Aparajita Joshi
Bangalore
Summary
Experienced sales professional with twelve years of success in frontline sales across Digital Natives, SMBs, Indian MNCs, and Global Accounts. Recognized for consistently exceeding sales quotas and delivering on KPIs in roles driving revenue for products, services, and cloud solutions. Skilled in building trust with C-level executives, value selling, and cultivating long-term partnerships. Expertise includes managing unicorns in eCommerce, fintech, OTT, gaming, health-tech, internet, and AI startups. Proven track record in leading strategic partnerships involving product integration GTM, revenue sharing, and investments. Over seven years of experience in Greenfield initiatives and account expansion, specializing in land-and-expand strategies.
Overview
11
11
years of professional experience
Work History
Account Executive, Digital Native Unicorns
Microsoft India
07.2023 - Current
- Managed engaged and inactive Azure Unicorn accounts, including Meesho, Carestack, PayU Payments, Amagi, MPL, NoBroker, Acko Insurance, and Digit Insurance
- Identified customer priorities and developed workflows to drive engagement in inactive Azure accounts
- Mapped customer hierarchies and influenced decision-making through the OneMicrosoft approach
- Led a $50M equity-based MACC discussion for an AWS takeout for MPL against GCP, with co-build on Playfab
- Achieved 110% ACR over baseline and 124% on billed revenue, with 135% and 148% recapture rates for two renewals (FY23-24, Microsoft India)
- Promoted to Senior Account Executive in FY24 (Microsoft India)
Account Executive, B2C Business, Digital Natives
Microsoft India
07.2022 - 06.2023
- Responsible for growing Microsoft’s presence in select Unicorn B2C accounts within the Digital Natives segment
- Spearheaded a gaming partnership involving co-build, investment, and GTM alignment for a multi-year EA
- Opened engagements of over 70% of accounts with minimal baseline
- Leveraged One Microsoft best practices to drive opportunities across ISV Marketplace and Azure Core Revenue
- Contributed to a major DC-to-cloud migration deal for an e-commerce platform founded by an influential HNI, securing L1 in the bid despite a competitive loss on CXO decision
ISV and One Microsoft BD and Account Management for Early and Emerging Startups
Microsoft India
08.2021 - 06.2022
- Supported high-growth ISV startups in B2B/B2B2C sectors, introducing advanced technologies like Voice AI, IoT Mesh, and Metaverse to enhance workflows and create new market opportunities
- Delivered 105% YoY growth and added $200K MRR within six months (FY21-22, Microsoft India)
- Scaled three startups to Managed ISVs with >$100K ARR each in eight months
- Built a Partner Ecosystem with premium consulting partners (G7CR, Rapyder, Xencia, Celebaltech)
- Created playbooks for industry-specific selling and mentored teams for smarter sales execution
Account Management for Territory Accounts and Startups Business
Amazon Web Services
10.2017 - 07.2021
- Greenfield Account Executive for Startups across North and South India, driving SaaS tech stack co-innovation for $10K+ MRR clients with AWS
- Managed a $17M pipeline, led a team, and achieved 200%+ revenue growth in FY21
- Built a Tier-II Partner Ecosystem with partners like I2K2 and Rapyder
- Consistently exceeded KPIs, delivering 236% sub-territory growth in FY18 and 105% in FY19
- Won APAC and India Customer Obsession Awards (2018, 2020)
- Secured major deals, including Inshorts ($516K ARR) and Mitron TV ($200K ARR)
- Introduced best practices like 'Know Your Architecture' campaigns and OTT Playbooks
Associate Director, Client Success
CloudCherry (now Cisco CEM)
01.2017 - 09.2017
- Customer Relationship Manager and SPOC for product engagements, customer journey planning, and CEM orchestration
- Led a team of 4 AMs managing accounts across India and enabled client onboarding, account setup, and operational efficiency
- Worked with clients like Yatra, Makemytrip, Vistara, VLCC, Modi Group, and Lenskart on Customer Experience programs
Strategic Account Manager, Globals vertical
Dimension Data India Pvt. Ltd.
10.2014 - 12.2016
- Managed IT/ITES, Pharmaceutical, Automobile, and Manufacturing accounts, handling farming and hunting roles with multi-region interactions
- Closed two major deals with Toyota, transitioning them from Lotus Notes to M365 and driving Work Style Innovation
- Achieved 200% Services Quota in FY16
- Revived dormant accounts, scaling business by 100%+ across LOBs and licensing
Client Manager, Enterprise vertical
Dimension Data India Pvt. Ltd.
09.2013 - 09.2014
- Managed multi-LOB solutions and services for enterprise accounts in manufacturing, real estate, and pharmaceuticals
- Revived dormant accounts into profitable ones across networking, communications, and End User Computing
- Built strong client relationships, securing the first right of refusal for deals
Education
MBA-Marketing -
Christ University Institute of Management
01.2013
B.E - Computer Science
S.D.M.C.E.T
Dharwad, Karnataka01.2010
XII -
St. Thomas central school
TVM, Kerala01.2006
X -
St. Thomas central school
TVM, Kerala01.2004
Skills
- Growth mindset
- Account planning
- Market development
- Business Presentation skills
- Good communication skills
- Competitor tracking
- Customer relationships
- Persistence
- Positive attitude
- Adaptive and agile
Accomplishments
• Customer Obsession Award: Recognized for exceptional client engagement and advocacy as the Voice of Customer (AWS India, 2018 & 2020)
• Quota Achievement: Achieved 106% of quota and 244% of Services quota for FY16 (Dimension Data India)
• Exceeded Service Quotas: Surpassed 100% of Services quota in 2015 and achieved 93% of overall quota for FY15 (Dimension Data India)
• Top Sales Achiever Awards: Awarded “Top Sales Achiever” (Q1 FY16) and “Top Sales Achiever - Innovation” (FY15) at the regional forum (Dimension Data India)
• Professional Services Deal: Recognized for securing the region’s largest Professional Services deal in September 2015 (Dimension Data India)
Affiliations
· Sponsoring a child's education and meals through Smile Foundation (Smile India Trust) [2024]
· Donate every year under Microsoft #GIVE campaign to selected charity [Yearly]
· Monthly donation to GreenPeace Foundation for environmental campaigns [Started 2014]
· Donation to Railway Children India Foundation [2023]
· Annual Donation to Milaap Org [Started 2020]
· Volunteered with Cry Foundation on multiple events (Painting School walls, Desginated village / city area cleaning, Teaching children in Bangalore) [ 2012-2016]
Timeline
Account Executive, Digital Native Unicorns
Microsoft India
07.2023 - Current
Account Executive, B2C Business, Digital Natives
Microsoft India
07.2022 - 06.2023
ISV and One Microsoft BD and Account Management for Early and Emerging Startups
Microsoft India
08.2021 - 06.2022
Account Management for Territory Accounts and Startups Business
Amazon Web Services
10.2017 - 07.2021
Associate Director, Client Success
CloudCherry (now Cisco CEM)
01.2017 - 09.2017
Strategic Account Manager, Globals vertical
Dimension Data India Pvt. Ltd.
10.2014 - 12.2016
Client Manager, Enterprise vertical
Dimension Data India Pvt. Ltd.
09.2013 - 09.2014
MBA-Marketing -
Christ University Institute of Management
B.E - Computer Science
S.D.M.C.E.T
XII -
St. Thomas central school
X -
St. Thomas central school
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