Growth Accelerator's mission is twofold: Help B2B SaaS companies understand and articulate the business value of their solutions to their customers AND Help enterprises that are buying tools, technology, and training to measure and know the value of their strategies and initiatives Founder and Principal 2019 - Current
•Co-founded GA and served 33 clients till date by helping them set up a sustainable value based selling process
•Supported clients with executing facing business cases in 100+ sales deals leading to $10M+ ACV impact
•Grew business from scratch to $1.1M+ revenue through hands on sales, marketing, delivery, and client success
•Trained client sales and customer success teams on ROI selling and built ROI based customer success stories
•Built a SaaS product (to visualize ROI of solutions) and secured two paying and renewing customers

Qubole's cloud based big data platform enables companies to accelerate time to value and optimize costs from their big data, AI, machine learning and advanced analytics initiatives Global VP, Business Value Engineering 2018 - 2019
•Founded the Business Value Engineering (BVE) team to transition company from technical to value based sales
•Played a critical personal role in driving 11 $500K+ ACV deals (net news and upsells) within first 9 months
•Built and scaled Value Realization reports (metrics, trends, TCO and business impact) across 40 Customers
•Created a detailed Customer 360 dashboard for customer facing teams to improve renewals, upsells & support

Part of Coupa's Core Team that built and scaled Coupa ground up to a >$4B market cap public company
•Led a global Business Value team to collaboratively build 200+ Executive facing business cases annually with companies to drive consensus and an economic justification for their investment in Coupa's platform
•Deliverables include "what's in it for me" for different Executive stakeholders, benefits / costs / NPV / ROI, total cost of ownership, competitive differentiation, proof points and how projected value will be realized
• Value team drove 4X higher win rates, >100% larger deal size and 30% faster sales cycles
• Drove Value realization with customers - success KPIs, diagnostic / process metrics, quantifiable success stories; common value language and metrics during sales cycle, implementation and after go-live
• Partnered with Sales Leadership on strategies for sales success in a high growth (>60%) environment; focused on hiring, pipeline generation, sales enablement, sales executi

Led a team of VE experts to enable and grow SAP's focus areas of Big Data, Analytics, Mobility & Cloud
● Created 100+ customer validated use cases for meaningful business impact using above technologies
● Executed 30+ Innovation workshops at strategic customers to establish SAP as a partner for Innovation leading to deeper value discovery sessions and ultimately revenue and incremental sales pipeline for SAP
•Hired and mentored top talent into the organization – 4 out of 5 hires became top performers within a year

Led 60+ customer engagements to drive $100 M+ SAP license revenue using air tight business cases
•Consistently outperformed metrics, won quarterly awards, and was invited to multiple Winners Circle
•Identified as High Potential Top Talent within SAP (top 2% of SAP's global 50,000+ workforce)

Led implementation of requirements related to Basel II capital adequacy regulations at a leading US bank
● Translated positions of multiple stakeholders such as senior management, nine lines of businesses, internal audit, IT and external regulators to execute deliverables under time pressure
● Identified $500
● of new market opportunities for the aftermarket division of a heavy duty truck OEM
•Developed and obtained CEO approval for a high-profile integrated go-to-market program for a heavy duty truck manufacturer and its captive financing arm. Program led to improved penetration of targeted segments PRIOR EXPERIENCES:

• Managed cross-functional team of Marketing, Manufacturing, Legal on new product launch projects
• Provided engineering expertise to USG’s 25 manufacturing plants leading to annual cost savings of $1 million
• Won the 2001 Annual USG Corporation Technology Award for achieving annual cost savings of $3M
• Designed, patented and implemented an innovative gypsum slurry mixing technology to reduce costs

• Developed analytical tools to improve product features of Aspen Plus process engineering software
• Collaborated with a Lead Team to develop a windows based graphical user interface for Aspen Plus