Apr 2020 – Present · 5 yrs 11 mos

• New Business Generation: As a founding member of Freshworks' Global Partnership team and Employee #2 for the APJ region, built and scaled the Asia partner motion from $0M to $28M, adding over 2,000 customers through my partners.
• Key Account Wins: Closed large deals with key logos like Grab, POS Malaysia, Zuellig Pharma, Starhub, DKSH, and Timex, leveraging strong C-suite connections to drive strategic alignment and long-term value.
• Joint Sales Pursuit: Partnered with GSIs including Cognizant, TCS, DXC, Icompaz, RSIs like Virtusa, Orange Business Services, and Izeno, and hyperscalers like AWS and Google Cloud, to drive large-scale implementations and co-sell opportunities. 90% of APAC platinum partners were recruited, activated and managed by me.
• Team Scaling & Leadership: Built and scaled the partner ecosystem, leading a team from 0 to 21 while mentoring them to exceed performance targets.
• CXO Engagement & GTM Acceleration: Built executive-level relationships with key accounts and partners, enabling strategic discussions and faster decisions. Executed joint go-to-market plans with CXOs, aligning with capacity, capability, and customer success principles to drive growth.
• Customer Success Enablement: Empowered partners to deliver successful projects, contributing to 98% of Asiarevenue sourced and delivered via the partner ecosystem.
• Operational Excellence: Developed governance frameworks and templates for business and capacity planning, ensuring accountability and smooth collaboration with regional partner executives.
• Demand Generation: Orchestrated 400+ events like CIO Roundtables, Study Tours, and Partner Blitz Days, driving a 5X pipeline annually.
• Value-Selling: Aligned partner strategies with Freshworks’ value-selling frameworks, achieving impactful outcomes for customers and partners.
• Awards & Recognition: Part of President’s Club 3 times and earned 8 MVP ratings, showcasing consistent excellence in performance.

Oct 2018 – Mar 2020 · 1 yr 5 mos

• Transformed and scaled a region that was at $1.2M in revenue as of Sep 2018 to $5.2M by March 2020. Achieved consecutive year-over-year growth rates, elevating from 16% in 2018 to over 100% in 2019 and 2020.
• Built an impactful partner sales team for the Europe region covering both new business acquisition and existing customer expansion via partners. Mentored 2nd-line leadership to help scale the business in upcoming years. Worked on acquiring and expanding key accounts like Bridgestone, Eurofins, Mercedes, Tiqets, FCM, Kolibrie and so on with partners.
• Recruited and managed large enterprise partners for the region like Accenture, Devoteam, TKC digital, and so on to scale the region.
• Orchestrated Freshworks's entry into new markets like Spain, Portugal, Czech Republic and revamped the existing markets like France, Netherlands, Belgium, and Italy to deliver 80% of overall in these markets for Freshworks.
• Planned and executed over 20 marketing events and campaigns for the region via partners along with the marketing team to build pipelines and shorten the sales cycle.
• Established a solid GTM strategy with local ISVs like Monday.com, Asana, SugarCRM, and so on to solve product gaps and build a co-sell engine to grow the region.
• Co-organizer for the 2019 Global Reseller Conference for Freshworks.

Oct 2015 – Sep 2018 · 2 yrs 11 mos

• As the 2nd hire in the APJ sales GTM org, was instrumental in building Freshworks's initial customer base in APAC
• Had the privilege of building Freshworks' reseller ecosystem from scratch and scaled revenue from $0 to $2M ARR for the APAC region over 2 years (July 2016 to Sep 2018)
• Established a solid GTM business plan with channel partners to scale the market and worked on acquiring and expanding key accounts like Lalamove, Kerry Express, Kiatnakin Bank, Dextra Group, Line Corporation, JAC recruitment, Smartfren, Halodoc, Kredivo, Central group, GHN express, Decathlong and so on with the executives to help transform their customer and employee experience.
• Was fortunate to be part of the initial team that helped design the Partner Program Framework for Freshworks back in 2015.
• Co-organizer for the First Global Freshworks Reseller Conference and conducted first-ever Freshworks events in Singapore, Thailand, Malaysia, Indonesia, and Vietnam
• Key Global Initiatives: I was instrumental in setting up the Partner recruitment strategy including IPP setting and profiling, product enablement across the globe, and was responsible for the end-to-end PRM implementation (from solutioning to execution)

Jun 2014 – Sep 2015 · 1 yr 3 mos · Chennai Area, India · On-site

• Focused on acquiring new clients and expanding services for strategic OEMs, demonstrating expertise in partner management and business development
• Managed the South India territory, building and nurturing strong relationships with CXOs, CFOs, and CROs to drive business transformation through ERP solutions and demonstrate measurable ROI.
• Demonstrated success in selling Ramco HRMS to large enterprises, addressing complex HR challenges by engaging with CHROs from organizations like BankBazaar, Logic Information Systems, Manipal Hospitals, and others.
• Independently acquired and managed 25 key logos for Ramco, contributing to company growth and expanding the customer base.
• Utilized value-selling techniques to align ERP and SRP solutions with business goals, ensuring high customer adoption and success.
• Led pre-sales and marketing initiatives, collaborating with internal teams to execute targeted sales campaigns that exceeded revenue targets.
• Worked closely with partners to deliver ERP and SRP service solutions, ensuring high levels of customer satisfaction and long-term success.
• Drove demand generation and pipeline growth through strategic sales activities and targeted marketing efforts.
• Partnered with cross-functional teams to ensure timely and successful project delivery, supporting customer retention and repeat business.
• Awards & Recognition: Rated MVP ratings and won employee of the quarter twice.

Dec 2011 – May 2014 · 2 yrs 5 mos · Bangalore · On-site

• Responsible for supporting the sales team in the EMEA region with sales booking, ensuring operational excellence, and contributing to overall sales success
• Order Processing Management: Collaborated with sales, finance, and operations teams to ensure timely, accurate order bookings and resolve discrepancies, improving operational efficiency.
• Post-Sales Support: Supported contract management, renewals, and change processes, working closely with clients and teams to meet customer requirements and build long-term relationships.
• Cross-functional collaboration & Stakeholder Management: Coordinated with internal teams, including sales leadership and legal, to prioritize sales requirements and align efforts with business goals.
• Performance Recognition & Growth: Awarded best performer 11 times for exceptional contributions to sales support.
• Growth to Subject Matter Expert (SME): Progressed from associate to SME, developing expertise in sales processes and contract management to solve operational challenges.
• Quality Coaching & Mentorship: Mentored junior team members, sharing best practices to improve sales operations and deliver consistent, high-quality results.

Jun 2011 – Nov 2011 · 5 mos · Chennai, Tamil Nadu, India · On-site