Nov 2022 – Aug 2023 · 9 mos · Maharashtra, India

Jan 2022 – Present · 4 yrs 5 mos · Mumbai Metropolitan Region · Remote

Jan 2021 – Oct 2022 · 1 yr 9 mos · India

• C2FO is working to deliver a future where every company in the world has the capital it needs to grow. Our technology provides an easy, low-cost way for businesses of all sizes to increase cash flow by receiving early invoice payments but not limited to it. Since 2008, C2FO’s online marketplace and innovative financial products have accelerated payments by more than one billion days for companies in over 180 countries.
• Responsible for the relationship management and operational success of C2FO client accounts that support C2FO’s mission of making working capital available to all businesses around the world. The Account Management Team serves as the primary relationship point of contact to Fortune 100 Treasurers and/or heads of Finance with the responsibility for client satisfaction, maintaining client communication and the overall management of the client relationship. Identifies areas where continuous improvement can be applied.
• I would also have the
• 1. Accountability for growing the client’s accounts payable dollar volume participating in the C2FO market and achieving client income objectives.
• 2. Strategically focused and responsible for client satisfaction, maintaining client communication and the overall management of the client relationship.
• 3. Manage and coordinate with multiple internal teams including – Supplier Relationship Management, Client Operations, Client Insights and Supplier Marketing teams to ensure all opportunities/deliverables for the client are provided.
• 4. Identify strategic opportunities through a strong understanding of the client’s business, married with C2FO software capabilities and strategy to optimize the client’s income growth.
• 5. Coordinate with Technical Services and Product Management organisations to ensure the delivery of continuous and effective services and ensures project completion within budget and in accordance with contract requirements.

Jan 2020 – Jan 2023 · 3 yrs · India

Jan 2019 – Jan 2021 · 2 yrs

• Post building the Partnerships Team ( be it structure, processes, web presence, and product ) it was time to move on and bring Larger and more prominent partners on board. From Identifying a suitable candidate to run the SME Partner engagements to building a brand new team under the umbrella of the partnership function which would cater to a specific sector and domain.
• With no prior experience of Core Sales, it was one of the most thrilling experiences and I managed to bag some prominent Global partners from the A to the G's of the world.
• I would like to believe I managed to support accelerated innovation through partnerships at Razorpay. We were able to identify and structure alliances that were either non-existent in the ecosystem or were not structured earlier. The biggest testament to the achievement was that our competition that dint have any dedicated partnerships teams started investing in them.
• Things that I managed to work on / with :
• Sales Management: Understanding and Adapting to best practices of Sales at an enterprise level as well as with global brands and organisations.
• New Business / Vertical Development: Took up the challenge to build 10 new business categories under the umbrella of the Enteprise partnership.
• Using A CRM ( Salesforce ) for the first time and managing to drive the usage across a team that had never used a CRM. Managed to Increase visibility to the management and drive ownership via the same.

Jan 2018 – Jan 2019 · 1 yr

• At Razorpay I built the partnerships & alliances vertical which was envisioned to contribute 25% of the companies overall merchant base in coming years. We were able to achieve the same within the first 18 months itself. While this was an achievement it was not an easy journey, with multiple moving parts and practically all teams having some touchpoint or the other made it extremely difficult to build processes and structures for establishing the place for a one to many sales model in the already existing one to one sales mindset.
• What did I do while building Partnerships at Razorpay :
• Developing and monetizing existing Partners
• Identify prospective new partners to achieve annual sales and retention targets not just for our Payment Solutions business but all our products and business lines.
• Driving account planning and strategy setting individual partner goals and objectives, oversee partner’s sales pipeline and manage lead-to-MTU processes for each end-merchant opportunity ( b2b )
• Leading contract management activities (negotiation, renegotiation, fulfilment, drafting, etc.) in coordination with Legal, Security, Risk and Admin teams.
• Managing and growing revenue and market share through partner relationships achieving strategic objectives all across our Businesses.
• Developing and executing strategies to identify, assess, and pursue new business opportunities that significantly enhance the value of our business. Working with product team for them to build for existing market needs
• Building one of the most complex partner dashboards so that we could have a key differentiator when compared to our peers in the industry.
• With no prior experience in leveraging Digital Marketing for customer acquisition, building partnerships helped me understand and use the platform effectively with the help of our really skilled marketing support function.

