Salesforce
AAKASH KUMAR
Sales Leader | Enterprise GTM & Partnerships | SaaS | CPaaS | UCaaS | CCaaS | CX Platforms
Delhi NCR
Summary
Senior Sales Leader with 20+ years building enterprise revenue across Telecom, SaaS, CPaaS, UCaaS, CCaaS, and emerging Identity and Trust-Tech platforms. Career defined by a deliberate progression from deep telecom ecosystem roots at Vodafone, through CPaaS and business messaging scale-up at Infobip, to commercialising next-generation communication channels at Truecaller across Business Messaging, Verified Business, Voice AI, and Dialing Intelligence. Consistent track record of creating new revenue lines from zero, opening strategic alliances, and scaling ecosystem-led growth through partner and direct channels. Proven at winning large transformational deals through competitive displacement, engaging CXO and Board-level stakeholders with strategic narratives, and building high-performance cross-functional teams aligned to customer success and revenue overachievement.
Overview
2
2
Languages
3
3
Certifications
23
23
years of professional experience
Work History
Head of Partner Business - Enterprise GTM
Truecaller
09.2025 - Current
- - Built and scaled a partner-led enterprise GTM motion against an INR 18 Cr annual new business target; delivered INR 3.5 Cr realized revenue within Q1 through strategic GTM alignment and ecosystem-driven sales motions.
- - Closed Truecaller's first international Business Messaging partnership with Bird - expanding global enterprise messaging capabilities and strengthening international partner ecosystem strategy.
- - Signed and operationalized domestic Business Messaging partnerships with Route Mobile, Sinch, Gupshup, and Netcore Cloud, accelerating channel-led revenue and enterprise adoption.
- - Built the Business Messaging revenue charter from scratch with an INR 33 Cr annual target; currently trending at approx. INR 65L MRR with approx. 20-25% month-on-month growth, projecting a year-end close of approx. INR 31-34 Cr.
- - Revived dormant strategic partnerships, driving incremental revenue growth through commercial restructuring and executive stakeholder alignment, enhancing GTM engagement models.
- - Designed CY2026 partnership strategy for Business Messaging and Verified Business portfolios, incorporating quota planning and transfer pricing frameworks to support scalable GTM structures.
- - Drove cross-sell motions across Voice, Messaging, Verified Business, and CX offerings, increasing enterprise wallet share and multi-product adoption through partner channels.
- - Commercialized Truecaller's identity and trust-tech portfolio - Verified Business, Verified Banners, and Dialing Intelligence - as enterprise-grade communication channels, establishing new revenue streams.
- - Pioneering go-to-market for Voice AI Calling solutions, building strategic alliances across CPaaS, telecom, and contact center ecosystems to unlock a high-growth emerging channel.
Business Head - Converged Communication (Cloud and Platform)
Tata Tele Business Services
12.2024 - 09.2025
- - Led cross-functional teams of Account Managers and Product Sales Experts to drive sales performance and customer experience in the Cloud and Platform business.
- - Established Business Communications revenue stream focused on SaaS, UCaaS, and CCaaS solutions.
- - Developed and executed go-to-market strategies that expanded revenue streams and enhanced customer experience across enterprise segments.
- - Secured new business acquisition, expanded accounts, and retained customers through strategic tech partnerships and targeted engagement initiatives.
India Business Head - Retail, e-Commerce and FMCG
Infobip India Pvt. Ltd.
01.2023 - 12.2024
- - Achieved 33% year-over-year revenue growth and 27% bottom-line growth in 2023; grew margin from 21% (2020) to 34% YTD (2024) through strategic sales execution and forecasting.
- - Spearheaded enterprise sales across India with P&L ownership; generated EUR 5.18Mn revenue with EUR 1.51Mn gross profit.
- - Led business development and account expansion in retail, e-commerce, and FMCG verticals, implementing product mix strategies across SaaS, PaaS, and professional services to drive revenue growth.
- - Mentored team of account executives and customer growth partners, achieving client acquisition and portfolio expansion in Tier-1 and mid-market segments.
- - Secured and expanded enterprise accounts through cross-sell and up-sell strategies, increasing customer lifetime value and strengthening client relationships.
Enterprise Team Leader - Sales and Customer Success (North-East)
Infobip India Pvt. Ltd.
06.2018 - 12.2022
- - Built the enterprise business ground up in the North East region - transforming a wholesale aggregator-dependent model into a direct enterprise sales engine with marquee client relationships.
