MS Office
Alok Kumar
Engagement Manager / Delivery Management (Research & Consulting)
Bengaluru
Summary
Strategic and dynamic leader with over nine years of experience in research and management consulting, currently leading the Braindesk Sales Business Unit at Draup. Proven expertise in driving substantial business growth and operational efficiency across multiple locations, managing a diverse team of over 100 professionals. Skilled in fostering robust stakeholder relationships, enhancing customer engagement through innovative Account-Based Marketing initiatives, and delivering high-impact workshops and webinars. Holds an MBA from IIM Indore, with a strong focus on achieving exceptional business outcomes and continuous personal and professional development.
Overview
10
10
years of professional experience
Work History
Delivery Manager
Draup
08.2022 - Current
- Directed Braindesk Sales (Research & Consulting) at Draup for Sales, leading a diverse team of ~100 across three locations, encompassing Senior Consultants, Consultants, Account Managers, Analysts, and Researchers
- Orchestrated end-to-end customer relationships with over 120 leading IT, ER&D, and Contact Center Service Providers, enhancing their understanding of market dynamics and client insights, thereby driving their Account-Based Marketing strategies
- Fostered strategic relationships with key decision-makers, enhancing customer engagement through regular cadence meetings and quarterly business reviews, which significantly boosted upselling and cross-selling of new reports and services
- Led design and delivery of workshops and webinars on ABM frameworks, technology trends, and Draup platform capabilities, achieving fourfold increase in audience engagement within single quarter
- Managed business unit's profitability by streamlining hiring, automating workflows, and introducing chargeable custom reports with new templates and frameworks that provided substantial added value to customers
- Spearheaded automation of account reporting processes, reducing report creation team size from 30 to 5, while enhancing platform utilization and operational efficiency across sales team
- Established rigorous operational processes and performance reviews to ensure optimal sales pipeline management and customer satisfaction, in addition to overseeing recruitment, training, and development within business unit
Consultant (Strategic Research & Advisory)
RocSearch
01.2021 - 07.2022
- Led diverse end-to-end client projects, handling tasks from proposal creation and team staffing to project execution and post-project support, across various industries
- Developed expertise in major secondary research databases including Capital IQ, Factiva, Thomson Eikon, and Tracxn
- Directed comprehensive due diligence project for e-commerce analytics sector in India, which included market sizing, ecosystem analysis, competitive landscape assessment, and identification of potential acquisition targets
- Conducted in-depth market study of premium chocolate segment in U.S., analyzing consumer trends, business models, innovations in packaging and ingredients, and identifying market opportunities for growth
- Analyzed global best practices and policies of key government and non-profit organizations aimed at supporting SME community
- Led benchmarking study of U.S. digital marketing industry, evaluating performance and strategies of full-service agencies, specialized firms, and media houses
Manager
Tracxn
09.2018 - 02.2020
- Directed team of Sector Specialists across multiple industries, including Automotive, Consumer Goods, Retail, and Education, improving team efficiency and market coverage
- Established and led Customer Success team, training and mentoring staff to enhance customer satisfaction and cut churn rate by 50% within three months
- Enhanced internal operations and business frameworks, leading team of six managers and over 25 team members to optimize resource utilization and reduce operational waste
- Conducted monthly performance reviews, developing targeted improvement plans to elevate team capabilities and outcomes
- Collaborated with senior leadership to spearhead and implement strategic projects across new product development, recruitment, training, and report generation
- Launched company’s Cap Table feature across 10+ geographies, which significantly contributed to 30% revenue increase over previous quarter through new account acquisitions
Senior Analyst
Tracxn
09.2016 - 08.2018
- Spearheaded Automotive sector at Tracxn as subject matter expert and primary point of contact, successfully launching comprehensive landscape analysis covering over 20,000 companies globally
- Conducted advanced analysis of emerging technologies and industry trends, including autonomy, IoT, AI, electrification, and shared mobility, segmenting Automotive industry into critical sub-sectors such as Autonomous Vehicles, Connected Vehicles, and Electric Vehicles
- Delivered strategic consulting services to clients including VCs, PEs, and automotive firms, identifying lucrative global investment opportunities using proprietary company rating system and crafting tailored reports such as due diligence, competitive analyses, and sector insights
- Collaborated closely with business development team to onboard new clients, providing expert demonstrations and maintaining ongoing relationships with key automotive clients
- Partnered with marketing team to produce influential sector reports and responded to client requests for custom reports and detailed competitive landscape analyses
Functional Consultant
Deloitte
09.2014 - 08.2016
- Spearheaded consulting engagement for major U.S. technology products and services provider, significantly enhancing their supply chain processes
- Conducted in-depth analysis of client business processes to identify improvement opportunities, leveraging insights from industry trends to support Deloitte's go-to-market (GTM) strategies
- Facilitated requirement gathering through workshops and client interviews, conceptualizing solutions and overseeing requirement management throughout SDLC
- Implemented Global Trade Management compliance and streamlined supply chain operations (Order Management, Purchasing, Inventory) in Oracle EBS across three continents, enhancing process automation and legacy system replacement.
- Designed and executed comprehensive test scenarios for various SCM modules in Oracle EBS and Oracle GTM, including client demonstrations to ensure system comprehension and alignment
- Developed and delivered training for technical resources to close gaps between technical capabilities and functional needs in supply chain operations
- Contributed to research and development of white papers and internal collateral, enhancing knowledge sharing and thought leadership within Deloitte
- Received specialized training in Oracle Cloud Procurement, further enriching professional expertise and technical proficiency
Education
MBA - Marketing & Strategy
Indian Institute Of Management (IIM)
Indore 08.2012 - 2014.04
B.Tech - Computer Science
KIIT University
Bhubaneswar 08.2008 - 2012.05
Skills
Software
Tracxn
Draup for Sales
ChatGPT
Timeline
Delivery Manager
Draup
08.2022 - Current
Consultant (Strategic Research & Advisory)
RocSearch
01.2021 - 07.2022
Manager
Tracxn
09.2018 - 02.2020
Senior Analyst
Tracxn
09.2016 - 08.2018
Functional Consultant
Deloitte
09.2014 - 08.2016
MBA - Marketing & Strategy
Indian Institute Of Management (IIM)
08.2012 - 2014.04
B.Tech - Computer Science
KIIT University
08.2008 - 2012.05
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