Badri Kuppuswamy
Chennai
Summary
Experienced Sales Account Manager with more than 12 years in Account Management, Customer Success, Program Management, Sales Operations, and Partner Management. Demonstrated success in driving revenue growth, cultivating robust client relationships, and consistently surpassing sales targets. Skilled in strategic planning and customer relationship management. Excel in communication, negotiation, and problem-solving to achieve sales targets and business growth.
Overview
18
18
years of professional experience
Work History
Manager - Sales
HCL Technologies Ltd.
Chennai
09.2021 - Current
- Client Relationship Manager / Account Manager – Captives: Manage relationship with captive centres for US based Banks and FinTech’s
- Roles include engaging client stakeholders on ongoing engagement, SOW / MSA signoff
- Include solution leaders and other relevant SMEs for response to proposal and handling end to end closure of RFPs
- Interact with clients on regular basis to identify areas of growth
- Account Management: Portfolio value of ~$5M
- Collaborated with internal stakeholders from delivery, finance, and marketing departments, as well as with external stakeholders across the Americas, Europe, and APAC regions on a day-to-day basis
- Conducted joint workshops with C Level Executives to access and brainstorm areas of improvement and expansion
- Opening new engagements of TCV $200K
- Standing as expert on clients’ product and key point of contact for product training, enablement, strategic advice, and product expansion (Treasury to Core banking and Payments)
- Spearheaded the discussions on inorganic expansion with the clients and internal senior leaders and successfully managed the final approval and sign off
- The deal valued at $32M over the period of 10 Years involving upfront payment from HCL
- Negotiated in multiple contract renewals ($1.5M over a period of 3 Years) and increased billing of the account by 10%
- Provided Business Value & ROI by conducting Executive Business Reviews (EBRs)/QBRs with the Customer's Leadership
- New Business Development and Partner Management: As a lead responsible for sales targets, my role encompassed overseeing GTM Strategy for partner solutions (SaaS) and associated managed services
- This includes managing the entire sales lifecycle from prospecting to closure, including pipeline development, pre-sales and bid management, finalizing contracts, and ensuring seamless client engagement post-sale
- Successfully closed deal worth $280K ACV
- Managed partnerships within the financial services sector, overseeing due diligence for strategic alliances and potential acquisitions
- Facilitated collaboration with sales leaders to evaluate opportunities and engage partners effectively
- Led partner onboarding, developed business cases, five-year roadmaps, and handled contract execution
- Established regular governance on Partner health score
Associate Manager, Strategic Initiative & Ops
HCL Technologies Ltd.
Chennai
08.2012 - 09.2021
- Led the budgeting exercise for FS (Portfolio ~ 2B)
- Analysed current run rate vis a vis with Pipeline and created a roadmap for next year in line with business expectation from CEO office
- Final submission of sales budget and corresponding roadmap to CEO and Board of Directors
- Streamlined the performance review process with regular cadence and with automated dashboard using excel to identify gaps in target as well as bottlenecks at the early stage
- This helped sales health to be maintained at green / amber
- Reduced budget gap by more than 50M across multiple accounts through early intervention and opportunity closures
- Created playbooks on internal teams and their solutions and conducted workshops for sales leaders enabling them to upsell and cross-sell into their accounts
- Collaborated cross-functionally to support sales efforts by conducting research on accounts and actively contributing to marketing initiatives, including organizing webinars and engaging with industry analysts
Cognizant Technology Solutions
Chennai
08.2007 - 03.2011
- Lead and managed a team for delivering solutions to student loan initiative project for US based loan servicing company
- Worked on end-to-end solutioning, from creation of BSD, TSD, to Developing and QA and final sign off
Education
PGPM - Finance & IT
Great Lakes Institute of Management
Chennai01.2012
B.E - Electronics & Communication
Anna University
01.2007
Skills
- Account management
- Customer Success
- Relationship and Retention
- Sales Strategy and Planning
- Pre-sales and negotiations
- Data analysis and reporting
- Contract management
- Pipeline development
- Vendor management
Timeline
Manager - Sales
HCL Technologies Ltd.
09.2021 - Current
Associate Manager, Strategic Initiative & Ops
HCL Technologies Ltd.
08.2012 - 09.2021
Cognizant Technology Solutions
08.2007 - 03.2011
PGPM - Finance & IT
Great Lakes Institute of Management
B.E - Electronics & Communication
Anna University
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