Expert Details
Partnership Management & Growth Strategy, Partner Strategy, Customer Success, Enterprise Partnership Sales
ID: 738729
United Kingdom
Deep Entrepreneurial and business intelligence background, with solid commercial experience (Technology, Healthcare, Blockchain, AI/ML, SaaS, BFSI, Consulting, FMCG and E-commerce). Seasoned in opportunity scoping, market analysis, due diligence, partnerships/ stakeholder engagement, product/project management, and research commercialisation. Experienced in formalising the company's strategic planning process in a fast-paced environment, and agile product roadmaps through data-driven insights.
SKILLS
- Channel Partner Sales
- Client Relationship Management
- Business Intelligence & Data visualisation
- Creative problem-solving
- Data-driven business strategy
- Strategic thought leadership
- Predictive & Financial analysis
- Strong analytical thinking, business acumen and decision-making skills
- Experienced at managing and delivering on time with multiple concurrent priorities
- Product roadmap development & Design thinking
- Strong interpersonal and collaboration skills
- Market & Financial forecasting
- Customer acquisition
- Go to Market Strategies
- B2B Sales
- Banking and Finance
- Experienced at blockchain consulting & research
- AMM, borrow lending protocols, NFT ecosystem
- Strong commercial acumen
- SWOT, Gartner analysis
- Statistical analysis
- Commercial Strategy & Execution
- AI & ML
- Content Delivery Networks
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2020 | Degree: Executive Leadership program | Subject: Strategic Execution | Institution: Indian Institute of Management, Ahmedabad (IIM-A) |
| Year: 2014 | Degree: MSc | Subject: Biotechnology | Institution: SIES College |
| Year: 2012 | Degree: Bachelor of Science | Subject: Biotechnology | Institution: KC College, Mumbai |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2021 to Present | Employer: Undisclosed | Title: Director of Strategy & Partnerships | Department: Sales & Partnerships |
Responsibilities:- Acted as a strategic thought partner and contributor to defining, influencing and executing global strategy – from mapping market analysis and competitor landscape, identifying ISVs, and digital health initiatives, to pursue and prioritize business development targets- Developed and executed a strategic plan to grow the company’s partner base by 15% within 8 months, resulting in over $10M in new revenue for the business. - Gathered insights from the market and directed cross-functional teams to evaluate and execute partnership opportunities for EMEA & US markets. Engaged with cross-functional teams such as Product Solutions, Marketing, and tech to accomplish critical strategic goals and drive new revenue streams - Built and coached a small team focused on the creation and development of partner relationships, channel sales and business development efforts in the UK and wider markets by establishing KPI sales metrics to accurately track and evaluate team performance supported by relevant operational activity to maximize outcomes. - Developed and executed successful sales and lead generation programs, delivered against renewal and upsell targets for portfolio, driving adoption, and growing the value secured from the accounts through regular business reviews and account business plans. Acquired & managed trusted multi-stakeholder relationships with strategic new partners and build and maintained a trusted and long-term relationship with existing partners. - Spearheaded an innovative affiliate program that increased partner engagement by over 60% in one year. - Managed end-to-end aspects of EMEA partner program development from identifying, warming and sourcing strategic partnerships as well as leading evaluation, commissioning, and contracting process for key accounts through alliance management of signed deals that increased partner retention rates by 20%. - Developed global GTM strategies & led cross-functional initiatives to expand existing markets, establish scalable programs to drive adoption, and identify new opportunities. Forecasted revenues and led the analysis for data-driven programs and collaborations in the Blockchain ecosystem - Developed our data acquisition strategy and oversaw analysis and insights to address top AI/ ML opportunities, as-is and to-be business models, executing complex operational and statistical analyses in the context of longitudinal clinical datasets. - Implemented in-field EMEA market access element of the relevant brand strategy through key account-focused activity and an integrated Account Management approach with Salesforce - Optimized and harnessed business intelligence to identify research gaps, develop roadmaps and recommendations, product development, innovation scoping and commercial assessment of opportunities and built service-based solutions to fulfil our partner’s needs and create value - Negotiated new vendor relationships for products & services that complemented existing offerings. Acted as the primary point of contact for defined channel partners, focused on named partners including VARs, large consultancies, and solution providers. |