Jan 2015 – Jan 2018 · 3 yrs · Bengaluru, Karnataka, India

• ​Belong is a, $15M funded, recruitment technology start-up. We work with 100+ companies, including 16 Fortune 500 companies and the list is growing.
• ​​Key Roles :
• Service Delivery Lead ( Special Project ) - Jan '18 to Jun '18
• Head of Services & Product Support - Oct '17 to Jun '18
• Senior Customer Success Manager for Key & Enterprise Accounts - Apr '16 to Dec '17
• Customer Success Manager - SMB - Jul '15 to Mar '16
• ​​
• Highlights :
• ​​•​ ​Built the customer support and professional services function at Belong which generated over 10% of revenue.
• ​​•​ ​The team billed over 100% of operational cost and operated at 100% efficiency within 6 months of inception.
• ​​•​ ​Hired and led the 5-member team to retain key accounts and grow contract value. Defined the vision, formulated KPIs and created playbooks.
• ​​•​ ​Led the relationship and product success for 20+ strategic accounts including Adobe, Airtel, Accenture, Amazon, Myntra, Ola and Flipkart. This included product on-boarding, customer marketing initiatives, metric reporting, managing VP/CXO relationships.
• ​​•​ ​Managed a portfolio of accounts which contributed to over 40% of Belong's delivery targets and consistently exceeded individual targets by ~130% each year.
• ​​•​ ​Analysed churn and help build Customer Health Score model to proactively predict and mitigate churn. Delivered the internal change management program to ensure smooth adoption of CHS across all teams.
• ​​•​ ​Successfully managed Belong's customer retention program which renewed 5 accounts that were at risk of churning and grew avg deal value by ~1.5X
• ​​•​ ​Reduced time to initial success from 2 months to 1 month across all accounts
• ​​•​ ​Owned and championed additional cross-company initiatives i.e. outbound hiring academy, user awards nights, partnerships with industry, and new product roll-outs.
• ​​•​ ​Partnered with Product and Marketing teams to create new revenue streams by selling Insights, Employer Branding modules and Hiring Campaigns

Jan 2013 – Jan 2015 · 2 yrs · Pune/Pimpri-Chinchwad Area

• Major Roles:
• 1. Sr Executive - Delivering Change Foundation - Oct 2013 to April 2014:
• Part of the “Water for all “, “Tanishka” & the “Agriculture” team with the PEMANDU Team from Malaysian PMO. As a member of the “Water Team", "Agriculture Team" & "Tanishka Team" following are areas I worked on:
• ​​•Syndication, knowledge gathering, discussions, presenting insights and action items to stakeholders.
• ​​•Was a part of the Central Team for the entire research process of Tanishka Lab and was a part of the 'Water For All' team.
• ​​•Identifying critical issues within the value chain of each agriculture segment (crops, horticulture, allied dairy).
• ​​•Responsible for making high-level detailed presentations and part of the implementation discussion.
• 2. Youth Officer - Young Inspirators Network - Dec 2013 to May 2015:
• Handling two key roles in the project, the first one being a core team member of the platform and the second one as the Pune Head for Operations/ Engagement. Have been involved in the drafting, planning and execution for the successful launch of the platform with an annual project plan. Also responsible to plan and execute various events and properties for youth engagement in the state of Maharashtra. In addition to these responsibilities also responsible for:
• ​​•Managing and allocotaion of budget for setting up the platform and executing key initiatives.
• ​​•The liaison between the organization and the various departments inside and outside the organization for design, creatives, video, promotional material (video and print), online communication, database and online services & administration.
• ​​•Creation of standard operating procedures and manuals for various activities and events.
• ​​•Conducted audit and training for location representatives across Maharashtra.
• ​​•Took key decisions for the way forward on all new projects and initiatives.
• ​​•Creation of various plans for development including scaling of the organization to 4X in the coming year.

Jan 2012 – Jan 2013 · 1 yr · Pune/Pimpri-Chinchwad Area

• Recruiting for a variety of requirements including IT and non IT.
• Working closely with an Account Manager to understand position profile and overall needs and requirements (Description, salary, timing, expectations, etc.)
• Sourcing resumes from different job boards like Monster, CareerBuilder, and Dice.
• Working on Application Tracking Systems like CATS, Smart Search, Diversity Direct, etc.
• Verifying candidate profile, qualifications, skills and experience.
• Contact candidates, follow-up and manage the candidate pipeline.
• Maintaining timely documentation of all conversations with candidates within our internal database.
• Preparing resumes for client presentations.
• Briefing and debriefing candidates before and after interviews.
• Maintaining contact with the candidate throughout the hiring process and remain as the main point of contact.

Jan 2012 – Jan 2012 · 0 mo · Pune/Pimpri-Chinchwad Area

• ​​• Recruiting for a variety of requirements including IT and non IT.
• Working closely with an Account Manager to understand position profile and overall needs and requirements (Description, salary, timing, expectations, etc.)
• Sourcing resumes from different job boards like Monster, CareerBuilder, and Dice.
• Working on Application Tracking Systems like CATS, Smart Search, Diversity Direct, etc.
• Verifying candidate profile, qualifications, skills and experience.
• Contact candidates, follow-up and manage the candidate pipeline.
• Maintaining timely documentation of all conversations with candidates within our internal database.
• Preparing resumes for client presentations.
• Briefing and debriefing candidates before and after interviews.
• Maintaining contact with the candidate throughout the hiring process and remain as the main point of contact.

Jan 2009 – Jan 2010 · 1 yr · Mumbai Metropolitan Region

• Responsible for coming up with innovative ideas for marketing 3 major telecommunication brands.
• ​​• Worked rotational shifts to ensure that all target segments in UK and India were reached and engaged.
• ​​•​ Influenced customer not just engage with content but also raise complaints through social media. This resulted in the creation of a support team specially to address escalations.
• Resolved technical queries and other FAQ’s for the brands.