Curriculum Vitae

Shaikh Mohammed Zaheer

Oracle Fusion Sales Cloud Architect (Engagement Cloud)

Mobile : +91 9011038498

Email : zaheerbs@hotmail.com

Summary

 17 years of experience and currently working on Oracle Fusion Sales Cloud (Now Engagement Cloud)
and Incentive Compensation and has an experience of implementing eight project end-to-end projects
in engagement cloud apart from the Ebiz CRM projects. This included implementation of sales cloud and
Incentive compensation.
 Worked with leading organizations such as Genpact, Zensar, IBM, Oracle and Wipro.
 Current responsibilities include solution design for complex CRM projects, project effort estimation and
budgeting, resource planning for projects, preparing budgetary estimates, risk assessment and change
request management
 Key areas of interest include handling multiple pre-sales engagement and to interact with new prospects
to provide the high level solution so as to win more deals and assist the sales team to increase the
business. Preparing response to RFPs, RPQs and working on resolving the key pain areas of the client’s
business process.
 Have worked extensively on Oracle Ebiz CRM and has end to end understanding and hands on almost all
of the CRM modules
 Imparted corporate trainings within Oracle University for Sales Cloud and Sales Performance
Management applications
 Has extensive experience in Oracle Applications methodologies including AIM, OUM and TCM including
requirement gathering, planning, fit-gap analysis, application design, configuration and setups,
implementation, testing and support, extensive experience in CRM domain, working as an Oracle CRM
Consultant and Module Lead
 Strong knowledge of Service Contracts, Marketing Online, Sales Online, Telesales, Teleservice, Quoting,
Proposal, Incentive Compensation, Channel Revenue Management and CRM Foundation.
 Formulated solution design and implementation strategy based on client requirements.
 Configured the application based on solution design, performed gap analysis and designed workaround
solutions.
 Trained the client’s super users on the application and conducted pilot testing, integrated testing, design
validation and setups.
 Demonstrated excellent functional, interpersonal and communication skills.
 Highly motivated, enthusiastic professional with a high degree of commitment to succeed. Excellent
team member, Self-starter with superior verbal and written communication skills

Core Competencies

Domain : Manufacturing, Telecom, Property, Information Technology and Retail

Functional : Fusion Sales Cloud: Sales Force Automation (Accounts, Contacts, Opportunity,
Forecasting, Pipeline, Revenue), Incentive Compensation, Partner
Management, Loyalty management

Oracle Apps : Service Contracts, Marketing Online, Sales Online, Tele-sales,

Teleservice, Quoting, Proposal, Incentive Compensation, Channel Revenue
Management and CRM Foundation.

Technical : NA

Implementation : True Cloud Methodology

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Methodologies
Application Implementation Methodology

Tools and Technologies

Oracle Sales Cloud v 8.0 to v13, Fusion Sales and Fusion Incentive Compensation
Sales Cloud Versions :
, Partner Relationship Management and Engagement Cloud
Oracle Apps eBusiness Suite 11.5.10.2 and 12.2.2
Environment :
Windows
C, Java, Foxpro and Visual Basic 6.0
Languages and Tools :

Fusion Sales Cloud Deepak Nitrite Limited

:
Specific Projects RayChem Pvt Limited
Merk Sharpe and Dohme
Air Liquide Welding, ENI
King Abdullah Economic City
Las Blondas, Argentina

Fusion Incentive Merk Sharpe and Dohme, Saudi Arabia

:
Compensation ENI, Italy
Projects GE Healthcare, China
Las Blondas, Argentina
Microfocus, UK

Symantec Coporation, US
Oracle Incentive :
Compensation Omar Abubakr Balubaid Corporation, Saudi Arabia
Projects Media 24, South Africa

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Key Roles and Responsibilities

Duration Role Responsibilities

Mar-19- Solution Architect  Leading the project from the architecture aspect for implementing Sales
Till date Performance Management along with Sales Cloud to provide an integrated
solution with the Sales force and ERP systems
Jan-19 - Senior Principal  Worked as a solution architect for Fusion Sales Cloud (Engagement cloud)
Mar-19 Consultant within APAC, EMEA and Latin America region.
Dec’15- Principal  Lead the team to deliver Oracle Fusion Sales Cloud and Sales and Incentive
Dec-18 Consultant Compensation Modules
Apr’15 – Senior Advisory  Worked as consultant for Vodafone India Pvt Limited
Nov’15 Consultant  Roles included, understanding the business requirements and developing
the solution for it. Also, ascertaining the impact of the changes on to the
other systems which are integrated with Oracle Apps
Mar’09 – Senior Technical  Worked on multiple projects as a project lead
Apr’15 Specialist  Implemented 3 fusion sales cloud projects for manufacturing and
Incentive compensation for pharmaceutical industry
 Worked with the pre sales team to win projects. This included the
presentations to be given to prospective customers and giving
demonstration
 Imparting internal trainings within the organization to scale up the
resources
May’07- Lead Associate  Understanding the business requirements and configuring the systems
Feb’09 Consultant accordingly
 Worked on CRP’s to the clients