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| Years | Employer | Title | Department |
| Years: 2017 to 2021 | Employer: JustDial Limited | Title: Head of Key Accounts & Partnerships | Department: Partnerships & Account Management |
Responsibilities:- Developed and executed a strategic plan to grow the company’s partner base by 20% within 6 months, resulting in over $5M in new revenue for the Asia & UAE business.- Led transformational high-growth, product-enabling partnerships including entities of all shapes and sizes, such as SaaS, E-commerce platforms, Ed-tech, Fin-tech, pharmaceutical companies, Consulting firms, Advertising agencies, BFSIs, FMCG and Technology companies - Driven a business revenue of $20 million over the period of 3.5 years annually through B2B sales of premium subscriptions with Corporates - Line managed a team of 30 Key Account Managers focused on prospecting and wider business development efforts in the Asian and UAE markets. - Set the business foundation for Justdial's Insurance Distribution Vertical with India's leading Insurance companies for Life, General & Health Insurance products. - Led efforts to develop and launch a financial marketplace that increased customer retention rates by 20% for JD users & led strategic tie-ups with leading Banks like HDFC Bank, ICICI Bank, Citibank, Axis Bank, SBI Bank and HSBC etc. - Developed strong C- Suite relationships with partners, as well as internal cross-functional teams like Operations, Finance, Developer Advocates, and Product, Legal, Marketing, Tech, and DevOps teams to drive product requirements, negotiation strategies, integration and testing plans and go-to-market launch programs. - Managed partner key stakeholder relationships within Amazon, Visa International, British Airways, Ikea, LIC, GSK, AMEX, Byju's, L&T, Max Life Insurance, L'Oréal, Unilever, Sanofi, CRISIL, Publicis, Diageo, Renault, Pharmeasy, BharatPe, Paytm, Veeva Systems etc. - Charged with identifying, developing and managing partnerships with the world's leading consulting firms like PwC, BCG and Deloitte - Supported negotiations of contracts, renewals, SLA and SOWs for all partnerships, vendors and affiliate programs by assessing delivery risk and developing mitigation plans to ensure performance - Managed the commercial negotiations to establish strategic alliances within an appropriate framework: establishing clear scopes of work, risk share, rates of return, liabilities share, organisational structures and governance. - Developed Salesforce reporting processes to analyse sales forecast and marketing campaign performance and measured and optimised results over time. - Owned the partner budget and monitored and tracked joint business development activities to determine the value of each partnership and appropriately allocate monthly and quarterly sales targets while onboard new customers - Provided quarterly GTM plans, marketing strategies, activations and bi-weekly pipeline reviews for both industry and global alliance partners. - Developed product pricing strategy and negotiated terms/conditions for contract agreements with Channel Partners. - Achieved 30% YoY mutual Alliance revenue growth by understanding the pain points of clients and perfectly addressing their needs - Discovered key performance management metrics for all of our biggest partners globally making sure that these metrics will define the success of our marketplace business - Served as the primary business contact for client accounts for SaaS business management applications and API integrations and conducted weekly stakeholder calls, monthly performance reviews and quarterly steering committees - Delivered an exceptional customer experience with proactive communication, orchestrating the right internal resources, and effectively using the customer engagement model to align, track and evolve customer business goals |
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| Years | Employer | Title | Department |
| Years: 2017 to 2017 | Employer: Aakar Innovations Pvt. Ltd | Title: Senior Manager - Sales & Partnerships | Department: Sales |
