Dec 2017 – Dec 2019 · 2 yrs · Bangalore

• My role is to enable Account Management teams at Amazon to be effective at scale. I am responsible for building necessary processes, SOPs, creating/adopting tools and dashboards to help the team continuously provide value to customers and advertisers. My role also extends to creating platforms for customer insights, tools, products and enabling necessary data infrastructure.

Mar 2015 – Dec 2017 · 2 yrs 9 mos

• I lead the Customer Success team- responsible for product adoption and customer retention .
• The Customer Success team went on to become the first centralized team to manage adoption and renewals of over 15000+ customers. As a founding leader for this process, I set up metrics, hiring and assessment methods and scaled the team to cater to requirements as Practo scaled to over 100 cities.
• Some of the key functions and impact areas in my role include
• 1. Set up a 100 member centralised team to manage product adoption and user retention.
• 2. Impacted sales numbers by 2X ;freeing up the post-sale engagement time from Sales by completely managing adoption and on boarding needs
• 3. Developed and executed strategies to centrally manage renewals and control churn.
• 4. Developed and implemented scripts, metrics ,hiring and training processes to scale the Customer Success team .
• 5. Adopted tools to automate workflows to enable better coordination between teams, measure metrics and also enable better customer experience.

Jan 2015 – Dec 2017 · 2 yrs 11 mos

• Key functions of my role in Practo included
• 1. Built go-to-market sales pitch for new Enterprise products after extensively connecting with CXO level healthcare providers and testing the pitch across providers.
• 2. Enable selling, pitching and continuous up-skill programs in geographies including Singapore, Indonesia, Philippines and Brazil .
• 3. Created Practo way of Sales Prospecting and Sales Management for scale to ensure sales pipeline visibility and best practices. Created processes for CRM adoption (Salesforce),
• 4. Implemented robust hiring, training processes and metrics for scaling the sales and account management team to 120 members. Adopted data driven approaches to action upon intervention, adoption and efficiency metrics.

Sep 2014 – Jan 2015 · 4 mos

• Planet NI :
• Once a special initiative from National Instruments, that went on to become a Program by itself. The goal of Planet NI was to help SMEs and Startups afford , adopt and implement the latest technologies through NI products and services. Some of the notable outcomes of my work include
• Tripled the number of SME enrolments (to over 300) into Planet NI Program
• Increased adoption across all SME enrolments by crafting several product-service bundled offerings (most popular offering comprising LabVIEW+training bundle)
• More than 30 SMEs went on to become Alliance Partners for National Instruments (furthering revenue from NI Alliance Partner Program; close to USD $1M )
• Gamification within sales teams to onboard SMEs in their territories into the Planet NI Program
• Set the stepping stone for other geographical teams( including Malaysia, Latin America and Mexico), who later extended Planet NI to their territories.
• Services Program:
• I managed the Services Program along with Planet NI where my key objective was to increase the revenue coming from AMCs and Software renewals .Some notable achievements of my work include
• Ensured seamless hardware AMC execution for all customers in India, Sri Lanka and Bangladesh
• Set up efficient delivery processes so that International accredited partners could support India customers efficiently and deliver products quickly ensuring high customer satifaction
• Collaborated with International NI branches to ensure smooth processes and frameworks are established to execute services orders, particularly Enterprise Agreements and Calibration services
• Developed Product-service bundles and marketing to customers that increased awareness within customers and doubled the revenue for 2015.
• Ensured all sales teams were trained regularly to talk and advise customers on all available service packages.
• Implemented email alerts informing customers to renew -doubling the inbound traffic

Apr 2013 – Sep 2014 · 1 yr 5 mos

• The Planet NI Program is a technology incubation program and initiative by National Instruments aimed at helping entrepreneurs, startups and SMEs( Small and Medium Enterprises) have access and affordability to NI tools . I manage this Program for India , Sri Lanka and Bangladesh
• 1. As the Business Lead for Planet NI Program, my role includes outreach to this brand new customer market of entrepreneurs and enable them to adopt NI tools successfully.The Program currently supports over 300 SMEs
• 2. Being a highly cross functional role, my role involves coordination with various departments including Sales Team (Identifying and enrolling SMEs to the SME Program) ,Application Engineering (Helping SMEs get maximum technical support and hand holding), Operations (Helping SMEs get maximum help at the time of procurement,including implementation of installment payment options),Marketing (Helping branding and marketing support) and coordination with with incubators and SME associations.
• 3. Device new business and product pricing strategies suitable for the Indian market.
• 4. Plan, Implement and Execute roadmaps for enrolled SMEs to graduate to Partners (Alliance Partners and VARs)
• 5. Track the development of SMEs since their enrollment to the SME Program in terms of number of engineers employed, increase in projects , skill levels etc .

Apr 2012 – Sep 2014 · 2 yrs 5 mos

• Manage Tranactional and Broadbased business for West India Region.
• Managed Maharashtra and Madhya Pradesh territories.
• Built and managed key customer relationships from industries ranging across automotive,research,automation and semiconductor.
• Enabled,mentored and managed over 3 team members to achieve targets.
• Coordinate with Technical Sales Consultants across India to help enable and support SMEs under the Planet NI Program .

Jul 2010 – Apr 2012 · 1 yr 9 mos

• Technical Consultant for Maharashtra ,one of the biggest regions for National Instruments India
• Responsible for all transactional and broadbased business for the region; grew transactional business by 65% in 2011.
• Worked with Field Sales Team in identifying potential customers and enabling high value sales.
• Worked with a varied customer base - including OEMs (Original Equipment Manufacturers), VARs (Value Added Resellers) , Alliance partners, System Integrators and industries across Automotive, Research , Education and Automation.
• Worked closely with SMEs and start ups in the technology to enable them use our technology effectively.