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Professional Experience

Client : Microfocus, United Kingdom

Duration : Mar’19 –Till date
Role Performed : Principal Consultant
Oracle Fusion : Fusion Incentive Compensation
Platform
Project Synopsis : Microfocus is a UK based software organization implementing entire end to end solution
for major ERP systems including Workday, Net Suite, Sales Force, Oracle SPM, Anaplan.
We are working on the Sales Planning Cloud along with Oracle SPM to pay the
employees and partners the sales commissions earned by employees or royalties earned
by partners. This is a fully automated system to receive the orders, invoices, revenue
recognition and credit memos from Netsuite and after commission calculation, the
payments to be made through workday/ Netsuite.

Designed the end to end architecture for Quota to Pay process while interacting with the
business as well as other application teams. Lead the team to design and implement the
complex compensation solution which includes Sales rep commissions, partner rebates
and royalty for partner vendors. Rebates and Royalties are also designed to be processed
through Oracle SPM and a seamless integration has been built to receive the
transactions and the final payments to be made to the partners, vendors and employees.

Client : Las Blondas, Argentina

Duration : Oct’18 –Mar’19
Role Performed : Senior Principal Consultant
Oracle Fusion : Fusion Incentive Compensation
Platform
Project Synopsis : Las Blondas is a retail organization of fashion wear in Latin America. Fusion ERP
including CRM is being implemented for 3 business units. Incentive compensation from
CRM is being implemented and I am leading the implementation in requirement
gathering, solution design and configuration. The project is onsite and offshore model
and travelling onsite for meetings is required. Las Blondas is implementing the fusion
incentive compensation modules for the commission calculation and payment of
saleseps and store managers in each store as we as country sales managers based on
type of sales such as retail, wholesale and franchise. Each business unit has a separate
structure for calculation of incentive. Currently working on the solution design and build
phase will begin later this month

Client : King Abdullah Economic City, Saudi Arabia

Duration : Jan’18 –Sep’18
Role Performed : Principal Consultant
Oracle Fusion : Fusion Sales Cloud R12
Platform
Project Synopsis : Redesigning of the Oracle sales cloud application along with the integration with Oracle
Service cloud and Ebusiness Suite for property management solution. The application is
being designed for handling multiple opportunities and sales of properties like
apartments, villas, plots etc for one of the largest construction company in middle east ,
Emaar, the economic city. End to end solution for sales and service is being provided by
automating the lead generation, opportunity management and post sales service. High
level integration is being leveraged using Oracle Integration cloud to have a real time
data from multiple systems.
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Client : Ferrari, Italy
Duration : July’17 – Aug’17
Role Performed : Principal Consultant
Oracle Fusion : Fusion Sales Cloud R12
Platform
Project Synopsis : Requirement gathering and Proof of concept for oracle sales cloud module. This has
been done with a month-long exercise to showcase the capabilities of the OSC and fit
gap analysis has been performed.

Client : GE Healthcare China

Duration : Sept’16 – June’17
Role Performed : Principal Consultant
Oracle Fusion : Fusion Incentive Compensation v10.0
Platform
Project Synopsis : Implementing the FIC module for GE Healthcare business for China operations. This is an
ongoing project and working as a solution architect for end to end design to automate
the incentive calculation and payment to the sales organization.

Client : Oracle University, US

Duration : August’16 – Sept’16
Role Performed : Principal Consultant
Oracle Fusion : Fusion Incentive Compensation v10.0
Platform
Project Synopsis : Working with the training team to define the course material of the Fusion incentive
with 2 team members. This includes defining detailed course material along with the
various examples. This also involves the setting up of questionnaire for Oracle university
for certification exam.

Client : ENI, Italy

Duration : July – August’16
Role Performed : Principal Consultant
Oracle Fusion : Fusion Incentive Compensation v10.0
Platform
Project Synopsis : Worked as an Advisory consultant for Accenture (Partner) in implementing the Fusion
Incentive compensation. Major role played was to design the entire flow of incentive
design in Fusion R10, from PoS to payroll systems which included multiple input systems
and a single payment system. The project involved payment of salesreps and partner
salesrep as well.

