Shrenik Bhayani

This a high-impact leadership role responsible for securing the company’s existing revenue stream and driving customer retention strategies across one of the most diverse and fastest-growing regions in the world. 1. Strategic Leadership & Execution Regional Strategy: Define and execute the end-to-end renewals strategy for the APJC theater, tailoring approaches for specific markets like Japan, Southeast Asia, and ANZ. Forecasting: Provide executive leadership with highly accurate weekly, monthly, and quarterly renewal forecasts. Process Optimization: Standardize renewal playbooks to ensure a consistent customer experience while maintaining the flexibility required for local market nuances. 2. Operational Excellence Closing & Negotiation: Oversee high-value, complex contract negotiations. You often serve as the executive sponsor for "at-risk" accounts to prevent churn. Cross-Functional Collaboration: Partner closely with Sales, Customer Success, and Finance to ensure a seamless handoff and alignment on account health. Tech Stack Management: Utilize and optimize CRM tools (like Salesforce & other internal tools) to track renewal health scores and automate low-touch renewals. 3. Team Management & Development Scaling the Org: Recruit, mentor, and lead a diverse team of Renewal Managers across multiple time zones and cultures. Incentive Design: Work with Sales Ops to align compensation structures with retention and expansion goals.

Responsible for developing and executing against a Sales & Channel strategy/plan for SAARC business, to achieve revenue targets & predictable growth. Delivering visionary leadership to a team of 20+ people (12 direct repartee’s) for growth of business in the region. Focus with Net New logo acquisition (25+ logos every year), increase NRR (120%), Customer Adoption (Land & Expand) Creating Mn+$ accounts (Have built 3 Accounts with 2 Mn+ ARR & 7 Accounts with 0.5 Mn+ ARR) Grew the business - 6X growth from from 2020 to 2024 Engage with leadership team and other functions across APJC to build GTM with focus approach and activities leading to predictable run rate business (Marketing + Inside sales + Channels + Sales). Engage in channel initiatives to build the company go to market from direct to in-direct leveraging Channels and Distributors. Key achievements ■ Achieved 100%+ revenue goals for 17 out of 20 quarters. ■ Overachieving targets since last 5 years (FY 20- 120%), (FY 21 – 140%), (FY 22 – 135%), (FY 23 – 118%), (FY 24- 124%) ■ Qualified for High Performance Sales Equity Program 2021 & 2022 & Special Equity program for performers in 2023 ■ Won Presidents Club Award for Sales Managers in 2023 ■ Won Best APJC Managers in 2024 (across Managers from all functions)

In my role, I formulated go-to-market plans and fostered partnerships with large resellers/distributors that drove profitable gains and organizational success. I delivered visionary leadership to a team of 21 and managed overall P&L aspects to generate cost-effective and revenue-driven solutions for driving business growth. I implemented strategic reforms, which streamlined key operational domains, including sales, marketing, finance, and HR. Also, I conceptualized and executed robust business strategies that augmented market impact of organization. With that I optimized decision making through empowerment and accountability. And I drove strategic alignment as well as pioneered lean principles in sales and marketing. Key Achievements: ■ Enhanced rate of bookings that supplemented sales revenue and EBTIDA by 17% and 4% respectively. ■ Grew B2B Enterprise sales at twice the market growth rate, despite the presence of deep-rooted brands. ■ Bolstered B2C products portfolio that extended the reach to all major market segments, including eCommerce and supplemented sales revenue by 1.6 times. ■ Supplemented profit margin and EBTIDA by 24% and 4% respectively. ■ Improved company’s cash-flow position by minimizing collection period from 60 to 45 days and accomplished advance saving of over $0.27 M. ■ Shared effective business plans that supported Country Leaders with implementing nation-wide initiatives. ■ Leveraged and upgraded existing base to up sell in future through specific programs (including marketing collateral's, digital media, and partner incentives).

