Aug 2023 – Jun 2024 · 10 mos · Bengaluru · Hybrid

• Owned new logo acquisition and pipeline conversion across India & Singapore, delivering 33 new logos vs 27 target.
• Sales Leadership & Revenue Execution (APAC)
• 1) Led Cloud Acquisition Sales teams across India and Singapore, owning new logo acquisition and expansion across priority APAC markets.
• 2) Drove consistent revenue growth by building focused outbound motions and disciplined deal execution against monthly, quarterly, and annual targets.
• 3) Built, coached, and scaled high-performing sales teams, with a strong emphasis on onboarding, execution rigor, and quota confidence.
• 4) Designed and ran sales enablement and training programs that accelerated ramp time and improved new business conversion.
• Pipeline Ownership & GTM Execution
• 1) Owned end-to-end pipeline creation through outbound prospecting, discovery, qualification, and deal progression to close.
• 2) Converted PAYG customers into committed ARR accounts, improving revenue predictability and expansion velocity.
• 3) Partnered closely with Marketing on APAC GTM planning and campaign execution for new business acquisition.
• 4) Worked with regional sales leadership on performance reviews, forecast accuracy, and execution cadence.
• Sales Operations & Execution Discipline
• 1) Built scalable sales processes, playbooks, and operating rhythms to support both inbound and outbound motions.
• 2) Drove adoption of sales productivity and engagement tools (Salesforce, Outreach, RingDNA, Groove, LinkedIn Sales Navigator, ZoomInfo) to improve focus, activity quality, and pipeline hygiene.
• Key Impact & Outcomes:
• 1) Mentored and coached high-performing sales talent, with two team members winning Cloud Sales Rep of the Quarter and Year.
• 2) Exceeded new logo acquisition targets, delivering 33 new logos against a target of 27, driving sustained pipeline and revenue momentum across the region.

Jun 2022 – Jun 2023 · 1 yr · Bengaluru · Hybrid

• 1) Led the Business Development function for India, hiring, coaching, and scaling a high-performing BD team aligned to revenue goals.
• 2) Drove pipeline creation and revenue growth for hybrid multi-cloud solutions through a mix of direct sales execution and partner-led motions.
• 3) Partnered with Marketing and Channel teams to design and execute GTM strategies for new business acquisition.
• 4) Built SOPs for BD–Channel collaboration, enabling structured account- and industry-based prospecting.
• 5) Created scalable BD processes and playbooks that improved efficiency across inbound and outbound motions.
• 6) Drove adoption of sales productivity tools (Salesforce, Outreach, RingDNA, LinkedIn Sales Navigator, ZoomInfo) to improve activity quality, visibility, and execution discipline.
• Key Impact & Outcomes:
• 1) Mentored and developed legacy team members, resulting in two promotions within a year, and coached a team member to achieve a top-2 ranking across the APJ region for three consecutive quarters.
• 2) Delivered strong revenue performance, achieving 122% of quota in Q1 FY’23 and 100% in Q2 FY’23, earning recognition as Top APAC Manager (Q1 FY’23).
• 3) Drove a channel-led GTM motion, launching joint sales initiatives that generated 180 partner engagements, resulting in 85 new opportunities and a $1.5M pipeline (ACV).

May 2020 – Jan 2022 · 1 yr 8 mos · Bengaluru · On-site

• 1) Led Cloud Acquisition Sales teams for the AWS SMB market in India, owning pipeline creation, revenue growth, and cloud adoption through a direct sales motion and a strong partner ecosystem.
• 2) Drove Tier-2 and Tier-3 market expansion by building third-party GTM programs, significantly extending AWS reach beyond metro markets.
• 3) Consistently delivered strong KPI performance across pipeline, partner contribution, and revenue, positioning the AWS SMB GTM team among the top-performing units in the SAARC region.
• Key Impact & Outcomes:
• 1) Delivered $19M USD in ARR over two years, alongside a 127% increase in pipeline opportunities and a 159% increase in pipeline value.
• 2) Built and scaled the AWS SMB sales organization from 7 to 20 team members within one year, hiring and mentoring a high-performing sales team aligned to AWS growth objectives.
• 3) Drove a partner-first GTM motion, increasing partner attach rate by 170%, partner-attached opportunity value by 253%, and partner-engaged wins by 181% (with a 236% increase in win value).
• 4) Accelerated talent growth by mentoring 6 of 7 legacy team members into promotions within 1.5 years, with two team members earning consecutive Quarterly MVP awards.

Jun 2018 – May 2020 · 1 yr 11 mos · Bengaluru, Karnataka, India · On-site

• Built and scaled the Business Development function for APAC from the ground up.
• 1) Built and led the Business Development function for the APAC region, setting overall strategy, operating cadence, and execution standards.
• 2) Recruited and developed BD talent into Commercial Territory Representatives within two years, creating a strong internal progression path and performance-driven culture.
• 3) Owned resource planning, forecasting, and performance reviews, supporting leadership decisions on regional growth and staffing.
• 4) Partnered with senior management and regional field marketing teams to convert marketing plans into actionable, region-specific sales programs across APAC.
• Key Impact & Outcomes:
• 1) Built and mentored BD talent into Commercial Territory Representative roles, creating a strong internal progression pipeline and long-term team stability.
• 2) Consistently delivered strong quota performance, achieving 105% in FY2018 and 100% in FY2020.
• 3) Executed a channel-led GTM motion with 6 partners and resellers across India, expanding NetApp’s reach into Tier-2 territories and improving regional coverage.

Mar 2010 – May 2018 · 8 yrs 2 mos · Bengaluru Area, India · On-site

• 1) Drove revenue growth through a balanced focus on new business acquisition and expansion of legacy accounts across APAC, EMEA, and the Americas.
• 2) Owned and executed a targeted GTM strategy for the top 50 strategic accounts, increasing account penetration and long-term customer value.
• 3) Partnered with marketing and demand generation teams to design and run account-based campaigns, generating qualified opportunities and strengthening MetricStream’s market presence.
• Key Impact & Outcomes:
• 1) Contributing to $24.1M in closed new-logo and expansion revenue across enterprise deals, including $15.96M in new-logo business from 20 New Logos and $8.16M in expansion, supporting global customers across multiple industries.
• 2) Top performer, exceeding targets for three consecutive years (2014–2018) and scaling performance from 150% to 258% of quota.