Client : Air Liquide Welding, France

Duration : Dec’15 – June’16
Role Performed : Principal Consultant
Oracle Fusion : Oracle Sales Cloud v9.0
Platform
Project Synopsis : Working as a functional offshore lead in implementing Fusion sales cloud. This project
involves the sales process along with the integration with CPQ and JD Edwards.
Successfully completed the UAT with bare minimum issues while motivating the team to
perform at their peak.
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Client : Vodafone India Pvt Ltd , Pune
Duration : Apr’15 – Nov-15
Role Performed : Senior Advisory Consultant
Oracle Apps : 11.5.9.0
Platform
Project Synopsis : Worked as a solution design architect for integrating SFDC and Oracle apps. This included
the requirement gathering to solution design and various approaches to achieve the
desired result. Lead a team of 7 consultants to manage the enhancements and deploy
them to production

Client : Merck Sharpe and Dohme, <Riyadh, Saudi Arabia>

Duration : Oct’14 – Apr’15
Role Performed : Senior Technical Specialist
Oracle Fusion : Fusion Incentive Compensation v8.0
Platform
Project Synopsis : Implemented the fusion Incentive compensation for MSD Saudi Arabia. This included
designing and maintaining the territory hierarchies and target(Quota) setting for the
salesreps on a quarterly basis. Designing the incentive compensation plans. Single
handedly handled the CRP and implementation from scratch. The project involved high
level of complexity based in the territories in the pharmaceutical industry. Designed and
configured 12 different compensation plans to meet the customer requirements.

Targets in the pharmaceutical industry is based on the sales happening in the territory
for a given sales reps. The actual sales are derived from the orders data from the local
vendors, pharmacies and hospitals within the territory. The project required a very good
understanding of the complexities involved in this industry.

Compensation plans were based on the territories, various brands of the medicines and
verticals of the medicine such as Diabetes, Women Health, General Health, etc.
Compensation plans we designed to meet the requirements of all the above and also the
resource movements from one brand to another within a financial period. Adjusting
targets and territories for resources within the year.

Associating predefined formulas to calculate the targets for the next periods basis the
sales in the territory. Analytics was provided to have more relevant targets and
acceptance of compensation plans amongst the sales reps.

Client : Raychem India Pvt Limited

Duration : Jul’14 – Oct’14
Role Performed : Senior Technical Specialist
Oracle Fusion : Oracle Sales Cloud v8.0
Platform
Project Synopsis : Implemented the fusion sales cloud for Raychem India Pvt Ltd for their electrical
products. Implemented the sales and marketing module to automate the sales process
and implemented the integration with their Oracle apps for Quote management. Lead
the project to successfully delivery and implement the Marketing and sales process
including the sales forecasts and custom reports. This included the upload of customers,
opportunities, leads and competitors. Designed the custom forms to accommodate the
customer details requirements such as Blue form to capture the winning capabilities of
the business in terms strengths and weakness and the competitors business strengths.

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Client : Deepak Nitrate Pvt Limited
Duration : Oct’13. – Jan’14
Role Performed : Senior Technical Specialist
Oracle Fusion : Oracle Sales Cloud v7.0
Platform

Project Synopsis : Implemented the fusion sales cloud for Deepak Nitrite Ltd for their new product, Optical
Brighteners. Lead the project to successfully deliver and implement the Marketing and
sales process including the sales forecasts and custom reports.

Client : International Automic Energy Agency, <Vienna, Austria>

Duration : Jun’12. – Jul’13
Role Performed : Senior Technical Specialist
Oracle Apps : Oracle Apps v12.0.4
Platform
Project Synopsis : To implement the Oracle Marketing module to cater to the needs to the customer for
handling the subscriptions and sending out mass emails/ print mails. List generation
based on the various selection criteria such as subscriptions, country of residence etc
and to send an email blast for sending out meeting invites, publications and newsletters.
The objective of the project was to implement the system to maintain the lists that are
being used and be shared by the different members in the department. Management of
the subscriptions of the agency and restricting the access to the subscriptions that are
classified as confidential.

Client : Expedia , <Seattle , USA>

Duration : Sep’11. – May’12
Role Performed : Senior Technical Specialist
Oracle Apps : Oracle Apps v12.0.3
Platform
Project Synopsis : To implement and support the customers and affiliates of Expedia. The implementation
include the defining and setting up of offers and accruing the discounts offered to the
customers. This discount would later be paid to the customers at the end of the specific
period. Payments of the customers are done through the claims that are created by the
system once the offers have been applied. The entire process of defining the offers and
applying them to orders, and accrual and payment of the discounts offered was done
through Channel Revenue Management along with Order Management

Client : Media 24 , <Cape Town , South Africa>

Duration : Feb’11. – Aug’11
Role Performed : Senior Technical Specialist
Oracle Apps : Oracle Apps v12.0.3 (Oracle Incentive Compensation)
Platform
Project Synopsis : To support and stabilize the newly implemented application. This also involved the
introduction of new reports and enhancements to the current system. CRM products
were highly used as this is a media system and client interaction is very high. Modules
like Service contracts, core contracts and teleservice were used with maximum
customization to meet the customer requirements

Client : Telia Sonera , <Stockholm, Sweden>

Duration : Sep’10. – Jan’11
Role Performed : Senior Technical Specialist

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Oracle Apps : Oracle Apps v11.5.10.2
Platform
Project Synopsis : To enhance the current system with new functionalities as per the requirements of the
business to meet the needs of the changing business environment in the
telecommunication sector.

