Balaji Mohan Email & Phone Number

As the Sr. Manager of Revenue Operations Go-To-Market at SolarWinds since November 8th, 2023, I have spearheaded numerous high-impact projects, driving data-driven solutions and optimizing sales processes. My role enables me to harness my strategic vision, leadership, and analytical skills to enhance our sales operations and support our company's growth.• Hit the ground running at SolarWinds, delivering impactful projects in just 7 months.• Led cross-functional teams (Data Science, Engineering, Marketing, Revenue Ops) to achieve key objectives.• Increased sales efficiency through data-driven initiatives like territory optimization and rep performance measurement.• Developed a customer identification system to target high-potential new accounts.• Eager to continue contributing to SolarWinds' success and excited for the future.Key Contributions:• Project Presentations: Successfully presented three strategic projects to CEO Mr. Sudhakar:o Velocity Territory Design: Optimized customer assignments for sales reps.o New Logo Ranking: Identified high-potential new customers.o Sales Rep Scorecard: Developed a comprehensive performance measurement tool.• Data-Driven Initiatives:o Velocity Territory: Created a system to identify underperforming accounts and reassign them to maximize sales potential.o APAC Insights: Provided valuable insights on account coverage and Pareto rule application.o Pareto Rule Analysis: Expanded analysis to offer deeper sales insights.o SLED Reclassification: Improved data accuracy by refining the SLED classification system.o Global Sales Rep Scorecard: Developed a tool measuring various performance factors such as attainment, pricing, cycle time, win rates, deal count, and average deal size.o SolarWinds Product Journey: Analyzed customer purchase patterns to uncover key factors influencing customer lifetime value.

Bengaluru, Karnataka, India

• Segmented 760K customers into 4 categories based on their bookings and pipeline, improving customer-level insights, and maximizing the focus and impact of GTM & Go-to-market strategy.• Led customer cohorts project to understand customer lifetime value, identify churn, and optimize marketing campaigns, improving customer retention by 10%.• Gained insights about 2,700 strategic customers through a CRM tool, resulting in a 15% increase in closed deals.

Manage, align and provide detailed strategy progression through sales stages and Go-To-Market Play Progression motion, to align with landing teams and provide them with feedback to drive action with their respective sales teams. • Analyzed ~6,500 closed lost deals to identify areas for improvement, leading to the implementation of changes that improved the win rate of new deals.• Developed report that tracked the performance of 650 sales reps, identifying areas where reps could improve and helping to improve the overall performance of the sales teams.• Launched project to find the traction to sell full stack vcf and multi-could solution based on the buying behavior of the software components.

Bengaluru, Karnataka, India

GTM Projectso Market segmentation - (695K customers) - Helps in constructing a benchmark for Geo Territory planning. Recognized as a new SFDC metric and used in all executive dashboards.o Built base layer on SaaS RAD model. Lead KYC enrichment scheme, over 750K customers were validated and 20K customer records were updated with new KCY.Commercial Sales Accelerationo Built opt-in commercial velocity program, helping partners to target customers based on the partner selling model and customer buying propensity.o Leading efforts on architecting data migration from homegrown to IT sustained frame.

Bengaluru, Karnataka, India

Distributor Engagemento Delivered Dell as Disti report package in 1H, engaging both Dell and VMware.o Supported with analysis of the impact of 40 terminated Distributors on 2600 partners covered by them, resulting in the formulation of NPLB approach. Partner Engagemento Took the lead in developing the approach to map Dell's partners (12K) against VMware which led to solving key mapping challenges.o Mapping exercise laid the foundation for a larger partner account mapping exercise.o Built a lever-based model to structure the appropriate payout rates for the FY’22 Disti rebate model.

Bengaluru Area, India

• 89% of sales coverage model improved in US commercial account as I architected customer segmentation.• Enhanced the account hierarchy structure which was formulated to obtain focus accounts and target just 23K from 193K accounts.• Buyer base of 92% of State and Local government accounts were mapped with the right firmographic information which helped in powering up the sales.• Operated with DNB leaders, and managed a market research team (8).• Architected a retirement strategy for 400K accounts which are alive but were having lower sales interactions for the past 5+ years. This helped in reducing the burden on sales reps.

Bengaluru Area, India

• Improved the overall On-Time performance by 7% QoQ (FY19Q2-FY20Q1) by building a prediction algorithm on 300+ logistic vendors with customized executive dashboards. • By enhancing the on-time metrics we were able to reduce 3% of the cost of dissatisfaction globally.• Managed a complete project on Business Acceleration ($500K budget), which helped automate 60 reports.

Bengaluru Area, India

• Key developer of an in-memory database using SAP HANA calculation views for Dell sales team, with 8K sales metrics.• This solution further layers the foundation to build 7 major sales reports which can give live insights to sales makers. • Increased 20K sales maker productivity by improving the query performance with a live reporting system.

• Developed competitive pricing model through Weighted Average Price Point for consumer laptops. This helped compare 100+ competitor offerings for every configuration in the Dell consumer product portfolio• Developed web crawlers using python which reduced 80% of manual effort

• Architected python crawler to crawl websites like Amazon, Flipkart, eBay etc.• $500M per quarter saved as the eClerx contract was terminated.

Bengaluru, Karnataka, India

Sold warranty and parts to EMEA customers who own Dell consumer or gaming laptops.

Master Of Business Administration - Mba, Business Administration And Management, General

Organizational Leadership

Executive Program, Business Analytics & Business Intelligence

Postgraduate Degree, Business Administration And Management, General, 7.64

Master Of Business Administration - Mba

Bachelor Of Engineering - Be, Electronics And Communications Engineering