Sep 2022 – Sep 2025 · 3 yrs · Bangalore Urban, Karnataka, India · Hybrid

• Founding member of SprintoGRC's Strategic Alliances & Channel Partnerships BU.
• Led the team globally, managed P&L, and built a global partner ecosystem, inclusive of MSSPs, MSPs, Cyber Security Consulting Firms, GSIs, RSIs, and Resellers.
• Grew the business unit to a Million+ ARR unit, contributing to ~10% of the org’s topline revenue (3x
• Qualified Opportunity Pipeline) via accelerating partner-sourced & influenced pipeline, with a 20% CAGR.
• Increased ACV per partner-sourced opportunity across NOR-AM, Europe, and India, to the tune of ~50%, by introducing joint GTM and bundling solutions with chosen MSSPs, MSPs, Integration Partners, AICPA-accredited Audit Firms, etc.
• Achievement(s):
• 1. Crafted and launched Partner Enablement Playbook(s), which reduced the Go-To-Market T-T-V timeline for partners from ~60 Days to ~15 Days.
• 2. Optimised and automated Sprinto’s First Response Timeframe for New Partner Inquiry submissions, which resulted in a significant reduction in response time from ~ 24 hours to ~ 5 Minutes.
• 3. Crafted and launched SprintoGRC’s Partner Experience Centre, achieving a 100% adoption rate ( and ~80% + Click-Through rate ) from all SprintoGRC empanelled partners.
• 4. Drove Partner-Led demand-gen events (Webinars, IRLs), resulting in ~5-7% of the Q-O-Q SQL goals
• 5. Secured SprintoGRC’s induction as an AWS & Oracle Cloud Partner, followed by listing atop the AWS & Oracle Cloud marketplace, segueing to a Strategic ISV Alliance.
• 6. Interviewed 50+ MSSPs and MSPs across North America, APAC and Europe to craft SprintoGRC’s Partner Program narrative.
• 7. Designed and launched multiple SOPs and R-O-E guideline documents for cross-functional collaboration (internal as well as external).

Dec 2020 – Aug 2022 · 1 yr 8 mos · Remote · Remote

• Goals & Mandate:
• # Achieve ~ > 10% of the topline ARR via accelerating partner-sourced and partner-influenced pipeline.
• # Responsible for implementing the Partner-Led Growth strategies - Joint GTMs, Acquisition and
• Awareness campaigns, with Payment Gateways (Stripe, VISA, PayPal, BlueSnap, GoCardless),
• Technology Partners (AWS, HubSpot) and Digital Agencies for accelerating TPV growth.
• Achievements:
• 1. Achieved >$1 million Q-O-Q pipeline via partner-sourced & partner-influenced opportunities, in the
• tune with the board target.
• 2. Drove integrated marketing campaigns, boosting ~ > 25% higher commission pay-outs from payment
• gateways partners (Visa, BlueSnap, GoCardless, PayPal, et al.) while transitioning Chargebee’s SMB &
• Enterprise e-commerce merchants to process more online payments over the offline mode.
• 3. Optimised Webinar workflows, achieving ~ >50% Registrants-to-Attendees conversion rates.
• 4. Defined IPPs ( ideal partner persona ) and optimised L2R (leads-to-revenue) workflows, increasing
• new partner inquiry submissions by ~ >35% Q-O-Q (resulting in >70 new partner acquisition
• opportunities Q-O-Q)
• 5. Defined IPP (ideal partner persona) and led partner acquisition campaigns, targeting Digital Marketing
• Agencies and Consulting Orgs.
• 6. Spearheaded Joint GTM campaigns (e.g. App Marketplace program) with technology partners like
• AWS and HubSpot, resulting in Chargebee being nominated and felicitated as the Top 16 Best
• Integrated App within the app marketplace.

Jul 2020 – Present · 5 yrs 8 mos · San Francisco Bay Area

• "Partnerships Leaders" is the invite-only industry association for Partnership, Channel, and Alliances leaders to share best practices, receive guidance from peers, and build relationships in this fast-growing and unique space.
• "Partnerships Leaders" think-tank offers a vibrant online community, virtual events, curated professional networking opportunities, and educational resources to drive success for its community members.

