Rahul R

Sales & Customer Success • Founded and scaled a tech-driven IT services company, achieving 60% growth in client acquisition within the first year. • Implemented customer success playbooks, increasing retention and client satisfaction. • Drove 20% month-over-month revenue growth by aligning sales, marketing, and CS strategies. • Expanded operations across India, Europe, Middle East, APAC, and North America.

• Responsible for driving a team of Account Executives, Managers to achieve/ exceed sales targets for Jungleworks. • Actively participate in hiring, on boarding and training of global team to bring in new business for the company through inbound leads, corporate events, and outreach. Worked on multiple geographies, being India, Europe, Middle East, Latin America, APAC, Parts of Africa, US and Canada. • Maintaining weekly and monthly reports on team performance and KPIs to discuss progress with the Management. • Coach the team on best ways to open conversations, probe customers and presenting our brand and offerings. • Working closely with the Marketing team to ensure the campaigns bring good traction for Sales team. • Enabling partners and working closely with them as a tag team to grow existing relationships and bring new business. • Managing the Key Account portfolio. Grow and expand the existing strategic accounts. • Building great relationships with key decision makers for new and existing business and ensure their requirements are handled well by collaborating with internal Product, Delivery, Support, and Finance teams. • Conduct Business Reviews (for existing accounts) to understand the account health, their roadmap and expansion opportunities. • Share Innovation, updates, that drive impactful results for our customers. • Attending Corporate and Business events on behalf of the org to represent our brand and offerings.

• Responsible for business development for Yellow.ai. This includes identifying sales opportunities and analysing appropriate, strategic business and industry drivers. • Develop, implement, and manage sales strategy to achieve aggressive sales goals. Accountable to grow the new business and handle current relationship / business with our top Enterprise customers from all Industries and Government institutions. • Managing a significant customer account portfolio of accounts. • Maintaining relationships with our Channel Partners, and generating revenue with their collaboration. Enabling our Channel partners. • Maintaining relationships with field sales, and maintain active communications with key stakeholders in the field • Accountable for sales vs. plan, revenue, and margin targets for assigned accounts. • Responsible for accurate demand plans and addresses gaps in customer strategic plan • Building relationships with key decision makers and responsible for day-to-day relationship at assigned accounts and the primary contact for the buyer. • Conduct Strategic Business Reviews (EBRs and QBRs) to understand customer requirements, communicate the value of our service, and showcase ROI. • Building strategic relationship through joint business planning and customer collaboration • Communicate Innovation, category insights, shopper insights, that drive impactful results for our customers. • Collaborate with internal teams to create winning business propositions that benefits Yellow.ai and the customer.

• New Business. Engaging and acquiring new customers using various techniques and approaches. • Added multiple new Customer to the existing Company portfolio. • Developing periodic business plans & strategies, to expand the organization’s Revenue and Customer Delight. • Formulating long term / short term strategic plans to enhance profitability & revenue; involved in spearheading turnaround initiatives. Resulting in 20% YOY growth and fruitful references. Drive Partner Enablement. • Conduct Strategic Business Reviews (EBRs and QBRs) to understand customer requirements, communicate the value of our service, and showcase ROI.

• Built the Renewal Sales team for Americas from scratch. 1 to 10 members team, including team in Raleigh NC. • Manage Partners such as CDW/SHI/CIA/Long View/Compugen/Software One/Softchoice/Insight/Ingram Micro etc. Trained 600+ people (CSMs, Sales, Partners, Customers) Increased Cross/UP sell by 15%. • Customer & Channel Partners Relationship. Attended Partner Sales call to help drive upsell/cross sell. • Covered & supported all Mid-Market and Enterprise renewals for North Americas. 350+ customers $ 25M ARR. • Aligned key customer stakeholders to establish strong customer relationship mgmt. program (stakeholder mapping). • Conduct/Participate in EBRs and QBRs to understand customer lifecycle milestones, communicate the value of our product, and showcase ROI. • Proactive Customer reach outs resulting on-time Renewals, qualified opp/leads. Increased Retention rate by 12%. • Liaison for customer and internal stakeholders- Support, Engineering, and PM teams. • Key KPIs were Renewal ACV (USD) 115%, Upsell/ Cross Sell 140%, Engagement- 100%, Experience- 100% • FY’ 18 Finished 118% of plan. Multiple awards for driving Customer Delight/ Sales/ Multi Year renewal Deals.

• Built and Led CSM team from ground up. Pilot in India for Global Accounts. 600 accounts with $ 28M ARR. • Reduced expected Churn by 20%(customer who were in Red Zone and shared their will to move from product) • Reduced past due Accounts by 90%. Later laid the process and ensure the ratio dipped to 5%. • Improved product adoption, customer satisfaction, and overall health scores by 20%. • Established customer success plans, engagement procedures, and policies (playbooks). Increased productivity, revenue and reduced Churn. • Work closely with Sales in transitioning the account from Pre-Sales to the Customer Success Management program. • Interact with C Suite, CISO/ CIO/ Director/ Manager Level stakeholders and Engineers to drive value realization. • Conduct EBR/QBRs to understand Customer objectives and needs. To share Usage data and Patterns, Challenges, SOI, suggestions, ROI. Identify sales opportunities within customer base, references, and testimonies. • Drive renewals/Cross sell-Up Sell/New to a successful completion in close collaboration with Sales Team & Customer. • Act as a bridge between Customer and our Support, PM teams in case of any high priority issue, ER. • KEY KPIs – Renewal ACV (USD) 110% Cumulative, Engagement 100%, Transformation- Product Adaptation- 97% cumulative. Experience- 95% • Awarded for Channel Partner Program along VP- Channel Partner Management. President Club Nominee.

• Responsible for project reporting (Project Status Report, Projections, Project Plan and Risk, Issues Log) • Overall project responsibility, monitors project. Conduct stake holder communication. Project Change mgmt. • Participated- TBSC a Worldwide Corporate event for CSC. Won Awards and Accolades for my contributions.