Sumit Kumar

Driving Revenue Growth & Strategic Sales. Own end-to-end enterprise sales cycle, from prospecting to closing, with a focus on new logo acquisition and expanding enterprise accounts. Consistently exceed sales targets, driving revenue growth through consultative selling and ROI-based solution positioning. ✅ Enterprise SaaS & CRM Sales Expertise #Sell complex SaaS and workforce technology solutions to large enterprises, integrating HCM, Payroll, and Workforce Management platforms. #Develop and present business models, value propositions, and ROI calculations to C-level executives and decision-makers. ✅ C-Level Relationship Management & Strategic Partnerships #Build executive-level relationships with CIOs, CHROs, and business leaders, leading high-impact sales conversations. #Collaborate with SAP and technology partners to deliver joint solution offerings and drive customer adoption. #Spearheaded Go-to-Market (GTM) strategies with 3 new partners, expanding market reach and accelerating pipeline growth. ✅ Sales Execution & Territory Expansion #Lead live product demonstrations, on-site client visits, and strategic account planning to accelerate deal closures. #Manage complex sales cycles, navigating enterprise procurement processes and negotiating high-value contracts.

• Hunting & Farming National/International brands, CXO level relations, and Growing businesses • Create & Maintain sales funnel, create a robust pipeline • Retail marketing, Segmentation, Revenue planning, go to market plan design, Solution selling • On-board affiliate partners to the 125 million user network • SAAS, Cloud, E-commerce, Digital Marketing, CRM sales, Marketing technologies • Solution & ROI planning, End to end sales, live demonstrations • Extensive travelling to client location for closing deals Key Achievements • Closed a pan India major retail chain as net new logo worth USD 115 k ARR in first 6 months

• Direct Sales: Responsible for achieving revenue targets through direct sales of solutions and services. • Strategic Account Management: Responsible for driving revenue from existing Enterprise accounts as well as acquiring new client logos. • Cold Calling: Responsible for GTM of a new product for Adobe i.e. Captivate Prime • Upsell: Target existing Client base to upsell Captivate prime as their Primary LMS. • Dedicated Account Manager: Manage the entire sales cycle and manage enterprise contract negotiations, in cooperation with Adobe legal and Deal Desk teams. • Customer Success Manager: Conduct regular Check-ins, Account health check and technology workshop to ensure high adoption rate successful renewals and seamless relationship • Business Development: Responsible for YOY growth from assigned Enterprise accounts • Customer Feedback: Collecting market feedback regarding Captivate prime and reporting it to the Key engineering and management individuals in fortnightly meetings.

• Direct Sales Quota: 30% of yearly revenue (USD 1 mill) for Print and Publishing Business Unit • Team Management: Managing team of ADM and ISAM to achieve territory quota • Responsible for managing Sell to & Sell through relationship for PPBU • Leverage reseller partners to increase account penetration with target customers • Manage and close direct pipeline of business by driving all aspects of sales cycle from product evaluation through contract negotiation and purchase. • Working on a list of strategic account list with individual revenue goal

• Work cross-functionally with Field Marketing, BDM’s and Channel Sales on campaigns to uncover new business opportunities across all industries and verticals, with focus on eLearning and Technical Communication users. • Manage and close direct pipeline of business by driving all aspects of the sales cycle, from product evaluation through contract negotiation and purchase. • Leverage reseller partners to increase account penetration with target customers. • Pipeline Generation in Salesforce.com - Actively seek potential business opportunities through calling to various accounts as well as to existing account base.

Identifies and helps to develop strategic relationships with partners or potential customers. Assists in the development of a strong pipeline of new customers and projects in accounts through direct or indirect customer contact and prospecting. Works with marketing, sales, and product development teams to implement business development initiatives - Closed reference-able deals in various Domains and Verticals - Managed to run successful campaigns in EAI (VITRIA and TIBCO), ISV's, Cloud Computing, Virtualization, Mobile LBS, Mobile Content Management, Health Care and Manufacturing. Achievements: • Generated worth of $ 3 million of Closed-Booked revenue. This included $2.5 million year on year contract from one of the Fortune 500 Organization. • Trained the new set of inside sales executives and helped them in understanding and selling the niche technologies like cloud and Virtualization. • Worked with Virtualization and Mobile SME's to Plan and Strategize on creating different sales campaigns and driving them to success • Referenceable deals and customers in Mobile and Enterprise Domain.

Develops new prospects and interacts with existing customers primarily by phone to increase sales of an organization's services. Helping in the development of a strong pipeline of new customers and projects. • Making Cold Calls to generate the initial interest. • Taking the lead forward and gathering the requirement specification form client. • Coordinating with the development team and client and Strengthening relationship with the existing clients • Researching for client/prospect information, their business direction, business plans areas and put together the raw material for the Proposition. • Taking care of end to end sales for project below a certain threshold • Responding to the RFP’s that come through website and forwarded to me.