Saranya Roy

15 Years of Experience in Revenue, GTM, Sales Strategy & Operations | Vendor Management

Seattle19.3k followers

Amazon

ex-PwC India

ex-Salt n Soap | Online Grocery Store | Kolkata | India

From shaping Revops and Vendor management strategies for a $156B operating segment to pioneering GenAI tools that redefine seller success, I have had the privilege of leading teams of over 80 brilliant minds in the e-commerce and tech sectors.
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My passion lies in assembling diverse, globally-minded teams that not only drive revenue but also foster inclusion and Most recently at Amazon, I led Revops and Vendor strategy for Worldwide Selling Partner Services, overseeing a $350M annual spend and an ecosystem serving 9 million sellers. My journey there involved orchestrating large-scale transformations—from building Amazon’s largest in-house vendor management AI tool (Amazon VAI) to launching the 'Enhance My Listing' GenAI feature, which slashed listing creation time by 75%. Whether delivering $42M in annual savings or achieving 95% VAT compliance for EU vendors, I thrive on solving complex operational Before my Amazon journey, I embarked on a mission to make sports accessible to countless Indians via Decathlon's omni-commerce channels, where I scaled the 'Click & Collect' model to generate $2M annually per store. My leadership foundation was further honed managing engineering and consulting teams at PwC and Virtusa, delivering critical digital transformations for government and banking In 2012, I co-founded com, one of India's largest online grocers. I conceptualized, launched, and scaled the business to serve 5 million users across multiple cities, pioneering features like 5-minute quick grocery delivery before a successful My toolkit includes mastery in Sales Strategy, Revenue Operations, and AI/ML Implementation, facilitated by tools like Salesforce, Anaplan, Gong, Tableau, and Oracle ERP. With an MBA from IIM Calcutta and recent certifications in AI Visualization (Columbia University) and Six Sigma Green Belt, I am primed to excel in any challenge that comes my Feel free to connect and let's discuss how we can collaborate to achieve great things together. You can reach me at com. Let's chart the course to success!

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GTM Index

AMAZONJOB
1. Head - Revenue, GTM and Sa…
  7Y 2M
PWC INDIAJOB
1. Program Dir
  8M
2. Assistant Mgr
  4Y
SALT N SOAP | ONLINE GROCERY STORE | KOLKATA | INDIAJOB
1. Co Founder
  5Y

Job: PwC India — Assistant Manager · 2012-04 – 2016-04 — Team Lead: Project Name: Development and support of Oracle E-business suite for an Indian metro city's municipal corporation. I worked as Oracle business analyst and SCM functional consultant engaged full time basis at client site, interfacing with the client’s internal IT team and the business users in roll-out and support for Oracle applications R12 modules, client specific customization, interfaces, capacity building and user training activities creating awareness for ERP usage. Accomplishments: --------------------------- 1) In June 2015, the Ministry of Urban Development (MoUD) has feted client's e-delivery of municipal program as a National Best Practice in India. 2) Working on Gove…
Job: Salt n Soap | Online Grocery Store | Kolkata | India — Co Founder · 2012-04 – 2017-04 — • Co-founded SaltnSoap.com in 2012 as one India’s earliest and leading online grocery platforms, built and managed a delivery ecosystem of 2,000+ partners, designing routing and batching processes that enabled service to ~2.5 million users across India while maintaining high fulfillment reliability. • Scaled SaltnSoap from concept to one of India’s largest online grocers, expanding operations from Kolkata to 3 cities and leading the business through a successful exit. • Negotiated strategic partnerships with FMCG majors (ITC, Mother Dairy, P&G, Best Foods, etc.) to onboard their online assortment and co-create promotional campaigns tailored for digital shoppers. • Closed and managed p…
Job: PwC India — Program Director · 2018-09 – 2019-05 — • Executed As-Is studies and gap analyses, identifying key areas for process enhancement. • Developed a comprehensive FRS that facilitated seamless data integration across various statistical offices. • Led the RFP preparation and evaluation, ensuring compliance with both technical and financial requirements.
Job: Amazon — Head - Revenue, GTM and Sales Strategy & Operations, Vendor Management; SPS · 2019-06 – present — Advanced through promotions to lead increasingly complex charters, served as (a) Head of Revenue & GTM Strategy at New Seller Success, (b) Head of Vendor Management, Selling Partner Services and (c) Head of Sales Operation at BuyWithPrime • Increased vendor onboarding speed by 33% and cut vendor escalations by 40% by establishing a 3‑year vendor management strategy, bi‑annual OP, and quarterly reviews with 40+ senior leaders • Managed $350 million annual spend across 70+ global vendors supporting worldwide Amazon seller verification, risk and onboarding management • Delivered $42 million annual savings through vendor consolidation, contract and pricing optimization, and strategic sourcin…
School: University of Washington - Michael G. Foster School of Business — Global Leadership and Strategy Program
School: Indian Institute of Management, Calcutta — Master of Business Administration, Business Administration, Management and Operations
School: West Bengal University of Technology, Kolkata — Bachelor's Degree in Engineering, Computer Science

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SalesforceMakeSales ForecastingSales Quota SettingOracle ERP ImplementationsTechnical ConsultationSupply Chain ManagementE-CommerceGovernment ContractingGovernment ProcurementStatistical Data AnalysisStatisticsSAP AribaAsanaP&L ManagementCoupaInvoicingspiffZoomInfo SalesOSAnaplanEntrepreneurshipR (Programming Language)

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Saranya Roy

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