Sushant Rawat Email and Phone Number

Strategy Planning for Global Phone sales Quota & Compensation Management Performance management, forecasting, pipeline management, compliance & governance Sales reporting, revenue reporting, lead management, campaign management (PBI, Excel, SQL) Sales system, tools & Infrastructure management (Salesforce, Gainsight, Outreach, ZoomInfo) Sales Analytics, Insights, product level performance framework͕

Planning Strategy for Global Phone sales In house & Vendors team, contract renewal etcStreamline processes & workflows for Phone sales team, fix broken journeys via system & tools automation, process re-engineering and enablementPerformance Management for Global Phone sales, implementation of KPI’s as per changing business needs, quota and attainments, productivity, quality & complianceImprove compliance through appropriate checks and balances

 Support Sales Leaders in Planning & Managing the Sales revenue for assigned accounts though Business Analytics Work closely with Industry Client Leaders and IBM Brand teams in managing the Sales Pipeline & Revenue forecast Share performance Insights on Sales Pipeline and Revenue Performance for better decision making Weekly discussion on Sales Performance though Cadence Call Monthly, Quarterly and Yearly Analysis on Won and Lost Deals to provide feedback for improvement Gap Analysis for not met target and plan action to recover the Gap Maintain Clear communication across different IBM Brands  Identifying Learning Opportunities and help Sellers improve their knowledge

 Manage the cost of support for IBM Storage products  Financial Planning for Machines and Parts (Cost and Revenue planning) Inventory Planning for Machines and Parts Financial and Technical Indices Planning for Machines Evaluate new product support requirements and estimated product support volumes. Research delivery options, performing skills gap analysis where appropriate. Identifies delivery options and estimates support delivery cost of each option. Validates Service Delivery Plans GPSE has provides, including parts planning, education, service documentation (support kits)  Initiate and plan Skill Transfer according to the need Defines geography Service Cost Estimate (SCE) to input for MA price setting and the forecast of MA revenue Tracks Product support performances (Hardware or Software), including Warranty and MA revenue for HW products Track and Manage part consumption for effective utilization of parts to save cost Identifies and resolves weaknesses in service delivery such as skills (education), tools and facilities, support processes, service plans Involvement in Special bids to validate business opportunity  Ensure ISD or IPD process is followed from requirements to announcement for the products  Coordinate with global product support teams, brand engineering / manufacturing, OEM vendors, or field operations teams to keep a track of performance Parts focal for Storage Service Planning

 Headed operations for two LOBs of 95 members for a US based Website Support Project.  Fundamental in preparing reports for the both Line of Business, for the management to facilitate future decision-making. Day to day management of all the operational activities Planning the month on month and quarter targets for the LOB with the management and share them with Team Leaders. Coordinated between internal (IBM) and external (Yahoo!) client. Transitioned and Pilot the launch of new CRM tool for client globally

 Headed operations for team of 25 members for a US based Website Support Project. Proven skills in reducing the attrition rate for the company. Awarded by CEO – IBM GPS for zero attrition in two consecutive quarters. People Management & Product Management POC for APAC region.