Abhinav Gupta

Building & Scaling Silverfort business in India. Leading end-to-end country operations including sales leadership, P&L management, business development, go-to-market execution, and stakeholder engagement. Recognised for leading cross-functional teams, identifying new market opportunities, and delivering measurable business impact in fast-paced and evolving environments. Adept at working with global leadership teams, enterprise clients, and channel partners to accelerate market presence and profitability. Core Responsibilties: • Lead B2B Sales in the region and P&L Ownership • Strategic Partnerships & Alliances • Market Expansion & GTM Strategy • Revenue Growth & Hiring • Team Leadership & Operations • Enterprise Client Management • Commercial Strategy & Execution Focused on driving long-term business value, operational efficiency, and strong customer relationships while building scalable and growth-oriented organization

Silverfort introduced a revolutionary 'Unified Identity Protection Platform' which helps enterprises to enforce adaptive policies and advanced secure access controls across all resources, access interfaces and users in any hybrid environment on premises or cloud. Truly reaching where Identity Protection has not gone before, in the most seamless and non-intrusive possible manner. 1. Extend your MFA to 'Unprotectable Systems" where you are not able to extend 2 factor today. 2. Discover, Monitor & Protect Service Accounts like never before! 3. ITDR (Identity Threat Detection & Response) 4. New- Privilege Access Security through a different lens (Not traditional Complex PAM)

Regional Sales Manager for CyberArk India & SAARC region. -Managing key enterprise accounts, Sales, Customer Success & Sales operations for clients in the region -Responsible for GTM & growth of CyberArk's world class security software products in the region -Expansion of SaaS portfolio amongst BFSI, ICT, Healthcare & other enterprise clients -Ownership of driving direct and channel partner business -Driving Marketing Outreach Programs for customer acquisition and adoption

Account Management • Complete ownership of global key contracts of BT with clients from IT Services, FMCG & Telecom. Responsible for customer retention, growth and incremental business of key accounts. • Direct responsibility to manage Account P&L, governance and regular management reporting (CXO level) on contract performance. • Control, approve and supervise all business operations from order to cash cycle including delivery and collections. • Regulate all financial decisions such as deal discounts, resource & project costs and all overheads to achieve profitability and growth. Business Development • Directly work with clients to explore opportunities for new In-Life business to increase share of wallet. Add value to top line and bottom line of existing contracts by liaising with customers. • Liaised with internal & external stakeholders including C-level executives for commercial engagements such as pricing decisions, commercial models and eventually materialise value based selling. Demonstrate value propositions to customers for selling technology services. Compliance & Governance • Own financial accuracy and performance of an account from forecasting to target achievement. • Complete ownership of business regulatory, compliance, documentation and adherence to SOX, IFRS, Accounting policies etc. Stakeholder management • Worked closely with verticals such as Finance, Operations and Projects for successful end to end delivery to clients • Negotiated rate contracts with domestic and global customers and explored cross selling and up selling strategies in global key accounts and increased company’s penetration

Responsible for driving on campus placements for the current EPGP batch. Liaising with C-Level executives of Fortune 500 companies to facilitate the current recruitment season and maintain healthy relationship between industrial fraternity and IIMB.

Account Management • Increased Share of wallet and Coverage in 35 key accounts by 72% in 5 years at pan India level • Managed direct sales revenue of $2M and partner business of $1.5M. Added 50+ new accounts for Agilent • Liaised with multiple stakeholders including C-level executives of Fortune-500 companies and developed a sound understanding of procurement processes Business Development • Improved sales from $550k to $2M in 2 years by supervising business development for a division at pan India level • Ensured successful solution delivery to the clients by working with strategic business partners such as 3M and ABB Market Research • Led user response for implementation of SAP CRM in all business verticals. Improved secondary sales data management • Developed market entry strategies for EMEAI region in energy sector and made first entry in 25 competitor accounts Launched 20+ new products and enhanced digital presence by 30% using online marketing campaigns

Founded an Education Services start-up which caters the needs of engineering graduates of all streams for project assistance, skill development and training for placements. Partnered with 10+ private and govt. universities and conducted field studies with a team of 5 members to identify potential client base. Pitched to VC’s and angel investors to establish a training institute and orchestrate an industry readiness program for fresh graduates.

Full Time Post Graduate Program in Management

Exposure to business challenges of Korean companies such as Samsung, Doosan, Coupang and KRX to understand the nuances of today's competitive business environment in East Asia. Consulted Indian Embassy at Seoul, South Korea to suggest reforms in CEPA FTA in order to reduce the current trade deficit of India.

Project on Developing Technology Partnership between India & Israel. Working with an Israel's tech-based startup to solve a technological cum business problem of an Indian counter part and provided recommendation to Israeli companies on approaching bigger markets such as India.