Ajay Upadhyaya
Bengaluru
Summary
Result-oriented Product Marketing Specialist with extensive experience in global product positioning, GTM strategy, and sales enablement for SaaS and B2C products. Proven success in enhancing market visibility, improving brand awareness, generating revenue and increasing sales effectiveness. Skilled in developing impactful value driven marketing collateral, managing end to end customer proposals, conducting extensive market and competitive research and cross collaborating across various stakeholders. Adept at boosting lead conversions and achieving significant market share growth.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Senior Product Marketing Specialist
WiseTech Global
12.2020 - Current
- Collateral Development: Developed global product positioning and collateral content across different formats including solution decks, video scripts, case studies, whitepapers, e-books, product sheets, website content etc
- GTM Strategy: Worked on creating detailed GTM plans to promote new and existing products to core target audiences.
- Sales Enablement: Equipped global sales team with over 85+ tailor-made solution and market decks, 50+ competitive battle cards, and comprehensive market research, which led to a 30% improvement in sales effectiveness.
- Analyst Relations: Successfully positioned solution in Gartner Magic Quadrant surveys three years in a row (since 2022) and two separate Gartner market guides (in 2021 and 2023), enhancing company's visibility and credibility in the industry
- Awards Submissions & Recognition: Successfully secured multiple industry awards and recognitions for the company by crafting persuasive write-ups and strategic positioning in award submissions, enhancing the company's reputation and credibility.
- Demand Generation: Collaborated with demand generation team to assist with 25+ campaign and event-specific content projects. Developed product-centric newsletters and e-mail campaigns, boosting lead conversion rates by 20%
- Pre-Sales: Streamlined end-to-end proposal response process and led proposal management initiatives, including responding to 90+ RFIs/RFPs, creating winning proposal decks, providing pricing support, and other ad-hoc support, contributing to closure of 15 major deals valued at over $8 million
- Training & mentoring: Created a detailed product training plan for onboarding new hires and conducted 20+ ongoing mentoring sessions.
Pre Sales Consultant
Kantar
10.2019 - 04.2020
- Pre-Sales: Managed over 10 RFPs of Fortune 500 companies by understanding client requirements and created customized proposal reponse, which included solution approach, capabilities, design mockups, case studies, timelines, and costing, leading to 20% win rate.
- Product Marketing: Developed over 10 case studies based on successful project implementations, and created compelling marketing collateral content, including 4 product video scripts, 3 product brochures, and 15+ solution decks, resulting in 20% increase in marketing engagement.
- Secondary Research: Conducted thorough secondary research to stay updated with latest market offerings and industry trends and provided insights that informed strategic decisions and enhanced competitive positioning
Senior Marketing Executive (Product Marketing)
Essilor
07.2017 - 10.2019
- Managed the entire product lifecycle from Product Planning, Market Research, Go-To-Market strategy, Branding, Distribution strategy, and Product launch. The product achieved 23% market share within six months post launch.
- Developed a comprehensive pricing strategy for entire product range, resulting in 15% increase in Average Selling Price (ASP) and optimized product mix that boosted overall profitability by 18%
- Collaborated with creative agency to work on key product communication materials like Product Brochures, Sales Collaterals, Price List Design and Layouts, Signage, Demo Tools, Key Visuals, Logo design etc
- Successfully set up 100 Crizal Expert Stores across Chennai, creating a unique brand identity that led to 11% quarter-on-quarter (QoQ) growth in value across these stores
- Executed setup, launch, and training for the first Vision Studio shop-in-shop retail concept in Hyderabad, resulting in a 24% year-on-year (YoY) growth in store value business.
- Spearheaded reporting of country's performance in the AMERA region and also responsible for presenting key data driven analysis and insights on brand performance to top management.
Education
MBA - Marketing
Christ University
Bengaluru, KA01.2017
B.Sc - Biotechnology
Manipal University
Manipal, KA01.2015
Skills
Product Marketing
- GTM (Go-to-Market)
- Marketing Strategy
- SaaS Marketing
- Sales Enablement
- Retail Marketing
- Demand Generation
- Collateral Development
- Product Communication
- Product Launch
- Market Research
- Data Analysis and Reporting
- Pre Sales
Certification
- Brand Management - Aligning Business, Brand and Behaviour, a specialization course issued by London Business School (September, 2020)
- Google Digital Garage: The Fundamentals of Digital Marketing (November, 2020)
Accomplishments
- Won the Medallion award in Blume Global in Q2 2021 and Q3 2022 for contributions to the marketing team
- Won the Essilor Certificate of Innovation for Significant Contribution to Marketing Team in Jan 2019
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Timeline
Senior Product Marketing Specialist
WiseTech Global
12.2020 - Current
Pre Sales Consultant
Kantar
10.2019 - 04.2020
Senior Marketing Executive (Product Marketing)
Essilor
07.2017 - 10.2019
MBA - Marketing
Christ University
B.Sc - Biotechnology
Manipal University
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