operations, which have diverse deliverables focused towards attaining excellence. The
Transactional CoE team is led by Sanjay Raman, and the CoE Operations is led by Subramaniam Rani.
The key purpose of Shared Services, categorized by key stages is outlined below –
• Account & Territory Planning is done for the Sales Team at Account Manager, ISR levels. Here
we manage 4 level hierarchy of accounts, by Geography – Region – Sub region – Territory. This activity
provides the platform to drive Pipeline Optimization.
• Pipeline Optimization is to develop a standardized approach for creating the Pipeline for Qtr +1,
+2. Helps eliminate the inconsistencies across Geos (AMER, EMEA & APJ), which results in maximiz-
ing the flow of opportunities into the Sales Cycle for Opportunity Execution
• Opportunity Execution, aims to standardize the Opportunity management approach across the
Geos. The booked orders are mapped to opportunities, and closed in VMstar with relevant details. We
assure consistency and reliability in flow of information for Forecasting