As a Country Channel Sales Head, I transitioned nation-wide business strategy (across the India) from direct to 100% indirect business by utilizing channels/distributions that enhanced business growth by 22%, as compared to FY 16. I built high performing salesforce, streamlined overall processes, as well as restructured business road maps. I invested in recruitment and built performance-oriented partners to garner financial gains for organization. Also, I enhanced partner’s growth with Unify by mobilizing partners to swiftly supplement sales volume and deliver profitable outcomes. Key Achievements: ■ Managed overall aspects of P&L, while accelerating booking rate by 24% and enhancing revenue/EBTIDA by 22% and 8% respectively. ■ Attained an annual growth of 28% with prime focus on commercial mid-market segment/global accounts. ■ Yielded profitable gains for organization by building new teams, structuring optimal sales force, and streamlining/managing operations and resources. ■ Employed vertical solutions for successful market penetration that expanded organizational reach to diverse markets and drove long-term success.

I led a team of seven sales managers and devised customer/channel/distribution engagement, marketing, brand planning, and business development strategies to boost organizational growth. I restructured pricing strategy, streamlined existing policies, executed effective promotional campaigns, and recruited/trained a high-performing sales team that augmented mid-market & Avaya image with channels and distributors. Key Achievements: ■ Strengthened unmanaged business by fostering a sales time of seven managers and aligning channel sales resources with large distributors. ■ Finalized an average of 35% of all leads as well as achieved/exceeded monthly sales target by ~110%. ■ Maintained an average linearity accuracy of 95% in FY 14. ■ Achieved Performance Award for recruiting 20+ partners ((Highest across the theatre) for mid-market focused channel program, Iconnect.

In this role, I managed a heavy business revenue of $9M (product + services) and spearheaded channel sales for strategic tier-1 partners, mid-market partners through value-added distribution, and service providers (global & domestic) for sell thru business. I built value proposition with partners and developed cross functional product/technical teams for solution sale. With that I formulated training roadmaps for both sales and technical teams and maintained channel loyalty. Key Achievements: ■ Leveraged consultative/solution sales to drive market expansion and new business development. Supplemented organizational revenue by $4M in FY13 as compared to FY12. ■ On-boarded value added distributor/service only partners with a key focus on mid-market specific solutions, as well as augmented growth in collaboration with Tier-II partners. ■ Built, hosted, and managed services model with global & domestic Service Provider's on Unified communication & Contact Center Solutions.

Main Responsibilities Include: ■ Grew India sales UC & Contact Center funnel. ■ Led the India UC & Contact Center team resources and consolidated opportunity register with reporting on weekly “regional commits” to senior management within India. ■ Building consultative led sales, technology solutions and high value services to MNC customer base in the adoption and deployment of collaborative technologies and processes. ■ Engage directly with customer executive level management to align strategic business objectives, user and stakeholder requirements to innovative designs to achieve operational agility. ■ Adapt at consultative led sales through a “discovery” process to understand client’s business and position ensuring the alignment of tangible benefits and positioning of relevant solutions with clear ROI Business Case, lower TCO models. ■ Negotiated and develop complete commercial models and operational support environments. ■ Working closely with Engineering and appropriate OEM’s and third parties to contribute to end-to-end solution propositions ensuring solution viability and deliver ability. ■ Develop and create novel and innovative solutions; and to develop commercial bid proposals and customer specific value propositions. ■ Act as an ambassador for Orange India - Unified Communication & Contact Center solution portfolio and speak / present at industry and analyst forums.

■ Focus on Global Accounts to generate business and assist the Services Team to build a Delivery Model. ■ Build a Partner Network across ASEAN for Professional Services Business. ■ Scope the Enterprise Market in ASEAN Region - Primarily Nortel & Cisco IPT & IPCC Products and Services Business. ■ Alliance with Nortel & Cisco Services Sales and Presales Team working towards Professional Services and increasing the Service Revenue in the ASEAN region.

■ Team Member of Core Solution Design and Product Management Group of GTL to increase the Market Share in the Enterprise Domain. ■ The profile included Solution Design, Proof of Concept, Bill of Material Creation, and Technical Presentation/Discussions for Major Accounts of GTL. ■ Work closely with the branch Presales Team and Account Managers to provide Solution Design/ Product Support and interface with the customer for technical – commercial discussions. ■ Project In-Charge for projects, which are driven direct by the Presales Team.