- Contributed to the pilot team that established Infobip's Customer Success function in India, defining the framework adopted org-wide.
- - Built the enterprise business ground up in the North-East region - transforming a wholesale aggregator-dependent model into a direct enterprise sales engine with marquee client relationships.
- - Expanded portfolio from EUR 1.2Mn to EUR 3.7Mn over three years, achieving 87% revenue growth in 2022 and 54% in 2021.
- - Implemented omnichannel and solution-selling strategies, increasing margins from 21% to over 30% while scaling revenue.
- - Onboarded and managed key clients such as Uber, Samsung, LG, Airtel, Coca-Cola, Paytm, Indian Oil, Yatra, Cashify, and Indiamart.
- - Part of the pilot team that established Infobip's Customer Success function in India, helping define the framework adopted org-wide.
National Account Manager | National Service Manager | Relationship Manager
Vodafone India
11.2006 - 05.2018
- National Account Manager - Government Business
- - Led demand generation efforts by collaborating with public sector partners and consultants, managing RFPs and bid responses to secure new business across revenue streams.
- - Developed and executed bid management strategies ensuring submission of high-quality, competitive RFP responses.
- - Built and maintained strategic relationships across government accounts, expanding Vodafone's footprint in the public sector.
- National Service Manager - Strategic Accounts, Vodafone Global Enterprise
- - Drove national service management strategies safeguarding revenues from high-profile global accounts including Coca-Cola, PepsiCo, Microsoft, Nokia Siemens Networks, Ernst and Young, and Bank of America.
- - Ensured Vodafone Global Enterprise met service obligations to allocated customers, enhancing customer retention and experience.
- - Maintained revenue churn below 1% while achieving 36% margin through strategic cross-sell of Data Services and Mobility and Roaming Solutions.
- Relationship Manager - Consumer and SME
- - Managed a portfolio of 1,000+ customers including 250+ SME clients and 750 HNI accounts - cultivating deep relationships and ensuring consistent engagement and satisfaction.
- - Sourced new accounts and expanded penetration of Data/3G products through targeted value-added service initiatives.
- - Drove cross-sell and upsell of mobile email, BlackBerry, SMS solutions, new voice connections, and handsets across existing and new customer accounts.
Tech Lead - Microsoft Operations
Wipro BPO Solutions
02.2003 - 04.2006
- - Directed technical operations for Microsoft-aligned BPO function; managed team performance and client SLAs.
Education
Bachelor's - Information Technology
Manipal Academy of Higher Education
01-2003
Higher Diploma - Software Engineering
Aptech Computer Education
01-2002
Skills
Sales and GTM: Enterprise Sales Leadership Solution Selling Competitive Displacement New Business Development CXO and Board Engagement Revenue Forecasting Quota Planning Sales Operations
Partnerships and Ecosystem: Partner GTM Strategy Channel Development Transfer Pricing Lead Management Systems Partner Governance International Partnerships
Software
Power BI
Qlik Sense
ChargeBee
Atlassian
Certification
Enterprise Design Thinking Practitioner
Timeline
Head of Partner Business - Enterprise GTM
Truecaller
09.2025 - Current
Generative AI for Business Leaders
04-2025
Strategies for Successful Change Management
04-2025
Business Head - Converged Communication (Cloud and Platform)
Tata Tele Business Services
12.2024 - 09.2025
India Business Head - Retail, e-Commerce and FMCG
Infobip India Pvt. Ltd.
01.2023 - 12.2024
Enterprise Design Thinking Practitioner
01-2020
Enterprise Team Leader - Sales and Customer Success (North-East)
Infobip India Pvt. Ltd.
06.2018 - 12.2022
National Account Manager | National Service Manager | Relationship Manager
Vodafone India
11.2006 - 05.2018
Tech Lead - Microsoft Operations
Wipro BPO Solutions
02.2003 - 04.2006
Higher Diploma - Software Engineering
Aptech Computer Education
Bachelor's - Information Technology
Manipal Academy of Higher Education
THOUGHT LEADERSHIP AND MEDIA FEATURES
- Hyper Personalisation with AI-Powered Chatbots - Express Computers, Revolutionising Retail Customer Experiences (Oct 2023)
- AI and Analytics in Retail - Times Now News, Elevating CX with Intelligent Strategies (Dec 2023)