Jan 2015 – Aug 2017 · 2 yrs 7 mos · Gurugram, Haryana, India

• After heading several business launches for USA based global technology companies I decided that I wanted the experience of working as part of the executive team in a mid-size well-funded, India based start-up where I had an equity stake in the business.
• At hSenid (pronounced Senid) we develop and market two cloud apps:
• PeoplesHR is a social HR solution which addresses needs of small and mid-sized companies.
• JURRA is an enterprise level social network app
• As COO I work alongside the CEO and CSO to run and grow the business on a day to day basis. As a tech start-up team we have an incentive to achieve rapid growth and an eye on exit and next steps.
• Responsibilities and achievements:
• ✔ With my background and skills my main focus as VP sales is to win new clients and create sales momentum.
• ✔ As COO my responsibilities include product delivery and marketing
• ✔ PeoplesHR is moving from a 40 customer plan to a plan to reach 400 customers, and in the SME market we are gearing up for rapid growth in customer numbers across India and beyond.
• ✔JURRA is moving from a plan to secure 4 clients to one that reaches 40, and we are targeting specific companies across Asia to achieve this.
• ✔The business has grown from zero to around 20 staff and revenues in the order of $500k pa in 18 months.

Nov 2013 – Jan 2015 · 1 yr 2 mos · Gurugram, Haryana, India

• I was head hunted into HERE, the location services business owned by Nokia. My brief was to make an honest assessment of the business in India, to make appropriate changes, and set it on a more realistic path.
• To provide context, Nokia had bought Navteq which was the largest Auto Navigation business in the world, later renamed as HERE business. However it was competing against Google Maps and Nokia had many issues at the time. The business has subsequently been sold to an Automotive consortium including BMW and Mercedes.
• I successfully restructured the business in India, achieved the revised revenue forecast and put the business on a much firmer footing in the Automotive and Enterprise space.
• Responsibilities and achievements:
• ✔ Conducted a review of the business and presented a revised business plan to HERE executives. Central to this was to develop a sensible forecast of achievable revenue, taking into account market conditions, opportunities, competition, resources, product mix etc. It took some negotiation to reset expectations but it then provided a solid base-line for the business,
• ✔Refocused the business on key markets where there were winnable opportunities and dramatically reduced the size of the sales team to reflect the reduced opportunity and forecast.
• ✔Communicated the changes to customers and partners so they understood the situation, and kept most of them on board.
• ✔Generated revenue in line with the revised forecast for the year
• Having restructured the business having a revenue of $17m USD ACV , and with the impending sale looming there was little incentive for me to stay.

Feb 2013 – Nov 2013 · 9 mos · Gurgaon India

• I was co-founder of Of a start up at Mykunj.com
• Responsibilities and achievements:
• ✔ Created the business plan including market research, USP, portal design, production and promotion
• ✔ Commissioned and guided the website portal development team
• The plan was to launch an online portal and tap into the marketplace for home furnishing products (similar to houzz.com) After 8 months intensive start-up activity we took the tough decision to put myKunj.com project on hold.

Jan 2010 – Feb 2013 · 3 yrs 1 mo · Gurugram, Haryana, India

• I was approached by former colleagues working for Google to create their Enterprise Solutions business in India with its Search, Collaboration, Maps and Cloud platform. This was an opportunity to work for another major cloud solution supplier in a role where I was their 1st employee in India.
• Responsibilities & Accomplishments:
• ✔ Over 3 years I grew Google for Work India business from a negligible base to a business that generated over $7m pa
• ✔ built an absolutely new sales team,
• ✔ developed a large network of partners
• ✔ won several marquee customers like Reliance; Holcim; Jindal
• I followed the 4, 40, 400 approach that I developed. By executing different strategies, techniques and tactics to win the first 4, the next 40 and the next 400 customers I was able to successfully establish Google in India growing the business from $200k to $7m pa over the 3 year period.

Nov 2008 – Jan 2010 · 1 yr 2 mos · India

• When Salesforce changed its focus in Asia away from India I was approached by senior contacts in Oracle. They offered me the position of Head of Technology Business for India which had been created during a re-organisation, so I returned to work for Oracle.
• In the year 2009 my division exceeded its $30m target and won significant new name business is several business sectors.
• Responsibilities and Accomplishments:
• ✔ Sales team of 27 – 2 sales managers covering Enterprise Accounts and SME/Smaller businesses respectively
• ✔ Several $2.5 - 3m bids into the Power sector successfully won, generating over half of the divisions’ $30m+ quota.

Aug 2002 – Oct 2006 · 4 yrs 2 mos · India

• I was head-hunted to join Oracle based on my successes at IBM. Initially joined as a Territory Sales Manager. Was promoted to Regional Sales Manager after a year and then Divisional General Manager after another year.
• Responsibilities and achievements:
• ✔ As RSM - managed a team of 5 sales reps, and 2 tech reps.
• ✔ As Divisional Sales Manager I was a 2nd level manager with 2 SMs & 12 SRs in my team.
• ✔ Developed effective relationships with partners including PWC, Accenture, IBM, Satyam, Wipro and TCS.
• I was then approached by Salesforce.

Oct 2006 – Nov 2008 · 2 yrs 1 mo · Gurugram, Haryana, India

• I was approached and courted by Salesforce to launch their business in India. It was a huge career step, to leave Oracle which was very established globally and in India and where I was very successful, to join Salesforce which then had approx. $350m global revenue, a cloud based proposition, and zero presence in India. However I could see that Cloud was the future, and I relished the challenge, so I joined Salesforce as their 1st employee in India.
• Over 2 years I established and grew the SFDC business in India and was recognized by SFDC Executives for my achievements.
• Responsibilities & Accomplishments:
• ✔ Developed the blueprint for market entry into India (my 4 +40 +400 approach), including sector focus, sales team, partner team, product and price strategy, promotional plan and sales process
• ✔ Executed the plan over 24 months including premises for the growing sales team and kicked off the regional plan
• ✔ Brought in net new revenue of $1.7m in 2 years
• ✔ Voted Best field sales manager for ASIA (very first year of operations)
• At the end of 2 years I participated in a strategic review of business opportunities in Asia, in part triggered by the financial crisis. It was decided that SFDC would focus on Singapore and Australia rather than India in the short term. Rather than mark time in my career I was approached by former Oracle colleagues with a more attractive opportunity.

Dec 2000 – Jul 2002 · 1 yr 7 mos · India

• Based on success at Siemens I was head hunted to join IBM by a former manager and doubled my salary. My territory was 7 competitively installed companies. The challenge was to break into them with sales of peripherals, and I was very successful.
• Based on my success and growing reputation I was then head hunted to join Oracle.

Dec 1998 – Dec 2000 · 2 yrs · India

• I was the first sales specialist selling SAP in India. In this pre-sales specialist position it was my role to position SAP with customers, undertake requirements capture and gap analysis and sell complex solutions. I won several big accounts in North India.
• I was also selling business consulting services, managing delivery and overall client relationships.

Jun 1997 – Nov 1998 · 1 yr 5 mos · India

• Managed relationships with customers, OEMs and partners at Tech Pacific, (who were bought by Ingram Micro while I was there).