Ranes Formosa
London
Summary
A strategic leader with expertise in Practice, Portfolio & Growth Leadership, Delivery, Data & Enablement, and Commercial Transformation & Governance. Demonstrates exceptional Client, Executive & Market Influence to drive business success and foster innovation. Committed to leveraging skills for impactful commercial transformation and governance while pursuing opportunities for growth and leadership development.
Overview
3
3
Languages
1
1
Certification
6
6
years of post-secondary education
17
17
years of professional experience
Work history
Sales & RevOps Practice Lead
Up& Consulting
2025.01 - 2026.07
- Global Capability, Sales & RevOps Practice Lead - Up& Consulting
- Overarching leadership remit
- Global Lead for Up& Consulting’s Sales & RevOps Practice, setting the firm’s revenue transformation agenda for multinational B2B clients with UK&I, EMEA, APAC and USA footprints; shaping senior mandates that turn fragmented commercial execution into governed, measurable sales performance.
- Lead multi-region transformation programmes for clients managing multimillion-pound pipelines, creating governance frameworks, GTM diagnostics and revenue operating rhythms that have recovered £5m+ stagnant pipeline, surfaced £27.5m pipeline, mobilised £7.7m sales in motion and supported 5% revenue outperformance.
- Up& Scale Commercial Capability Portfolio | Global portfolio direction
- Global Portfolio Lead for Up& Scale, Up& Consulting’s modular, simulation-led commercial capability portfolio; architected methodologies, playbooks, workshops, dashboards and coaching interventions for multinational client teams to strengthen accountability, qualification rigour, deal progression and forecast confidence.
- Scaled delivery across Sales Leadership & Coaching, Sales Forecasting & Pipeline, Sales Operations Excellence, Sales Excellence and Bid & Sales Response, embedding in-person training, live virtual workshops, facilitator enablement, train-the-trainer, live-deal application, pipeline-call observation and governance reinforcement across global client programmes.
Sales Strategy and Project Operations Lead
All-Tech
2023.08 - 2026.07
- Established sales operations governance, reporting cadence and business-review rhythms to improve alignment, communication and commercial visibility.
- Developed pitches and proposals for new business opportunities, shaping sales narratives with key stakeholders to support business development.
- Implemented KPI tracking, CRM and project-management tools to improve forecasting, process visibility, team productivity and operational efficiency.
- Led cross-functional D&C-based projects, managing milestones, deliverables and operational execution across teams.
Contract EMEA & APAC Sales Operation Manager
Ross Technology
2023.02 - 2023.08
- Led performance analysis across EMEA and APAC, using data insights to improve sales performance and achievement of key KPIs.
- Managed revenue forecasts, identified sales-cycle bottlenecks and strengthened CRM governance through Salesforce process refinement.
- Planned demos and tradeshows and managed a £10m+ cross-geo pipeline, improving operational processes and visibility.
Banking & Capitals Project Manager
Ernst & Young, London
2021.03 - 2022.08
- Managed PMO audit for EY’s largest banking client, ensuring compliance, governance and delivery control across large audit teams.
- Monitored audit progress, led offshore teams, reported key risks and scope changes, and implemented controls to improve delivery efficiency.
- Led a sales enablement initiative that reduced onboarding time by 40% and improved sales productivity.
Consulting Sales Operations Manager
Ernst & Young, London
2014.09 - 2021.03
- Go-To-Market (GTM) and Sales Strategy:
- Led GTM deal qualification for £5m+ deals, improving operational processes and win rates by 70%.
- Collaborated with senior leadership on sales strategies and revenue planning, enhancing alignment across segments.
- Process Optimization, CRM, Analytics & Reporting:
- Led development of automated reporting and dashboards with Power BI and Tableau, increasing leadership’s ability to monitor KPIs and adjust strategies accordingly.
- Managed a £350m sales pipeline, ensuring CRM accuracy and driving process improvements through automation.
- Revenue & Sales Forecasting, Operations & Performance Management:
- Analysed sales and revenue data and maintained 80% forecast accuracy through KPI tracking, while driving performance management, scorecards and win-rate analysis to new opportunities through the sales funnel.
- Presented sales and revenue performance analysis to C-Suite and Partner Board, highlighting key market trends and ensuring the data translated a story uniquely aligned to each market while addressing potential risks and challenges.
- Led regular forecast and pipeline calls, holding leadership accountable for outputs and optimising processes.
- Overhauled operational processes and instilled governance in the cyber market, exceeding its £18m sales target.
- Leadership and Sales Enablement:
- Led the design and development of a digital Sales Enablement onboarding learning platform for teams from Junior to Partner level, significantly contributing to the organisation’s data transformation agenda.
- Built a strong reputation as a trusted advisor to the Partner Board, leveraging an in-depth understanding of market segments including Life Sciences, TMT, Government, Oil & Gas, Infrastructure, Health and Energy.
Project & Bid Coordinator
OPM London
2013.09 - 2014.04
- Managed tender and PQQ processes, aligning submissions with client requirements and increasing contract success rates.
- Provided financial oversight on £300k+ projects and acted as key client liaison with government and NHS stakeholders.
Programme Manager
WestFocus, London
2009.11 - 2013.09
- Managed 300k+ enterprise programmes in London and Ethiopia, securing £200k in seed funding for entrepreneurs.
- Coordinated workshops and goals for 500+ participants and grew membership by 30% through multi-channel marketing and website management.
Education
BA (Hons) - International Business
Kingston University
2005.09 - 2009.06
Erasmus - Business Administration
Carlos III University, Madrid
2007.09 - 2008.06
A Levels - Sociology, Media, French
Richmond Upon Thames College
2003.09 - 2005.07
Skills
- Practice, Portfolio & Growth Leadership
- Delivery, Data & Enablement
- Commercial Transformation & Governance
- Client, Executive & Market Influence
Certification
- Open Classrooms: Project Manager - Agile Scrum Master Jan 2024 - Mar 2024
- Spoce Project Management: Prince2 Foundation Oct 2014
Languages
French
Spanish
Lingala
ENTREPRENEURIAL PROJECTS
Co-Founder & Non-Executive Director - I Heart Africa, Enterprise Skills Trainer / Facilitator
Timeline
Sales & RevOps Practice Lead
Up& Consulting
2025.01 - 2026.07
Sales Strategy and Project Operations Lead
All-Tech
2023.08 - 2026.07
Contract EMEA & APAC Sales Operation Manager
Ross Technology
2023.02 - 2023.08
Banking & Capitals Project Manager
Ernst & Young, London
2021.03 - 2022.08
Consulting Sales Operations Manager
Ernst & Young, London
2014.09 - 2021.03
Project & Bid Coordinator
OPM London
2013.09 - 2014.04
Programme Manager
WestFocus, London
2009.11 - 2013.09
Erasmus - Business Administration
Carlos III University, Madrid
2007.09 - 2008.06
BA (Hons) - International Business
Kingston University
2005.09 - 2009.06
A Levels - Sociology, Media, French
Richmond Upon Thames College
2003.09 - 2005.07