Responsibilities:- Successfully expanded market share by 15% and secured over $7 million through strategic sales initiatives across the B2B client, channel or partner spectrum- Developed and implemented distribution plans & financial forecasts for creative marketing and new product launches in APAC. - Developed a high-performance team of 10 BDM, leading to a 30% increase in productivity and implemented quality, and customer service standards to attract and maintain client relationships. - Created and maintain account development plans for each key account while taking credible ownership for short, medium and long-term growth for APAC & US market at various stages of the cycle from prospecting through value delivery for B2B & B2C channels - Prepared detailed quarterly sales plans and targets and implemented new commission infrastructure and systems to support the success of sales profitability; that translated to a 25% increase in key performance metrics - Developed and monitored sales adoption and commercial drivers and ensured commitment from partners for pipeline generation and revenue goals, focus, and capabilities. - Increased brand integrity, and awareness and developed multiple direct marketing campaigns by monitoring the quality of marketing content and understanding market exposure. |
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| Years | Employer | Title | Department |
| Years: 2016 to 2017 | Employer: Smmart Training Services and Consultancy Pvt. Ltd | Title: Alliance Head | Department: Sales & Strategy |
Responsibilities:- Started and scaled a new revenue stream by setting up teams to cover key SME client clusters in US, APAC & Europe generating over $3 million in overall revenue- Spearheaded lead generation process resulting in an 85% increase in RFPs - Developed a strong sales team and provided them with strategic direction, account planning guidance and tactical leadership - Integrated acquisitions and grew B2B sales of acquired businesses between 25-38% - Tracked and analysed the progress of partnership in line with the overall goals, provided feedback on a continual basis, proactively improve top-line revenue, as well as gross Profit. and developed strategies to deliver success metrics. - Established and ensured smooth operation of the collaboration ground rules, such as the protocol for formal governance meetings and procedures for decision making, project team meetings, data exchange, and other kinds of interactions. - Identified the important value drivers and led efforts to mitigate risks and accelerate value creation. |
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| Years | Employer | Title | Department |
| Years: 2016 to 2016 | Employer: Indusgeeks | Title: Business Development Manager | Department: Sales |
Responsibilities:- Interfaced with EMEA & US clientele at all levels within existing and prospective accounts of the gaming industry, efforts resulted in revenue growth of $100,000 in the first month with improved profit margins of 19%- Managing B2B sales cycle including lead generation, customer lead assessment, negotiation, follow-through, relationship management, and customer retention taking revenue maximisation as an ultimate target. - Ideation and development of rebranding ideas and strategies for the company as well as developing and handling online content worked with marquee clients like Infosys, Max Life Insurance, Cognizant Technologies, Essar Oil & Gas etc. to transform their training content into more gamified, interactive, immersive & narrative-driven experiences. |
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| Years | Employer | Title | Department |
| Years: 2015 to 2013 | Employer: Unilever | Title: L & D Specialist | Department: L & D |
Responsibilities:- Developed and delivered a comprehensive training program aligned to meet Oral care business objectives that increased sales performance by 35% post-training inputs- Partnered with business unit leadership on strategic initiatives that improved employee engagement and productivity by 27% - Managed a team and all aspects of the training budget for 100+ employees (~$50k annual budget and developed a comprehensive onboarding plan that reduced new hire attrition by 30% - Ensured assessment and evaluation mechanisms are in place to measure the impact and effectiveness of training programs leading to increased accountability and performance across the organisation. - Field coached distributor sales force and field managers on different KPIs to enhance their business performance & effectiveness - Designed and facilitated workshops on topics such as leadership capability building, personal brand management, shopper engagement, sales techniques etc. Managed & devised various strategies for the delivery of training and development programmes PAN INDIA through train the trainer cascades, online modules & e-learning techniques. - Conducted training needs and skill gap analysis with BUH and significantly improved business performance indicators by 25% |
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Additional Experience
| Training / Seminars |
|---|
| Tools: - Google Analytics - Salesforce Sales Cloud - Miro- Brain mapping - Lucid chart - Google Workspace - Framer - Microsoft office - Figma - Hey Flow - Data visualisation: Tableau, Excel, Matplotlib, Google sheets - SQL |
Language Skills
| Language | Proficiency |
|---|---|
| English | Native |
| Hindi | Native |