Jatin Gupta

• Sales Business Partner for the VMware Business covering all International regions; responsible for Sales Analytics & Insights, Sales Planning (AOP/IOP), Run-the-business, Opex Management and various transformation initiatives

• Designed and executed Go-to-Market strategy for medium and small size clients • Partnered with Global GTM Strategy Office and regional Sales operations leaders to design and implement GTM transformation initiatives in Channel Route to Market for International regions • Partnered with data scientists and BI teams to lead global channel insights & analytics function; improved measurability of buyer base metrics; cross-sell activities, deal registrations and pipeline predictability • Won FY20 “Game Changer award” for re-designing Go-to-Market coverage to drive 2x market share in Mid-size businesses

• Acted as a program manager for annual Accounts segmentation streamlining activity; partnered with Finance team to adjust the Annual Operating Plan (AOP) • Designed engagement models to improve collaboration and minimize conflicts between channel partners and direct salesforce • Hired and led 6 data analysts for accounts alignment (~300K accounts with $17B annual orders) as part of Dell and EMC post-merger integration in North America; coached business advisors to expand the team to 25 and scale operations to EMEA and APJ regions • Trained business intelligence team on account intelligence and customer Life-time value (LTV) prediction models

• Spearheaded the Marketing intelligence & analytics function to support CMO and founders in making strategic decisions • Deployed analytical framework to track effectiveness of $35M Marketing spend on TV, Print, Outdoor and Digital media • Managed all Marketing investments on consumer research, 3rd party industry databases and brand tracker reports • Collaborated with Retail sales team and Outdoor Marketing team to increase retail outlets direct coverage by 80% • Drove new product development decisions through need-gap analysis, concept testing and segment prioritization

• Formulated go-to-market strategy for the Bangladesh market entry by a large Indian consumer products company • Led 6 cross-functional client teams on a sales and distribution transformation project for a $30M agrochemical company • Achieved $1M savings in operating expenses by realigning India sales coverage for a global FMCG client • Spearheaded Pricing & Profitability engagements for 4 clients and identified cost savings of 1-3% of their net revenue • Generated $2.8M savings in trade discounts by deploying a sales intelligence platform for an Optical Retail chain in US • Developed 5 years business plan and financial model to achieve 25%+ CAGR in net revenue for a financial institution

• Conducted the Marketing research on Engineering Plastics industry in Singapore, Malaysia, Thailand, Indonesia and Philippines • Forecasted the growth of the industry, potential market size and share of each product for the period 2013-18

• Delivered high tech design solutions to marquee global clients in Technology, Telecom and Automobile sectors • Mentored 8 employees and trainees based in India and France; led them to execute several projects • Won ‘Best Performer of the Year’ award amongst 400+ employees during company annual day event • Member of the team selected out of 100+ International teams for ST STAR Gold Innovation Award

• Among top 20 students shortlisted for the O. P. Jindal Management Scholarship out of 420 students in IIM Lucknow • Awarded Academic Excellence Award two times by the PGP chairman • Winner, Index 2012 – Market Research competition among over 25 participating teams from IIM Lucknow