Subhajeet Hore
Atlanta
Summary
Dynamic Senior Practice Director at Zuora Inc, adept in P&L management and strategic planning. Achieved YoY revenue growth while optimizing margins and enhancing operational efficiency without compromising delivery quality. Proven leader in global delivery, fostering executive stakeholder relationships and driving business transformation through innovative methodologies.
Overview
22
22
years of professional experience
Work History
Senior Practice Director, Global Services
Zuora Inc
Atlanta
04.2024 - Current
- Leading the global Professional Services strategy for Strategic Customer POD, overseeing a team of 4 Client Partners/Directors, with direct ownership of 26 active large scale implementation projects.
- P&L & Revenue Growth: Manage a $14M P&L, achieving 3% YoY revenue growth by restructuring service packages, implementation methodology, and introducing premium advisory offerings.
- Margin Optimization: Increased services gross margin from -3% to 2% within 18 months by optimizing resource mix (onshore/nearshore/offshore) and reducing non-billable time.
- Operational Efficiency: Spearheaded the design decisions of PSA-Certinia, resulting in a 7% increase in billable utilization and reducing revenue leakage.
- Sales Alignment: Partnered with the CRO Organization to redesign the Services SOW, scoping process, increasing the services attach rate on new license deals.
- Customer Success: Improved CSAT scores by standardizing delivery methodologies and implementing a 'Time-to-Value', 'Investment-to-Value', and 'Operational Readiness' KPI framework.
Senior Director, Global Services
Zuora Inc
Atlanta
11.2022 - 04.2024
- Directed North American service delivery operations, focusing on enterprise implementation and technical sales.
- Scaling Operations: Scaled the technical sales team from 4 to 7 headcount during a period of hyper-growth to support a 2x increase in sales volume.
- Methodology Development: Transitioned the pricing and packaging of different products and sales motions from ad-hoc delivery to a buy-what-you-need deployment model, improving average implementation time of beach house products by 8-19 weeks.
- Financial Rigor: Improved forecast accuracy to +/- 5% by instituting weekly revenue recognition reviews and tighter backlog management.
- Partner Ecosystem: Launched Expert services packages for partner-first engagement models to assure partners maintaining high quality standards in a Zuora implementation.
- Turnaround Success: Took over a failing portfolio of 'Red Accounts' valued at $3.6M ARR; successfully remediated 90% of accounts within 6 months through executive intervention and scope renegotiation.
Director, Global Services
Zuora Inc
Atlanta
11.2021 - 10.2022
- Center of Excellence: Managed a high-performance team of 18 implementation consultants by laying down the foundation of next generation implementation best practices.
- Revenue Generation: Consistently exceeded quarterly revenue targets by an average of 12%.
- Process Improvement: Authored the company’s first 'Standard Operating Procedure' (SOP) for enterprise onboarding, which became the global standard for all regions.
- Technical Sales: Managed a team of technical pre-sales helping accounts expansion opportunities as well as new-business sales motions.
Director, Global Services
Zuora Inc
Chennai
07.2019 - 11.2021
- Offshore Delivery: Built a team of 56 offshore Zuora implementation consultants using the best practices of global delivery model.
- Revenue & Margin: Achieved a 44% revenue growth in offshore within 8 months of tenure by achieving a striking margin of 68% on an average.
- Global Delivery Improvement: Implemented delivery shifts to ensure the high-touch customers are able to get 24/5 global support to improve implementation journey from a timeline and cost perspective.
- Technical Sales: Managed and assisted world-wide technical sales for Zuora RevPro.
Client Director, Global Services
Zuora Inc
SF Bay Area
06.2017 - 06.2019
- Portfolio Growth: Achieved 28% YoY growth across the Revenue Automation (Zuora RevPro) portfolio by identifying ASC606 GAAP changes and positioning new RevPro implementation services.
- Relationship Strategy: Established regular steering committees with client CIOs and VPs, shifting the engagement model from reactive support to proactive strategic planning.
- Delivery Assurance: acting as the final point of escalation for delivery issues; successfully remediated a critical 'at-risk' account by restructuring the governance model and replacing the delivery approach, saving churn.
- Commercial Management: Drafted and negotiated complex Statements of Work (SOWs) and Change Orders, ensuring clear scope definition and protecting project margins. Successfully drove $11M in new bookings supporting $8.4M ARR.
- Customer Advocacy: Increased portfolio Net Promoter Score (NPS) by [Number] points by implementing a 'Voice of the Customer' feedback loop into the product and delivery teams.
Senior Manager, Professional Services
Leeyo Software
SF Bay Area
12.2016 - 05.2017
- Practice Leadership: Oversee a portfolio of active projects with a total services business of $13M; consistently maintaining a practice utilization rate of 77% maximizing the number of go-lives per quarter.
- Complex Delivery: Serve as the Solution Principal for the firm’s largest implementation (Tier 1 SaaS), automating revenue recognition for 2M+ monthly transaction lines and reducing period-close time from 15 days to 4 days.
- Methodology: Standardized the deployment framework for ASC 606 transitions, creating reusable project assets for advance rev-res and POB (Performance Obligation) rules, reducing average design phase duration by 17%.
- Commercials: Partner with Sales to scope SOWs for crawl-walk-run (implementation by phases); successfully drove $6.5M in new bookings supporting $2.7M ARR.
