Vipul Khurana

- Promoted to Senior Manager to manage Mid Market and SMB business for India and SAARC region - 10M+ ARR quota, Reduced churn by 11pp with innovation in playbook and resource optimization - Leading compliance in sales and upgrading playbook to improve productivity - Led AI innovation to optimize Sales Rep productivity, data based decision making, scaled customer outreach - Reduced admin and transactional noise via resource utilization - Individual coaching to support teams personal and professional goals - Building Battle cards for competitive AI landscape empowering Sales Team - Promoting selling methodology such as MEDDPIC, Value Engagement, Value Selling to close big and better - Managing team of Relationship Managers responsible for Renewals, Upselling, Upgrading and Reduce Churn

- Managed SMB Business for APAC Region, 7M+ ARR, Renewal, Retention, Upsell - Over achieved annual quota YoY across IND, Asia & ANZ, promoted to M3 - Churn Mitigation Campaigns, Innovated Blitz Campaigns which further got extended globally - Global Playbooks to cater various market and customer segments - Worked with Pricing teams to design best offerings - Automated handover processes for smooth transition and improved customer experience

- Created a high performing Sales team from scratch to cater EMEA market - Attained 94% customer retention score while overachieving quota every Q - Encouraged Value Engagement / Value Selling methodology - Perfectly performed the role of a coach, supporting direct reports with their personal and professional goals

- Head of Relationship Management function to support SMB, Mid Market and Enterprise Customers - Identifying Upsell and Cross Sell Opportunity within existing customers - converting customers from SMB - ENT - Created Playbooks, using customer insights, alerts, market conditions - Data Based Retention & Upsell approach - Over achieved Quota every Month - Coaching, Mentoring and Teaching was core part of my role at Knowlarity

When I was in HeroBPO I was leading a team of 350 sales enthusiasts, who were into lead generation through cold calling, B2B Sales and Education campaigns. I was responsible for the P&L of portfolios I was handling in domestic market. Various LOBs I was working for were : Telecom, Education, B2B Sales for Market Place Giant.

MakeMyTrip.com I undoubtedly India's largest OTA for Domestic Booking and one of the leaders in Hotels consolidation. I was responsible for post sales services for International customers for US, UAE, SNG and Ex India. My core responsibility was to ensure high customer experience for customers coming post sales. I was responsible to drive, high SL, NPS, CSat and effective utilization of resources through reduced escalation, bad repeat and first call resolution.

EXLService I one of the pioneer in BPO services. I joined EXLServices as Senior Associate and had exposure to Customer Experience, Quality and Training. I was responsible for Process Migration & Transition, Training the new hired and Manage the Operations. I have exposure to Insurance P&C and A&H and Utilities line of businesses for UK customers. Credit Control, R2R, Inter-company Bordeaux, Re Insurance were few processes I migrated for Insurance line of businesses.

Develop an understanding of strategic management processes and functional strategies Enhance skills needed to analyse financial and economic-financial statements and economics principles to guide decision-making Build the ability to make strategic decisions at various business and organizational levels by using various tools and frameworks Gain insights into the identification and implementation of effective growth strategies Advance leadership skills by employing data-driven problem-solving and innovative solutions Establish a strategic mindset to diagnose problems in the organisation and make practical recommendations

MBA

B Com Hons