Feb 2021 – Jan 2025 · 3 yrs 11 mos · South Delhi · Remote

• Built the India Digital Native Business (DNB) for Spot.io and Instaclustr from the ground up.
• Market Creation: Defined and executed the Go-To-Market (GTM) strategy for FinOps and Kubernetes automation in India, scaling the DNB segment into a high-growth revenue engine.
• Customer Value Realization: Partnered with India’s top Unicorns and Cloud-First Enterprises to automate cloud compute optimization, resulting in significant reduction in DevOps overhead and improved Kubernetes cluster efficiency.
• Ecosystem Influence: Spearheaded high-level technical and business consultations to align cloud infrastructure with business outcomes, positioning Spot.io as the preferred partner for cloud-native scale-ups.
• Cross-Functional Leadership: Collaborated with global cloud platforms (AWS, Azure, GCP) to simplify complex infrastructure automation, driving seamless adoption across the Indian tech ecosystem.

Jan 2020 – Feb 2021 · 1 yr 1 mo · Gurgaon, India · On-site

• Lark is a new take on the office suite that is transforming workplace collaboration globally. Lark effectively combines messaging, schedule management and online collaborative documents on an integrated Unified Communication and Collaboration and Office Automation Platform which Leverage open capabilities for deep integration with 669 APIs and Pre-Built Connectors
• Setting out to revolutionise the way team members collaborate for increased efficiency, automate processes and task for cross functional collaboration, and Diversified, robust APIs help to integrate your own system with Lark which enables to deliver a seamless user experience for the modern enterprise (www.larksuite.com)
• Founding team member for Lark Suite (Lark) across India, SEA, and MEA.
• Zero-to-One Growth: Architected the initial GTM and business development strategy for Lark’s Enterprise UCC (Unified Communication & Collaboration) platform, successfully identifying and securing Product-Market Fit (PMF) in competitive emerging markets.
• Revenue & Logo Acquisition: Led the acquisition of key enterprise accounts by demonstrating the value of office automation and unified communication, contributing to Lark’s global expansion.
• Strategic Liaison: Acted as the critical bridge between regional customers and Global R&D/Product teams, translating local market insights into the product roadmap to enhance API capabilities and user experience.
• Brand Evangelism: Represented the brand at Industry 4.0 roundtables and delivered keynotes that established Lark as a cornerstone for digital transformation and workplace efficiency.

Jun 2016 – Jan 2020 · 3 yrs 7 mos · Noida, Uttar Pradesh, India · On-site

• Executed Enterprise and Complex software sales(subscription based) for cloud infrastructure including Oracle Linux, VM, Oracle VirtualBox (Cross-platform Virtualization) involving Cloud Native Software and Open Source Technologies(Application Containerization, Enterprise Kubernetes, Microservices and OpenShift as part of DevOps) part of Cloud Native Computing Foundation (CNCF)
• Responsibilities include identifying, qualifying and covering end-to-end sales cycle of Oracle Linux and Virtualization solutions based on current and future business needs of both Net new accounts and existing customers. Work with the different organizational entities including key stakeholders, decision makers(C-level and VPs) and Buyers to tactically negotiate and win business.
• Cultivate and strengthen key relationships, uncovering and developing up-sell and cross-sell opportunities in existing Oracle install base and securing contracts across all levels of the organization.
• Coordinate and promote sales events, on-site workshops, and sales presentations tailored to individual accounts and white-space opportunities.
• Work closely with other lines of business to ensure a coordinated approach & build the basis for long term future success
• Progress complex sales cycle through either direct or partner engagement when required. Work closely with multiple Oracle teams including Tech consultant, Sales engineering, Marketing and also Oracle Channels team, External partner executives for bid based opportunities.
• Work with the regional heads for Sales forecast, Business Planning and Quarterly Business Reviews and also to identify low-hanging opportunities and potential bottlenecks.
• Achievements :-
• FY'17-Did 109% Revenue Attainment against Budgets.
• FY'18-Did 140% Revenue Attainment against Budgets.
• FY'19-Delivered 131% Revenue/Bookings Attainment against Budgets.
• Recognition's :-
• Q2 FY18 - Most Valuable Player
• Q3 FY18 - Most Valuable Player

Apr 2013 – Jun 2016 · 3 yrs 2 mos · Noida, Uttar Pradesh, India

• While I was engaged in designing Solutions/Technical Patent research in the Intellectual Property Management space, I initiated my dream of Solving Technology leaders future Innovation road-map by being a Trusted adviser and started to absorb, implement and express the nitty-gritty of Sales and Customer Relationship Management while creating some Long term & Strategic Alliances with the leading Law Firms and In-House legal division of Multiple technology sector and R&D leadership.
• Strategic Account identification, Mapping the accounts as per their core Line of Business'es & Industry Verticals and Positioning the value of Patent Research and Analytics to help them attain better ROI from their R&D initiatives. Identification of timelines for the RFP process and setting up FTE Model to expand the Scalability of Business. Consultative approach in managing Technology giants, Open Innovation and Scouting professionals and helping them streamline their monetization strategies.
• Regular business travel across Germany, Switzerland & Nordics to work closely with some of the biggest Automobile Telecom/Network, Pharmaceutical companies R&D departments to help build innovation for them in a longer working relationship. Facilitated Patent Analytics channels to help technology giants create road-map for the future innovation and disrupt the existing one to stay relevant.
• Regional Business Break-Up during my Stint (70% Net New Accounts & 30% Recurring) - APAC - USD 270,000, EMEA (Switzerland, Germany, France, UK, Sweden, Denmark, Finland, Belgium, Italy & Netherlands) - Euro 438,000