Senior Consulting Manager (Oracle ERP Practice)
Jade Global
San Jose
01.2012 - 12.2016
- Led multiple full-lifecycle Oracle ERP implementations and upgrades with a specific focus on the Oracle Projects Suite (PA), serving as both the Delivery Lead and Functional Architect.
- Delivery Leadership: Managed end-to-end delivery of Oracle Project Accounting solutions for clients in the [Engineering / Professional Services / High-Tech] sectors, overseeing teams of 10-15 functional and technical consultants.
- Project Accounting Authority: Designed complex solutions for Project Costing, Billing, Resource Management, and Project Management, enabling clients to accurately capture labor/material costs and automate revenue recognition based on percent-complete and milestone-based methodologies by keeping track of real-time budgets and track deviations between as-sold vs. as-executed.
- Cross-Module Integration: Orchestrated the integration of Oracle Projects with HR (OTL), Purchasing (PO), Accounts Payable (AP), and Fixed Assets, ensuring a seamless 'Cost Collector' process that eliminated manual reconciliation efforts.
- Financial Transformation: Automated the revenue allocation for complex Sales Bundles, comprising of license and services, and allocation of discounts amongst the products sold.
- Revenue Optimization: Implemented complex Multi-Org / Multi-Currency project structures, allowing global clients to manage resources across borders while maintaining accurate inter-company billing and revenue transfer logic.
- Client Management: Acted as the primary point of contact for client Steering Committees; successfully managed scope creep, negotiated change orders, and maintained a CSAT score of 4.5/5 across managed accounts.
- Pre-sales & Growth: Supported the Sales team by providing subject matter expertise on RFPs and scoping exercises, directly contributing to winning $4M in new Oracle consulting business.
Functional Consultant (Oracle Project Accounting)
WorleyParsons
Perth
01.2012 - 12.2012
- Led multiple BU rollouts in Oracle Projects Billing, Costing, and Inter-company cost sharing, serving as Functional Architect.
- Project Accounting Authority: Designed complex solutions for Project Costing, Billing, and Inter-company billing enabling new business units to seamlessly track project financials.
- Cross-Module Integration: Orchestrated the integration of Oracle Projects with HR (OTL), Purchasing (PO), Accounts Payable (AP), and Accounts Receivable (AR), ensuring a seamless 'Cost Collector' process that eliminated manual reconciliation efforts.
Principal Consultant (Oracle ERP Practice)
Jade Global
Pune
01.2009 - 01.2012
- Served as a Lead Architect and Strategic Advisor for mid-market and enterprise clients, focusing on ERP modernization and Cloud transformation.
- Solution Architecture: Designed the end-to-end future state architecture for a major high-tech client moving from Oracle 11i to R12.
- Process Optimization: Led a 'Finance First' transformation initiative, re-engineering the Order-to-Cash and Procure-to-Pay cycles to automate manual touch-points, reducing the month-end close timeline.
- Client Advisory: Acted as the trusted advisor to the client CIO/CFO, conducting quarterly roadmap sessions to align IT investments with corporate growth strategies.
Senior Software Engineer
Fujitsu Consulting
Pune
01.2005 - 01.2009
- Led large-scale global implementation projects for Fortune 500 clients, utilizing Fujitsu’s global delivery model to ensure cost-effective and high-quality execution.
- Global Rollouts: Directed the global template rollout of Oracle E-Business 11i and R12 across NoAM, APAC and EMEA, managing complex local statutory reporting requirements and compliance needs.
- Complex Delivery: Managed a cross-functional team of 7+ (Offshore) consultants; successfully delivered a distressed project by restructuring the governance model and renegotiating scope with the client steering committee.
- Standardization: Harmonized fragmented legacy processes into a single 'Global Core' model, reducing system customization and lowering long-term support costs.
- Integration Strategy: Architected complex integrations between the core ERP and Business Intelligence tools, ensuring real-time data visibility for the Customer’s executive team.
- Quality Assurance: Conducted solution audits for other ongoing projects within the practice, identifying risk areas and recommending mitigation strategies to prevent project slippage.
Software Engineer
Eastern Software Systems
Delhi NCR
01.2004 - 01.2005
- Led large-scale implementation projects for Indian clients with proprietary ERP (EbizFrame).
- Implementation Specialist: Deployment of EbizFrame for multiple customers as per the Indian Statutory and local GAAP policies.
Skills
- P&L management
- Strategic planning
- Revenue forecasting
- Resource utilization
- Capacity planning
- Margin optimization
- Delivery methodologies
- Executive stakeholder management
- Crisis and escalation management
- Scope and stakeholder management
- Global delivery leadership
- Revenue recognition automation
- Business transformation and process improvement
Timeline
Senior Practice Director, Global Services
Zuora Inc
04.2024 - Current
Senior Director, Global Services
Zuora Inc
11.2022 - 04.2024
Director, Global Services
Zuora Inc
11.2021 - 10.2022
Director, Global Services
Zuora Inc
07.2019 - 11.2021
Client Director, Global Services
Zuora Inc
06.2017 - 06.2019
Senior Manager, Professional Services
Leeyo Software
12.2016 - 05.2017
Senior Consulting Manager (Oracle ERP Practice)
Jade Global
01.2012 - 12.2016
Functional Consultant (Oracle Project Accounting)
WorleyParsons
01.2012 - 12.2012
Principal Consultant (Oracle ERP Practice)
Jade Global
01.2009 - 01.2012
Senior Software Engineer
Fujitsu Consulting
01.2005 - 01.2009
Software Engineer
Eastern Software Systems
01.2004 - 01.2005