Client : Omar Abubkr Balubaid Corporation, Saudi Arabia

Duration : Sept’09 – August’10
Role Performed : Consultant
Oracle Fusion : Oracle Apps v11.5.10.2 (Oracle Incentive Compensation)
Platform
Project Synopsis : Understanding the business process of OABC(Omar Abubakr Balubaid Company) and the
requirements of the automotive sector in Saudi Arabia and implementing the oracle
module most suited to the customer needs.
Have implemented Teleservice, Telesales, Marketing and Oracle Incentive Compensation
for the customer.
Was a part of the requirement gathering and solution design of the system.
Prepared the MD50s for Incentive compensation as it had a lot of customization based
on the client requirements.
Prepared all the AIM documents and also the training material for the end user.

Client : Dairy Crest, UK

Duration : Mar’09 – Apr’09
Role Performed : Consultant
Oracle Fusion : Oracle Apps v11.5.10.2
Platform
Project Synopsis : Understanding specific configuration needs of the client for setting up Marketing and
Customer Services.
Setting up Oracle Marketing, CRM foundation & Self Service Application Modules and
Customer Service, for the pre production Instance
Replicating the set ups on the Production Instance. .
Validating the BR100 document provided by the development team
Validating the set up document and suggesting changes as per requirement.
Coordinating with on site team for issue resolution and changes from time to time.
Data import by using Data loader and other tools.

Client : Symantec Corporation, US

Duration : Sep’08 – Feb’09
Role Performed : Consultant
Oracle Fusion : Oracle Apps v11.5.10.2 (Oracle Incentive Compensation)
Platform
Project Synopsis : Identification of the schemes for paying the incentives to the sales representatives
Analysis of the current business procedures and mapping them into the standard system
functionalities
Drafting the various incentive compensation plans based on the business scenarios and
generating the worksheets for the same
End to End Integration testing.

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Client : Ceridian Corporation, US
Duration : Aug’07 – Sep’08
Role Performed : Consultant
Oracle Fusion : Oracle Apps v11.5.10.2
Platform
Project Synopsis : Process Mapping, Identification and Analysis of requirements related to Service
Contracts, Incentive compensation and Sales Contracts
Conducted Business Segment interviews with top management and process owners i.e.
Identification of 'As is' Processes of the company.
Defining of 'To Be' Processes based on 'As is' and Best Business Practices and
documentation of the same
Configuration and test data setup for Service Contracts, Incentive Compensation and
Sales Contracts
Issue Resolution
CRP runs. Simulation Test of all the processes created in the Process Mapping stage
Gap analysis/identification and resolution to the issues.
Function Design/ test scripts writing
Helping the Technical consultant in Designing Reports, Alerts, & Customizations and
preparing functional specification
Helping the Technical Consultant in Data Conversion
End to End Integration testing.

Experience

Organization Designation From To

Wipro Technologies Pvt Principal Consultant Mar-19 Till Date
Ltd
Oracle SSI Pvt Ltd Senior Principal Nov’15 Mar-19
Consultant
IBM Pvt Ltd Sr. Advisory Consultant Apr’15 Nov’15
Zensar Technologies Pvt Sr Technical Specialist Mar’09 Apr’15
Ltd
Genpact India Pvt Ltd Associate Consultant May’07 Feb’09
Spider Systems Pvt Ltd CRM Functional May’06 May’07
Consultant
Excel Pvt Ltd Process Trainer Apr’04 Aor’06
WNS Pvt Ltd Customer Service Apr’03 Apr’04
Associate

Education

Bachelor of Commerce –University of Pune, INDIA, 2000

Master in Computer Management– Poona Institute of Management Sciences and Entreprenuership, Pune, INDIA,
2002

Training

 Oracle Apps CRM v11.5.10.2, Duration - 10 days: May’09

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 Fusion Sales Cloud, 5 days: Jun’13

Personal Information

Date of Birth : 05-JAN-1979

Gender : Male
Nationality : Indian
Languages Known : English, Hindi, Marathi and Urdu
Personal Interests : Registered with Poona District Football Association

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