Avaneesh Kulshrestha

• Developed ICP: Carved out Ideal Customer Profiles (ICP) based on deals closed in SMB and Mid-Market segments, enhancing GTM strategy and driving targeted growth.
• Aligned sales and marketing teams to execute business plans and unlock revenue opportunities by identifying and executing growth strategies in sync with the ICP.
• Created comprehensive training plans covering modern data warehouse concepts, analytics stacks, data pipelines, databases, and distributed technologies like Kafka and Spark.
• Conducted enablement sessions on sales processes, marketplace strategies, competitor awareness, and sales methodologies, significantly improving team performance and market readiness.
• Developed and distributed comprehensive Product Notes on a monthly basis for new feature releases, ensuring timely communication to all customers.
• Led the end-to-end management of customer case studies, including customer identification, customer interviews, content creation, and publication to showcase product impact and success stories.

• Strategized with the National Sales Head to identify and prioritize growth/revenue levers aimed at achieving quarterly/annual targets.
• Led Cross-Sell expansion charter and guided Sales team to implement strategies for funnel expansion, which resulted in an increase in pipeline addition by 40% on a quarterly basis.
• Charted out the next course of actions and unblocked high-value deals by leading discussions between Sales Heads and Management (CXOs).
• Led cross-functional teams comprising Customer Success, Sales, and Integration to unblock clients facing product usage issues.
• Set up a process for tracking support requests from Sales across various teams (Customer Success, Finance, Legal, etc.) for winning key deals or supporting existing clients.
• Created executive reports and dashboards to present insights into key sales performance metrics (revenue, funnel/pipeline, conversion%, etc.).
• Built end-to-end Salesforce processes and sales collaterals for Clear Invoice Discounting product (Clear ID) to facilitate GTM, funnel tracking, and order booking.
• Conducted monthly training sessions on Clear ID product features and demos to enable the Sales team on the product.
• Collaborated with Product and Engineering teams on defining and launching new features in the product.

Achievements

• Increased the revenue of Clear ID by 3X within the Financial Year 2022-23.
• Achieved the Enterprise sales target of 95% for my POD for the quarter Q4, FY 2022-23.
• Conceptualized and developed distribution channel for ClearTax financial products (lending) via Tax Experts.
• Finalized commercials, lending policy, and digital customer journey for Clear Business Loans by coordinating with external stakeholders (lending partners).
• Onboarded two NBFCs to facilitate distribution of lending products (Business Loans) via TaxExperts

• Conceptualized and created a customer buying journey to enable the purchase of insurance products by guiding design and product teams.
• Led discussions with the Legal team to steer policy and agreement discussions, and facilitate agreement closures.
• Reported weekly performance metrics (funnel conversion, sales, CSAT, etc.) to senior management and discussed strategic initiatives around the category.
• Led discussions with insurers to build on future roadmap of products and facilitate daily operations.
• Successfully launched assisted sales operations for selling insurance policies to customers through tele-sales (apart from the organic channel).
• Liaised with the Marketing and Analytics team to segment and target the right audience through digital channels and analyze the effectiveness of marketing campaigns.

Achievements

• Launched Bite-Sized insurance products for Ola riders and generated monthly revenue of ~INR 3 Cr.
• Increased the revenue of a health insurance product by 80% in 3 months (December to February) by product page improvements, pitch adjustments, and targeting the correct persona.

• Led sourcing projects across multiple categories like capital equipment, travel, and general services.
• Proposed sourcing strategies for spend of $350 MM under scope for Fortune 500 clients.
• Interacted with key stakeholders (CxO level) across the US and India to understand business objectives.
• Strategized end-to-end bid management (vendor management, RFP management, pricing, and negotiation).
• Formulated category-specific playbooks detailing best practices and sourcing levers for clients' perusal.
• Liaised with stakeholders to identify sourcing projects for GEP (Business Development with client).

Achievements

• Identified 7 sourcing projects with a total annual spend of $150 MM through stakeholder discussions.
• Achieved annual savings worth $10 MM through supplier negotiations and demand management.

• Developed advanced statistical models to reconcile client's marketing initiatives to its financial returns.
• Calculated and communicated analytical results, recommending robust marketing adaptations to the client.
• Spearheaded patient-level analysis to understand the longitudinal journey of patients over the treatment period.
• Gained recommended proficiency level in tools like MS Excel, PowerPoint, SAS, and SQL.
• Prepared a comprehensive training material for new recruits, which reduced onboarding time by 50%.