Pinak Deshpande
Lexington,KY
Summary
Data-driven, results-oriented and collaborative professional, responsible for large-scale, long-term projects that deep-dive into the business to drive improvements revenue, market share, and margins. Leverage data-driven insights to optimize sales quoting behavior, expand buyer-base, forecasting WW revenue/margin/unit performance and sales planning. Collaborated with cross-functional teams to align promotions and messaging across multiple platforms, enhancing online customer experience, and building a unified online GTM strategy. I bring empathy, creativity, positive energy, and collaborative skills to work, as well as a keen eye for spotting trends and opportunities within data.
Overview
17
17
years of professional experience
Work History
Sr. Manager - Sales Strategy and Planning
Dell Technologies
08.2019 - Current
- Leveraging data in helping Dell Global Sales teams drive performance, productivity and results. Under the Strategic Analytics arm, some of the aspects that I am directly responsible for are sales quoting behavior, buyer-base planning, revenue/margin/unit forecasting, sales planning, route-to-market analysis and strategy, pipeline assessment, project management, weekly/monthly/quarterly business reviews, pricing analysis
- Leading Worldwide effort to help Top regions hit their Annual Operating Plan (AOP) by building historical all-encompassing data packs, collaborating with said regions on creating actionable plans to hit their plans, building real-time dashboard to communicate progress with leadership and project managing execution.
- Built and currently executing bi-quarterly forecasting methodology for revenue, margin and units, to give all regions the insight into their performances by lines of business (LOB) and to help them preempt potential performance roadblocks. Long term trend analysis and comprehensive data modeling to look at complete picture and identify drivers of performance
- Weekly, Monthly and Quarterly business reviews with senior leadership that gives an overview and deep-dive into performance. Large scale data modeling to identify problems and Hypothesis-test scenarios to scour for solutions.
- Drove large scale ad-hoc projects to improve performance and drive customer acquisition. Looking at Dell's Top 100 customers and identify their buying patterns, looking at available market opportunity (AMO) to calculate share of wallet (SoW) and pinpoint X-sell and upsell opportunities.
Sr. Manager - Digital Marketing, US Medium Business
Dell Technologies
05.2018 - 08.2019
- Led efforts in leveraging Online Banner Ads, Social Media and Paid Search to drive customers to transact on Dell Technologies' website for Commercial customers
- Drove conversions by focusing on aligning promotions and messaging across vehicle leads to ensure customers see unified messaging and products across multiple platforms// Collaborating with planning and online teams to build a unified Online GTM strategy
- Built a data-driven engine to make effective decisions re: Online Merchandising and Media planning - decisions have driven a +3x revenue increase QoQ
- Improved online CX by focusing on effective Online Merchandising, Brand recall, ease of purchase and overall look and feel; online conversions have improved 7x Y/Y
Field Marketing Manager - NA Central + Medium Biz
Dell Technologies
06.2016 - 05.2018
- Created a comprehensive business case for launching a SPIF in 6 segments, geared towards customer retention and net-new customer conversion, which could potentially generate revenue of upwards of $50M
- Identified and built an action plan for targeting customers that declined in a particular product-line. Collaborated on building dynamic talking points to convert said customers; 250+ customer conversions brought in $10M+ over two quarters
- Drove Ops-reviews for senior stakeholders in the Medium Business segment with a focus on Dell's Client Solutions portfolio - providing status of the business, identifying gaps, collaborating with multiple teams to build programs for plugging said gaps and program managing them to execution
Digital Marketing Manager - Global Advertising
Dell Technologies
06.2015 - 06.2016
- Drove DMP audience creation and optimization of 25 Global Display, Social and Video campaigns via the Programmatic Marketing ecosystem - with a quarterly spend of >2M per channel, drove overall Return on Ad Spend (ROAS) of 10x
- Built Programmatic Marketing Playbook - a one-stop-shop of all things Programmatic to drive its internal adoption across multiple Geos and BUs.
- Collaborated with internal stakeholders to increase the Global Social campaigns from 4 to 7, Display campaigns from 18 to 26 and Video campaigns from 3 to 7, QoQ, with consistent Q/Q growth since
- Drove Display, Social and Video campaign spend of >$2M/Qtr across 3 Geo's – Return on Ad Spend of $8 was more than double the industry average
Manager - Commercial Strategy and Analytics
Dell Technologies
08.2013 - 06.2015
- Drove the creation of the Channel Heat-map project in US and EMEA: a comprehensive database of Channel partners that ensured analytics-driven decision making and helped identify gaps within the Channel org/Geo.
- Built the US Share-of-Wallet Analytical model that focused on improving Dell's SoW amongst its top accounts, identifying close to ~$500M in GM and/or OpEx opportunity
- Oversaw execution of Rest-of-World Route-to-Market Acceleration project as the LATAM Lead - designed to minimize GM risk while optimizing Salesforce via Direct-Indirect transition
- Planned and Managed, in the role of a PMO, the execution of Country Operating Playbooks project - an initiative to build operating plans for Dell's Top-10 global Markets
Intern - Product Marketing
Adobe Systems Incorporated
06.2012 - 08.2012
- Conducted what-if analysis based on levers of price, competitors and customers to capture impact of bundling on new software offerings; analyzed revenue impact over two years to determine best options for product launch
- Developed pricing model to preempt competitor price-cutting; put steps in place to minimize potential revenue loss based on current and predicted pipeline
- Participated in professional development opportunities to enhance skill set, contributing to overall intern growth and potential future employment prospects.
