Apr 2019 – Jul 2022 · 3 yrs 3 mos

Sep 2018 – Mar 2019 · 6 mos

• Having become the leading SAAS Enterprise Company across other markets where Capillary operates and seeing the potential of China Market, I was offered to set up and lead the Strategy & Solutions aspect in a much more technologically advanced market like China. The objective was to understand New Retail of China and build compelling solutions merging the China Retail and our Global knowledge and practices to build a convincing story for clients to be excited about.
• Capillary grew to more than 1100 employees globally, maintaining the growth rate, and China business grew by more than 100%, in the duration of 6 months, through net new as well as farming.

Apr 2018 – Mar 2019 · 11 mos

• To up the growth rate with further expansion, the Sales Team was planned to be ramped up to more than twice of current capacity. Hence, the utmost critical element was to build an efficient ecosystem, for them to perform, and be part of the growth. It involved building a support system for new hires to ramp up, & building onboarding trackers, to track and sight the blind spots and correct them on a regular basis. Hence it involved working directly with CxOs of Capillary and Heads of respective geographies, on day to day basis.
• One of the objective to form the department was to reduce the sales cycle, for the closure of the first couple of deals. During one year of operation, the cycle was reduced by 35%+ globally, directly leading to net annual revenue growth for Capillary.

Apr 2017 – Sep 2018 · 1 yr 5 mos

• As Capillary expanded globally, the need of an hour was to set up strategy and solution function for the Middle East Region, hence I took that up. The objective of the function was to build a compelling plan and solution, basing on business challenges of a potential client. Also, it involved setting up the processes to ensure that the deals signed are priced correcting, ensuring margins upwards of set protocols, and leave no space of disagreement wrt to the scope or terms, post signing, between the two parties. Added responsibility was to ensure effective training and shadowing of all new sales hires.
• Capillary grew to become 900+ employee company, with growth rate upwards of 70% YoY.

Apr 2016 – Mar 2017 · 11 mos

• Took up the role with the expectation to manage all the clients across many countries in the Middle East.
• I was responsible for managing the clients in different countries, and different vertical, ensuring we as a company bring about 3%-5% additional business growth in their business through our expertize in the domain and best-in-class tools to execute them. While we impact to bring about business benefits to clients, the expectation was also to bring in additional revenue from the client base, through farming.
• Churn rate was reduced to less than 2%, and farming contributed to 1/3rd for net new revenue.
• Capillary expanded to 700+ employees across 10 worldwide offices. With a fresh investment by Warburg Pincus, Capillary acquired Martjack, which was leading E-Commerce Platform in the region and became the leading Omni-Channel Engagement, Experience and Commerce Management software and solutions designed to help consumer brands boost sales, loyalty, and overall marketing and sales performance. The cloud platform engages 200 million consumers worldwide and enables 20,000 retail locations and 100 large online brands with powerful advantages in Customer Loyalty, Analytics, Marketing Management, eCommerce and O2O Commerce.
• Renowned names in the portfolio, across 30 countries, were Pizza Hut, KFC, McDonalds, Unilever, Walmart, RedTag, Calvin Klein, Armani Exchange, Paris Gallery, Gap, Tommy Hilfiger, US Polo, Starbucks, Haagen Dazs, Puma, Landmark, Aster, Apparel Group, Arvind Group and many others.

Jun 2014 – Apr 2016 · 1 yr 10 mos

• Moved to Dubai, to take up the role of Key Account Manager, for analytics heavy region-wide projects.
• Responsibilities involved being a bridge between the client expectations & various internal departments. Hence, my focus remained on growing and developing existing clients, together with generating new business. Some of the duties in my role were dealing with finance, marketing, and operation team of major retail chains, identifying critical needs of the customer & providing business solutions for them, devising & implementing strategies considering the short term as well as long term objectives of client & forecasting as well as tracking key performance metrics of business
• CapillaryTechnology became Asia's leading SaaS provider of end-to-end Multi-Channel Customer Engagement, offers an Intelligent Customer Engagement platform to retailers and consumer businesses - managing the entire life cycle of customer data from acquisition, analysis, insights, and activations.
• Expanding presence across North America, EMEA, Asia-Pacific, we became the youngest company to win at Marketing Magazine's CRM & Loyalty Agency of the Year Awards 2013. The company was also named Gartner 2013 Cool Vendor, featured in Harvard Business Review's as Pioneers of Reverse Innovation and in Mint WSJ Bloomberg Businessweek’s Hottest Technology Businesses 2013.

May 2013 – May 2014 · 1 yr

• Given the opportunity to lead the team for the largest geography of Capillary
• Responsibilities involved handling requirements of 20+ major clients ranging from Apparel, Footwear, Accessories, Electronics, Hypermarkets, Salon & Spa, Bags, E-Commerce, Multi Brand Outlets, Food & Beverages, Pubs, & Mother & Child verticals, motivating the team making sure quality of deliverables keeps improving & there is zero percent deviation from committed deadlines, initiating analytics projects, based on client needs, which can lead to enhanced products & deliverables, being aware of Retail Markets & future challenges through exhaustive market studies, etc
• Capillary grew to become a 250+ employees company, with a growth rate of 80% YoY, in terms of revenue.

May 2012 – May 2013 · 1 yr

• Promoted to be the changemaker for major clients in the region.
• Responsibilities included understanding the pain-points of businesses through interactive client meetings, designing long term Campaign Strategies so that there is an expected return of investment for clients, increasing efficiency by automating & standardizing the regular deliverables so that the model can be extendable to increase profitability, training the Business Analysts & MIS Analysts effectively & bringing transparency & effectively coordinating between different departments.

May 2011 – May 2012 · 1 yr

• Joined Capillary to be part of a 2 years old, but high potential, startup. Responsibilities included, but not limited to analyzing, the business of multiple verticals (Footwear, Restaurant chain, Apparel, etc), designing various strategies & loyalty programs aiming for Customer Retention & improvement of Client Business Model, preparing exhaustive dashboards to bring granular visibility to the clients on their business.
• Capillary is less than 100 employees company and majorly dealing with providing SAAS based CRM products & services, innovating by changing the ecosystem from card-based to mobile-based loyalty, brining in better and seamless experience to customers. Invested by Sequoia, American Express, and some other renowned names globally.