AVIRAL UPADHYAY

Key Account Manager
Jul 2024 – Present

• Managing 100+ enterprise accounts as a Key Account Manager, ensuring strategic relationships and long-term value creation.
• Conduct regular face-to-face client meetings to build trust and strengthen partnerships, focusing on large-scale infrastructure needs.
• Supporting L&T Cloudfiniti’s strategic investment (~25% stake) in E2E and collaborating on government cloud projects, including solution scoping, joint GTM, and proposal structuring.
• Co-leading joint pitches for the "TIR AI" platform, an end-to-end AI/ML lifecycle solution enabling fine-tuning, inference, collaboration, and model deployment at scale.
• Active in community and brand evangelism, including:
• Hosting monthly “AI DAY” events in Mumbai with 100+ attendees.
• Driving lead generation and brand visibility through events, LinkedIn, and X.
  Partnering with institutions (e.g., IIT Bombay, NMIMS, VESIT) for infrastructure enablement and hackathons.
• Delivering CRM and product onboarding training to new hires.
  Participating in India’s AI Mission initiative, enabling clients to access financial grants and support.

Senior Business Manager
Jan 2022 – Jun 2024

• Successfully onboarded and managed enterprise clients including Uniphore, MOSIP, Hestabit, IIT Bombay, IIIT Bangalore, Quick Ride, Car Dekho, among others.
• Converted top AI-native companies into active customers: Qure.AI, Miko.AI, Crimson AI, Visualdub.AI, Accio.AI, Prisma.AI, Predixion.AI, and more.
• Supported use cases like conversational AI, image classification, speech analytics, robotics, facial recognition, and medical image processing.
• Generated over ₹1 Cr+ in Monthly Recurring Revenue (MRR) consistently.
• Led regional sales teams across Mumbai, Delhi, and Bangalore, coaching BDMs and Inside Sales on deal strategies, automation, and high-value client handling.
• Provided technical guidance during pre-sales—setting up testing infra, benchmarking performance, and migrating client workloads to the E2E cloud platform.
• Oversaw CRM compliance, developed weekly performance dashboards, and conducted client meetings alongside team members when needed.

Business Development Manager
Feb 2020 – Dec 2021

• Initiated cloud IaaS sales through inbound and outbound lead generation, leveraging platforms like LinkedIn Sales Navigator, email campaigns, webinars, and referral networks.
• Managed and mentored Inside Sales team; utilized automation tools such as PhantomBuster, Apollo.io, Tracxn, BuiltWith, and SmartReach to streamline prospecting and outreach.
• Conducted in-person discussions with CXOs, Infra Heads, and IT Managers on cloud adoption, benchmarking against hyperscalers like AWS, Azure, and GCP on cost and efficiency.
• Specialized in the sale of GPU-powered cloud servers (A100, A30, A40, T4, V100) tailored for AI/ML, computer vision, deep learning, conversational AI, and video analytics.

• Create Demand for Strix Cloud Controller and Wireless Access Points (Pointto Point, Point to Multi Point, Outdoor Access Point, Indoor Access Point) products and solutions via E-mail campaigns, phone, social media, digital marketing, client visits etc.
• Successfully deployed Strix Cloud Controller at Maha Media Com (MMC) for precise monitoring bandwidth, data utilization, Graphical representations and other customize requirements.
• Qualify leads and interact with them to convert them in to customers and solicit orders.
• Promptly arrange product demonstration, write proposals, prepare supporting marketing materials, prepare and send quotations and negotiate and bid fortenders. (Participated in Delhi Wi-Fi tender)
• Coordinate internally across various groups to resolve technical queries, successfully execute orders, and receive payments.
• Document all activities and customer interactions in CRM.
• Managing sales and product team related to any on boarding process etc.

• Core Cloud Solutions - Networking management solutions (NMS) & Vulnerability manager (VM).
• Darwin Box - New age cloud based HRMS solutions integrated with artificial intelligence. Complete life cycle of an employee from hire to Retire.
• Cloud based Enterprise Security Chats - WorkApps chat for organizations possessing sensitive Data.
• Set short-term and long-term sales strategies and evaluate effectiveness of current sales programs.
• Recommend product or service enhancements to improve customer satisfaction and sales potential.
• Achievements: Successfully deployed Cloud based Vulnerability manager after successful POC at SBI global factors ltd providing secured platforms to generate certified VAPT reports & other compliance reports etc.

• Company Overview: Mumbai, India
• Quantifies business intelligence with economic models to evaluate new opportunities, presents findings clearly and makes recommendations for action.
• Assists with core business development activities, such as generating pitch decks and communicating with clients and competitors to better understand business trends.
• Seeks out new market insights and business opportunities through research and analysis.
• Looking after Pan India for generating Product Revenue, Coordinating with Data analyst for the inside sales team to connect at specific time.
• Managing sales team, product team, marketing team related to any query, on-boarding process etc.
• Meeting with corporate & Industrial Client.
• Mumbai, India

• Company Overview: Mumbai, India
• Catering Services into Unified Emailing Solutions specifically on Cloud as well as on Private Cloud (IceWarp Data Center). We also provide services on-premise as per RBI Norms.
• Dealing with Customer Relationship Management, Product Evaluation, Product demonstration & product compatibility with the current IT infrastructure, public cloud, and private cloud as well as on-premise setup including Hybrid.
• Creating awareness & full-filling the requirements towards unified emailing solution. Establishing Channel partnership Programme & creating partners across Pan India.
• Meeting with Corporate clients and the decision makers of the organization.
• Research and build relationships with new clients.
• Coordinating with Support Team related to any technical ambiguity, Migration process, demo ids for testing purpose etc.
• IceWarp Enterprise Email solution implementation in Hybrid setup has been declared as winner under the category 'Best Cloud based Enterprise email solution of the year' in the NBFC Tech Leadership awards 2017.
• Mumbai, India

• Company Overview: Mumbai, India
• My job is to get the client onboard by integrating our product onto client's platform (web, mobility etc.) by sharing API for different integration process (.JS, I-frame, Hosted, and SDK etc.) in coordination with Technical team, Product team & Integration team.
• Interacting with Product, Technical & Integration teams during merchant integration process.
• Risk-Management-Interacting with Risk department towards suspicious transactions, charge-backs, Refund related situations etc.
• Helping the merchant understanding product features & usage.
• Maintaining Merchant Relationship by assisting through integration process & analyzing merchant transactions and work towards boosting company revenue.
• Maintaining database of 3800 clients with different verticals including DM, Retailer, SME & Facebook etc.
• Looking after inside sales, relationship, operational service & corporate meeting with potential clients.
• Working on marketing strategies to boost up the transaction volume & user count such as cash back offers, campaigns, special discount in TDR during festive offers.
• Fetching out complete report from customer support queries, feedbacks & make sure to resolve it within 24 hours in coordination with technical, product, integration team etc.
• Mumbai, India

• Company Overview: Bangalore, India
• Client Relationship management, Inventory & Report documentation.
• Working with Client AT&T.
• Providing clients with reports for the clear picture on daily, weekly & monthly basis & inventory management reports.
• Auditing & correcting any discrepancy on behalf of AT&T made by the dealer while reporting daily sales & updating the same to client.
• Participating in client meetings & calls to solve any discrepancy.
• Bangalore, India