Business Analyst - Office of the CEO
KPIT Technologies
08.2010 - 04.2011
- Drove expansion in global markets within existing customers by planning and executing concentrated micro-marketing campaigns, creating customer-focused collateral, organizing info sessions to create awareness about SYSTIME's capabilities and leveraging global Oracle relationships to facilitate introductions and build relationships internally. This resulted in segment revenue increase of 20%
- Reformed company's go-to-market strategy by aligning it with our principal partner: Oracle, conceptualized new offerings, researched current clients, qualified potential clients and created an internal database of companies and ranked them based on relevancy. This resulted in 40% increase in cross-sell revenue globally with 5 new customers added to the portfolio
- Collaborated with Oracle to launch sales campaigns for 5 product lines (JD Edwards, Agile PLM, Oracle CRM on Demand, Oracle BIEE and Demantra), in 8 North American cities by researching the Enterprise IT landscape in those cities, listing of the potential customers, conceptualizing events, preparing relevant collateral and driving attendance to those events. This increased the sales pipeline by $40M and helped reposition SYSTIME as a thought leader in the Enterprise Software space
- Analyzed Australian IT market by conducting macro-economic analysis, competitive research and collaborating with local Oracle teams to organize events, facilitate interactions and build relationships with potential customers. This helped expand SYSTIME's brand awareness within Australia and generated a pipeline worth $5M
Customer Relations Executive
KPIT Technologies
10.2009 - 07.2010
- Designed and drove execution of Latin America market entry strategy by analyzing the macro-economic climate, studying the competitive landscape, scouting for potential clients and conducting financial forecasting. The operations broke-even in 8 months after launch, increased global revenues by 5% and the Market-entry methodology was later replicated for South Africa and Eastern Europe
- Organized two trade shows and various customer-specific events to develop and expand business relationships with new and existing customers, increasing global sales pipeline by $50M
- Improved alignment with Oracle's Sales and Marketing teams by understanding their reporting structure, mapping regions, aligning priorities and sharing client knowledge and product expertise with them. This brought deeper visibility about SYSTIME within Oracle and resulted in increased collaboration on deals: currently collaborating on three times more deals as compared to two years ago
- Worked in Inside Sales with a focus on the Mid-West and TOLA region in the US. Responsibilities included cold-calling, company and executive research, driving attendance to events, lead qualification and real-time filtering of the leads database
Research Analyst
KPIT Technologies
08.2008 - 10.2009
- Designed a content management application to consolidate and effectively manage the internal marketing collateral database. Having a single source of information for all Marketing Communications improved response times to business proposals by 50% and increased the accuracy of proposal responses and related contractual documents
- Formulated Revenue Forecasting and SGA planning toolkit for North America operations and linked them with CRM system. This toolkit is now replicated globally
- Created NA Sales Operations planning, reporting and reviewing methodologies while working with VP – NA Client Services. It provided better visibility to the CEO into the performances of the Sales teams and their respective regions
- Conducted on-demand Data-mining and Market research for Sales and Marketing teams that gave the teams better visibility into their regions and also a deeper understanding of the clients and their technology landscapes. The insights from the research were incorporated by the sales teams during their corporate presentations and other meetings
- Worked on Ad-hoc projects like optimizing the Project Profitability Report (PPR) and writing a White paper (JD Edwards ERP for Medical Devices Manufacturers). The PPR was an integral part of the SYSTIME Project Planning Methodology
Market Analyst
KPIT Technologies
02.2007 - 07.2008
- Established Global Sales Support department by defining and implementing sales support processes which improved quality and turnaround time of proposals. Having a single point of contact in India for all Sales-support activities significantly increased the efficiency of sales teams globally
- Reformed internal tactics for Market and Competitor research by creation and real-time maintenance of Competitor Matrix along with creation of Market Research Methodologies. Played key role in the formation of Market Intelligence Cell within SYSTIME. Assisted the team in setting up roles and responsibilities for the new department
- Optimized the SalesForce CRM system by filtering and consolidating data pertaining to leads and existing accounts. This gave the CRM users within the company better visibility into SYSTIME's pipeline and other sales/marketing activities globally
Education
MBA - Business Administration And Management
University of Michigan - Ann Arbor
Ann Arbor, MI05.2013
Bachelor of Science - Mechanical Engineering
University of Mumbai
Mumbai, India06.2006
Skills
- Data-driven decision making
- Financial Modeling and Analysis
- Revenue/Unit/Margin Forecasting
- Sales Operations
- Cross-functional Collaboration
- Go-to-Market Strategy
- Strategic Planning
- Data Visualization
- Microsoft Office/PowerBI
- Empathy
Timeline
Sr. Manager - Sales Strategy and Planning
Dell Technologies
08.2019 - Current
Sr. Manager - Digital Marketing, US Medium Business
Dell Technologies
05.2018 - 08.2019
Field Marketing Manager - NA Central + Medium Biz
Dell Technologies
06.2016 - 05.2018
Digital Marketing Manager - Global Advertising
Dell Technologies
06.2015 - 06.2016
Manager - Commercial Strategy and Analytics
Dell Technologies
08.2013 - 06.2015
Intern - Product Marketing
Adobe Systems Incorporated
06.2012 - 08.2012
Business Analyst - Office of the CEO
KPIT Technologies
08.2010 - 04.2011
Customer Relations Executive
KPIT Technologies
10.2009 - 07.2010
Research Analyst
KPIT Technologies
08.2008 - 10.2009
Market Analyst
KPIT Technologies
02.2007 - 07.2008
MBA - Business Administration And Management
University of Michigan - Ann Arbor
Bachelor of Science - Mechanical Engineering
University of Mumbai
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