Apr 2024 – Dec 2025 · 1 yr 8 mos · Bengaluru, Karnataka, India · Hybrid

• Sales Engine Architect: Built a scalable Global Sales Engine with Sales Enablement at its core, establishing a culture of continuous learning and revenue-linked development.
• Enablement Academy: Designed and launched an internal academy to coach SDRs and AEs through structured curriculums, mentorship, and gamified competitions.
• POD Model Implementation: Restructured the org into agile POD crews (SDR + AE + CS) to drive collective accountability and improve lead-to-opportunity conversion.
• Servant-Assertive Leadership: Led from the front by actively participating in cold calling and closing flagship deals, while enforcing rigorous CRM discipline.
• Creative Pipeline Generation: Diversified pipegen through creative inbound/outbound strategies, events, and partnerships, moving beyond standard outreach.

Jan 2023 – Apr 2024 · 1 yr 3 mos

• Mentorship & Shadow Programs: Acted as a player-coach, establishing shadow programs and peer review sessions to elevate discovery and pitch quality across the team.
• Playbook Refinement: Partnered with Enablement to refine EMEA sales playbooks, curating best practices for objection handling and competitive positioning.
• Strategic Squad Lead: Led squads focused on penetrating Banking/Insurance verticals in the UK, designing messaging frameworks for conservative enterprise buyers.

May 2021 – Dec 2022 · 1 yr 7 mos

• Enterprise Hunting: Top-performing IC focused on new logo acquisition, rigorously applying MEDDPICC to qualify and close complex deals.
• POC Project Management: Managed multi-stakeholder sales cycles and POCs, coordinating with Pre-Sales and Security teams to secure the technical win.
• Deep Account Research: Executed personalized outbound campaigns and LinkedIn outreach based on deep research to generate high-quality pipeline.

Feb 2021 – May 2021 · 3 mos · Chennai, Tamil Nadu, India

• Voluntary Career Break to deal with personal life challenges and reassess priorities.
• Best 4 month period which started my healing journey! 😀

Aug 2020 – Feb 2021 · 6 mos · Greater Bengaluru Area

• Farming & NRR Growth: Managed a high-value portfolio, focusing on "Farming" to maximize Net Revenue Retention (NRR) through aggressive upsell and cross-sell.
• Customer Success Partnership: Worked in lockstep with CS to monitor health scores, manage renewals, and mitigate churn by proactively addressing value gaps.
• DevSecOps Expansion: Conducted whitespace analysis to position premium enterprise tiers (Xray, Artifactory) aligned with customers' DevSecOps maturity.
• Project Managing Value: Orchestrated "Get Well" plans for at-risk accounts, mobilizing Engineering and Support resources to restore customer confidence.

Jan 2020 – Aug 2020 · 7 mos

• High-Velocity Hunting: Managed full-cycle sales with a relentless "Hunter" DNA, consistently exceeding revenue targets in a high-velocity environment.
• Framework Transition: Successfully transitioned from BANT (velocity deals) to MEDDPICC (mid-market), ensuring deal hygiene and forecast accuracy.
• Value Selling: Delivered solution-oriented demos differentiating from low-cost competitors by quantifying ROI for IT and Sales leaders.
• Outbound Strategy: Reduced reliance on inbound leads by developing personalized outbound sequences and social selling strategies to break into vertical markets.

Jan 2018 – Feb 2020 · 2 yrs 1 mo

• High-Volume Pipeline Generation: Architected multi-channel outbound campaigns (Email, Phone, Social) to generate consistent Sales Qualified Leads (SQLs).
• Deep Discovery & Needs Analysis: Conducted initial deep discovery calls to understand prospect requirements, ensuring only high-quality, "tailor-made" opportunities were passed to Account Executives.
• Solution-Oriented Demos & Value Selling: Delivered high-impact, tailored product demonstrations (Freshsales/Freshdesk) that addressed specific industry pain points. Focused on Value Selling by quantifying ROI and efficiency gains for IT and Sales leaders, differentiating from low-cost competitors.
• Collaborative Deal Structuring: Partnered with Pre-Sales (Solution Engineers) and Implementation teams during the evaluation phase to address technical feasibility and security requirements, ensuring a seamless handover to post-sales.
• Strategic Outbound & LinkedIn Outreach: Developed and executed personalized outbound sequences and LinkedIn social selling strategies to break into target vertical markets, reducing reliance on inbound marketing leads.

Mar 2017 – Dec 2017 · 9 mos · Bengaluru, Karnataka, India

• Consultative Selling & Methodology Evangelism: Championed the sales of complex Enterprise Agile and SAFe transformation services. Utilized consultative selling techniques to diagnose organizational inefficiencies, positioning training solutions not as commodities but as strategic enablers of business agility.
• Event-Led Pipeline Generation (Pipegen): Played a central role in conceptualizing and executing major industry conferences (e.g., Agile Gurugram, Agile Chennai). Leveraged these events for high-volume face-to-face (F2F) prospecting, converting delegate interactions into qualified enterprise opportunities.
• Outbound Hunting & Deep Account Research: Executed rigorous outbound hunting campaigns targeting Engineering Heads and Transformation Leaders. Conducted deep account research to map organizational hierarchies, utilizing personalized email sequences and LinkedIn outreach to penetrate net-new accounts.
• Value Selling via SPICED Framework: Applied the SPICED framework (Situation, Pain, Impact, Critical Event, Decision) to structure discovery conversations. Successfully uncovered latent "Pain" regarding software delivery velocity and quantified the "Impact" of Agile adoption to justify investment to economic buyers.
• Cross-Functional Marketing Alignment: Collaborated closely with the Marketing team to design collateral and messaging that resonated with the niche Agile community, ensuring a cohesive brand narrative across digital and physical channels.

Jun 2014 – Feb 2017 · 2 yrs 8 mos

• APAC Partner Ecosystem & SaaS Enablement: Spearheaded the technical and commercial enablement of Microsoft’s Partner Network across the diverse APAC region. Facilitated the migration of Independent Software Vendors (ISVs) and System Integrators (SIs) from legacy on-premise models to cloud-native SaaS architectures on Azure, directly expanding Microsoft’s regional cloud footprint.
• Solution-Oriented Selling & Technical Evangelism: Acted as a trusted technical advisor, conducting deep-dive discovery sessions to decode partner business models and technical constraints. Delivered tailored, solution-oriented demonstrations that bridged the gap between complex engineering capabilities and partner profitability, driving high adoption rates of emerging cloud services.
• Cross-Functional Collaboration for Customer Experience: Orchestrated collaboration between internal Product Engineering, Partner Sales, Marketing, and Support teams to resolve critical partner roadblocks. Served as the "Voice of the Partner," channeling feedback to engineering to refine product roadmaps and ensure a top-notch partner experience.
• Project Management during POC Phase: Managed the end-to-end lifecycle of Proof of Concept (POC) projects for high-potential partners. Defined clear success criteria, managed timelines, and coordinated technical resources to ensure successful POC delivery, accelerating the partner's time-to-market.
• Event Representation & F2F Engagement: Represented Microsoft at premier regional industry events, partner summits, and hackathons. Led face-to-face (F2F) workshops and executive roundtables, effectively evangelizing the Microsoft stack and building long-term strategic relationships with C-level partner executives.

Feb 2014 – Jun 2014 · 4 mos