Abhijit Kumar

• Exceeded goals by achieving 140% of SQL targets through strategic outbound prospecting across phone, email, LinkedIn, and virtual meetings.
• Generated 110+ qualified Enterprise/DN opportunities annually across Security, Cloud, CDN, API Security, WAF, DDoS Protection, and Zero Trust (ZTNA) solutions through targeted account-based prospecting.
• Accelerated pipeline creation by partnering with Account Executives and Solution Engineers & Marketing,contributing to pipeline goals through effective discovery and technical qualification.
• Improved pipeline quality by qualifying 25–35 SQLs per quarter using consultative discovery while maintaining CRM data accuracy.
• Expanded Enterprise/DN engagement by identifying 3–5 new buying centers per strategic account and building relationships with C-level, Security, Cloud, and Infrastructure leaders.
• Supported upsell and cross-sell initiatives by uncovering customer challenges, contributing to 20+ expansion opportunities annually across Enterprise & DN accounts.
• Increased engagement with target accounts by collaborating on 15+ Field campaigns and webinars annually, driving qualified pipeline growth.
• Delivered 30+ presentations and solution demos quarterly , translating complex cybersecurity and cloud challenges into business outcomes for enterprise customers.

• Contributed to 120%+ of quarterly SQL goals by partnering with Account Executives to execute territory plans and drive opportunity progression.
• Generated 15+ qualified enterprise opportunities quarterly within strategic BFSI accounts by engaging Security, DevOps, Cloud, Infrastructure, and Fraud leaders.
• Expanded enterprise account coverage by identifying 3–5 new buying centers per strategic account and cultivating relationships with key stakeholders.
• Created 10+ upsell and cross-sell opportunities by addressing customer challenges in application delivery, security, and digital transformation.
• Increased engagement across strategic accounts by supporting 5+ ABM campaigns and customer webinars quarterly with Sales and Marketing.

Business Development Executive | Rakuten | [Employment Dates]

• Expanded Rakuten's API Management footprint across India by managing full sales cycle from prospecting to deal closure, securing enterprise accounts.
• Generated and progressed 30+ enterprise opportunities annually by helping organizations define API strategies around discovery, governance, analytics, and monetization.
• Increased enterprise adoption by aligning API management solutions with customers' digital transformation and business objectives through consultative selling.
• Strengthened market presence through collaboration with Marketing to execute 15+ webinars, industry events, and digital campaigns, enhancing brand awareness and generating qualified pipeline.
• Built long-term relationships with C-level and technical stakeholders, accelerating customer engagement and supporting strategic account growth.

• Generated 50+ qualified cloud opportunities annually across South India by introducing enterprise customers to Google Cloud Platform (GCP) solutions.
• Accelerated new logo acquisition and expansion by qualifying customer cloud requirements and identifying upsell and cross-sell potential for corporate segment.
• Conducted 10–15 customer meetings weekly to educate prospects on GCP services, including Kubernetes, Anthos, App Engine, Cloud Storage, Analytics, and AI/ML offerings.
• Improved sales velocity by partnering with Inside Sales Representatives to qualify opportunities and progress customers through the cloud adoption journey.
• Enhanced territory coverage through collaboration with 10+ Google Cloud technology and services partners, identifying co-selling opportunities and strengthening partner-led pipeline.
• Expanded market engagement by supporting 15+ customer events, webinars, and demand-generation campaigns in collaboration with Marketing, Startup, and Solutions teams.
• Streamlined solution alignment by coordinating with cross-functional teams to map Google Cloud capabilities to customers' business and digital transformation goals.