Jan 2023 – Present · 3 yrs 5 mos · India · Hybrid

• Setting up a partner program? Not sure where to start?
• Planning to work with or trying to improve the way you work with Hyperscalers (AWS, Azure etc)?
• Working with partners and wanting to know how to make the best out of partnerships?
• Working with one type of partnership and wondering what else will work - SI, GSI, Consultant, Implementation partner, Referrals, Resellers, etc?
• Want to set up a marketplace; Anything around product APIs, platforms, integrations?
• Are you an SI feeling stuck and looking for the next best ecosystem to work with?
• Just message me. Happy to help you.

Aug 2022 – Jan 2023 · 5 mos

Feb 2022 – Aug 2022 · 6 mos

• I head partnerships for EU/UK, Africa and LATAM at Yellow.ai (Greenfield markets).
• I work with channel partners, boutique SIs, Consulting partners and Saas vendors to get the best solution for our customers, thereby contributing to revenues.

Aug 2022 – Present · 3 yrs 10 mos

• This community brings together partnership managers from the Tech Space with activities in the EU/UK. We are here to set the standards, share the best practices and keep track of the latest partnerships, and all that together in an open structure powered by its members.
• If you are in partnerships and would like to be part of the community, reach out to me.

Jan 2021 – Jan 2022 · 1 yr

• In this role, I head the global ISV/marketplace partnerships at Freshworks.
• (Ownership of building a successful ecosystem partnership - any app/integration built by other Saas vendors, SI partners or in-house teams)
• My primary responsibility is to formulate a productive and mutually beneficial integration partnership.
• Ideate & evaluate joint solutions built by technology partners and educate GTM teams on value proposition and competitive differentiation of these joint solutions.

Jan 2020 – Dec 2020 · 11 mos

• Led the Strategic partnerships team with the primary goal of increasing revenues via Tech partnerships.
• Involved the right set of ISV partners to develop sound GTM plan, build pipeline and enable co-sell (Sell through, sell with or sell to)
• Worked with the marketing team on structuring innovative campaigns, webinars, collaterals etc that best suits the joint solution, partner & country/region, thereby making the region most successful one (wrt ISV partnerships)
• Identified potential opportunities from partner accounts and aligned the right GTM teams to drive deals to closure - Achieved more than 130% of my targets (in all 4 quarters)

Feb 2019 – Dec 2020 · 1 yr 10 mos

• Responsible for onboarding key integrations to the Freshworks marketplace ecosystem by working with technology partners-ISVs, SIs and other SaaS companies to understand how Freshworks and the partners can work together to create joint solutions for our customers.
• Explored, identified and onboarded key partners/integrations for Freshworks marketplace ecosystem - Achieved 120% of my targets

May 2018 – Feb 2019 · 9 mos · Chennai Area, India

• New business acquisition and business development initiatives for Telecom clients in European regions.
• Key focus areas: RPA, SDN NFV, AI/ ML & IoT.
• Exceeded the annual targets by 135% within 9 months.

Sep 2015 – Apr 2017 · 1 yr 7 mos

• Handled the Prepaid Voice vertical that contributed to 70% of Idea’s TN Revenue on a customer base of 6Mn. Responsible for CMS, RMS, ARPU, minutes of usage, voice & data bundled usage growth, churn reduction and new product development
• Customer Engagement
• Devised market segmentation logic based on geography and customer behavior, resulting in revenue of ₹10Mn/month
• o Reduced churn by 3% (from 8% to 5%) by designing an automated process in SAS that identifies potential churn base
• Increased My Idea App downloads by 50% in 3 months by optimizing communication medium for segmented offers
• Product and Process Innovation
• Designed 2 new brand propositions; validity extension and subsequent recharges, generating revenue of ₹22Mn/year
• Customized and promoted products in customer’s language - increased STD usage by 20% and caller tune users by 10%
• Created a customer initiated interactive recharge model, reducing sales commission payout by 5% (₹3.15Mn/year)
• Drafted communication plan for new products across all customer touch points; Reduced distributor complaints by 40%
• Awards and Recognition
• Won the Annual Recharge Contest among 7 emerging circles of Idea cellular; collaborated with 80+ sales executives
• Excellency award – Product Innovation “Use and Get”-increased usage, engaged potential churn customers
• Awarded certificate of excellence twice in a year for innovative products, which increased voice usage by 5%

Dec 2012 – Sep 2015 · 2 yrs 9 mos

• Responsible for Cell site selection/ planning for North Tamil Nadu. Responsible for management of telecom equipment, licenses, manpower planing and cost optimization for all 6500 towers of Tamil Nadu.
• Effectively used available network resources, made stringent CAPEX planning (₹450Mn), efficiently coordinated with the operations team to accomplish projects with timeliness, managed vendor relations & supported sales, marketing, finance team on network related queries.
• Project Management
• Led project to develop mobile app for sales team to monitor daily KPIs and locate potential areas, saving ₹2.1Mn/year
• Built and mentored a team of 6 to improve radio interface utilization and performance of 900 Towers in Tamil Nadu
• Saved ₹5.85Mn by leading a 6 sigma green belt project on effective utilization of radio interface hardware
• Formulated a method to use new spectrum spot in existing hardware, reducing cost of procurement for 3500 towers (coordinating with 200+ engineers)
• Account Management
• Managed network related queries and complaints for 26 key accounts; Maintained turnaround time of less than 8 hours
• Won 3 key accounts worth ₹2.2Mn/year by providing solutions to their telecom related product requirements
• Crisis Management
• Ensured cellular network availability during Chennai floods in 2015 by redistributing power resources
• Awards and Recognition
• Excellency award for formulating towers visualization tool-helped business teams identify potential areas faster
• Spot Award, for formulizing a solution for Pondicherry Jail thereby preventing network shutdown & helped 80,000 people enjoy mobile connectivity (solution shared to competition)

Jul 2009 – Jan 2012 · 2 yrs 6 mos · Chennai Area, India

• Handled Radio Network optimization for 2G/3G network of Chennai | Vendor management
• Optimization
• Optimized and sustained Chennai South region as the best region in terms of KPIs such as call drops, call success rate, handover and call quality
• Reduced peak hour call drops by 30% (25,000 call drops to 17,500 call drops per day); Traffic per tower increased by 20%
• Initiated a Green belt project to improve Data throughput that increased data speeds by 30%
• Controlled roaming leakage in airport that resulted in 10% increase in roaming revenues
• Modulated a process to address network related complaints, reducing resolution time by almost 60%
• Awards and Recognition
• Excellency Award- 1st across India to test & implement 3G inter operator network sharing features
• Received Excellency Award from the HR team for having worked with them the new recruitment process