Summary

During my 9+ years in Digital Media & Telecom with roles spanning Business Development, Presales & Integration Consultant, I have managed and built sales & technical teams, built & introduced various processes, tools and new technologies into the roles & teams and have executed & thrived on growth.

I’m experienced at leading ad tech sales and sales operations in a global capacity managing both direct and support teams primarily for online sales. As part of this experience, I have setup sales tools & processes, marketing/commercial programs & tech support teams that enable people to hunt more effectively delivering higher revenues/hunter. I’ve consistently met sales and growth targets for the last 4+ years and believe that consultative/value based selling, superior customer service & the right product are the true drivers of success.

Work History

Work History

Head - Global Online Business Development

Jan 2015 - Present
InMobi

Heading the Central Business Development, Lead Generation & Self Serve businesses & teams with QoQ target achievement on a higher target(~40%) than field teams & delivering higher revenues as well

  • Upward Impact: Presented quarterly high/lowlights, key takeaways & advocated goals & strategies to exec leadership. Worked directly with engg. leadership to bridge business-engineering gaps
  • Downward Impact: Coached the team on value based selling & customer centricity as a  strategy
  • Team Setup: Setup all the 3 teams from scratch with 8 hirings which included identifying core cultural fit, learning & upskilling the team. Brought down the average resource cost by ~20% 
  • Sales Methodologies: Instituted trackable, measurable & repeatable methodologies through Yesware & Salesforce for team. Was later implemented throughout the supply sales at InMobi because of tremendous improvements in tracking, effort & pipeline visibility 
  • Sales Effectiveness: Significantly Increased email open & reply rates through A/B testing; Increased sales effectiveness through system managed workflows for timely & opportune customer reachouts. Led to lower lead requirements & continuous sales content improvement 
  • Sales Enablement: Key stakeholder in the first broad based commercial program based on CPM guarantees to generate significant publisher interest in InMobi offerings
  • Sales Impact: Increased sales capacity/hunter/qtr by 50% with minimal investment in tools 
  • Lead Generation: Transitioned & structured the lead generation team for accurate identification of potential customers; advanced lead identification from finding valuable customers to identifying who will become valuable; led to better response & conversion rates
  • Self Serve: Created internal processes for Self Serve business; aligned business with CRM systems; added interventions to understand customer expectations with automated actions & templatized responses based on customer inputs. Instituted CSAT to align customer, business & product
  • Reseller Model: On boarded the first SDK reseller based accounts; internally advocated the Reseller approach & successfully instituted it as part of overall hunting strategy(field + online)

Head - Online Business Development, Europe

Oct 2014 - Jan 2015
InMobi

Business Development Lead for Europe with 2 team members

  • Promoted within 3 months to lead Global Online BD
  • Initiated sales methodology & ideology(consultative & value based selling) definition 

Business Development Manager, Europe

Jul 2013 - Oct 2014
InMobi

Business Development on the publisher/supply side with a focus on app developers 

  • Consistent quarter on quarter target achievement. 150% achievement in first quarter itself
  • Drove the online supply share from 10% to 40% of the network by mid Q3'2014.  Contributed over $5M to date to the network in revenues with clean integrations & sustained customer relationships
  • Marketing: partnered with marketing teams to institute practices such as #appswelove on twitter, blog series on app developers, testimonials & case studies. Has evolved to inDecode today
  • Tech Support: persistently drove tech support to change from low involvement & no customer focus to a more pre-sales oriented, high involvement & extremely customer centric team
  • Product: persistently drove the product team to create & maintain first cross platform SDK adapters(Unity & ANE); instituted professional management of mediations along with SDK
  • Awarded Best of BD & Partner Management from all of InMobi within 2 months of joining 
  • Awarded Wolf of Ad Street for biggest native sale in the quarter before native became a buzzword
  • Promoted to lead Europe Online BD within a year

Assistant Business Development Manager

Apr 2011 - Jul 2013
Aricent Technologies
  • Ownership of Business Planning, Continuity, Go-To-Market Strategies, Customer Relationship, Deal Pricing & Margin Management for new & repeat business in US East Coast
  • Ownership of P&L A/C for US East Coast – Annual Portfolio of US$ 15mn
  • Driving the Complete Contractual Cycle with Legal, Financial & Engineering departments
  • Achieved Robust growth & Exceeded revenue targets for FY’11 & FY’12
  • Created Entry Strategy for Korea & Taiwan to enable Lower TCO & Higher Customer Satisfaction
  • Tier-1 Smart Energy Customer Acquisition with annual revenues over US$ 3 million

Summer Intern

Apr 2010 - May 2010
Frost & Sullivan
  • Comprehensive Primary & Secondary Research to create a report on Mobile Value Added Service(MVAS) markets in South Asia & Middle East(SAME) region published on frost.com
  • Identified trends, business models & future growth expectations for the report

Associate Business Analyst

Nov 2006 - May 2009
TechMahindra Ltd
  • Responsible for Presales activities like Request for Proposal (RFP), Business Processes, Vendor Management, Requirement gathering & Worked as BSS Consultant in Egypt for 10 months
  • Collected & evaluated business requirements for first-ever near real-time Promotions Solution in India. Lead a team of 4 for the implementation phase
  • Won “Pat on the back” award in March 2008 for contributions to Project Nile
  • Won B/OSS International Award for Best Billing Implementation of the year

Assistant Manager

Jul 2005 - Nov 2006
Idea Cellular Ltd
  • Led a team of 5 to manage business critical BSS applications. Single Point of Contact (SPOC) to SDQ and Marketing teams for requirement analysis, feasibility study & delivery
  • Won the ‘Spot Award’ for designing and developing a high revenue MVAS
  • Designed & Executed Centralization of Business Critical Applications – Decreased response times


Education

Education

Bachelor of Engineering, Computer Science

Jun 2001 - Jun 2005
Army Institute of Technology

BE with a focus on fundamental principle of CS & broad coverage of programming languages