Aug 2019 – Nov 2020 · 1 yr 3 mos · New Delhi, Delhi, India · On-site

• Led, developed and managed strategic technology partnerships with Google Cloud Platform, Clearbit, Mixpanel, and Shopify.
• Contributed ~15% to the topline revenue via accelerating partner-sourced & influenced pipeline.
• Increased ACV per deal, to the tune of ~50%, by introducing the Professional Services component, in collaboration with a chosen managed service partner.
• Built VWO’s Global Partner Ecosystem, while managing strategic partner relationships, with
• # E-commerce Marketplaces (Shopee, Lazada) & E-commerce enablers in SEA, and with,
• # Digital Agencies like
• WPP Group, GroupM, Mindshare, MediaCom, WaveMaker Global, Dentsu Media, iProspect,
• Deloitte Digital, Accenture Interactive.
• Launched
• # VWO’s Partner Program Guide and ROE Guide - highlighting cross-functional collaboration.
• # Partner Advocacy and Certification Programs, which resulted in ~30-40% adoption rate by existing
• VWO Partners in VWO’s “Conversion Rate Optimisation” Certificate Program.

Jan 2019 – Aug 2019 · 7 mos · Bengaluru Area, India · On-site

• Founding Member of the Partnership BU.
• Tasked with building opportunity pipeline and predictable topline revenue, via solution partners, SIs,
• and GSIs, digital consulting orgs, etc.
• Accelerated PLG conversion targeting 0.08% of free-to-paid users in APAC by launching partner-led
• GTM campaigns while building up the developer ecosystem.
• Built the partner ecosystem @Postman globally, encompassing Technology & ISV Alliances, Solutions &
• Managed Services Partners, Value-Added Resellers (VARs), etc.
• Built and launched Playbooks on:
• A) Partnership Success Metrics
• B) Partner Enablement Plan
• C) Governance Plan
• D) Partner Program Performance Metrics

Jan 2017 – Dec 2018 · 1 yr 11 mos · San Jose, California

• Founding member of Whatfix's Strategic Alliances & Partnerships BU.
• Managed relationships with the
• 1. Big 4s
• # (Deloitte, PwC, Capgemini, Accenture),
• 2. GSIs from the SAP, Oracle Partner Ecosystem
• # (DXC Technology, RIZING LLC; GP Strategies Corp.; BlueWolf, et al) in NOR-AM, Europe and Africa.
• As a quota-carrying individual contributor,
• # I've closed partner-sourced and partner-influenced opportunities worth ACV ~ > $1.5 Million Half-
• Yearly. The quota attainment rate was 105% +
• # Managed Strategic Client Accounts:
• 1. Expanded some of the marquee clients’ accounts into > $0.5 Million accounts, with a 100% retention
• rate.
• 2. Strategic Client accounts I’ve managed include ADP Inc., Sealed Air Inc., Edgewell, DB Schenker, and
• MTN Africa, among others.
• Led Technology Alliance (cloud technology partner) initiatives with SAP, ADP Inc. (white-labelled
• version of Whatfix bundled with ADP GlobalView HCM)
• Secured Whatfix’s induction as a valued ASUG (American SAP User Group) community member.

Oct 2010 – May 2016 · 5 yrs 7 mos · Bengaluru Area, India · On-site

• Founding member of FusionChart's Strategic Alliances & Partnerships BU.
• Led the team, managed P&L, built a global partner ecosystem, inclusive of GSIs, VARs, Resellers, and
• ISVs, and grew the business to a $1.5 Million+ ARR unit, contributing to ~15% of the org’s topline
• revenue, along with a 25% CAGR.
• Managed Key Strategic Client Accounts:
• # Built ISV partnerships with Fortune 100 Firms (State Grid Corp. China, Pentaho, Huawei
• Technologies, Samsung Inc., Hyundai Motors, Lenovo Group, LG Inc., Tencent Holdings, etc.
• # As an account manager, expanded some of these accounts into a $.5 Million - $1 Million revenue
• account. The quota attainment rate was 150 %+.
• Launched & drove FusionCharts GTM strategy in China:
• # Architect and managed the program to register FusionCharts’ IPR with the Ministry of Information
• Technology, PRC China.
• # Collaborated with the JavaScript Developer Community in China and built an active dev-community of
• ~>700 developers atop CSDN.

Sep 2009 – Sep 2010 · 1 yr · Orange County, California Area

• • As a program lead, I collaborated with the NORAM (North America) channel management team at Samsung Inc. and at McAfee Inc., and drove targeted partner acquisition campaigns, to onboard VARS, VADs; System Integrators, and Solution Partners for reselling McAfee’s ‘Endpoint Encryption’ solutions and Samsung's Laser Printing solutions.