BHAVYA GUGLANI
GURUGRAM,HARYANA
Summary
Strategic and results-oriented enterprise sales leader focused on building and scaling the India market for OneTrust. Proven success in developing greenfield territories, driving new business, and expanding market presence through C-suite engagement, partner-led sales, and cross-functional alignment. Owns full sales lifecycle across large enterprise accounts with a strong emphasis on privacy, GRC, and security solutions.
Managed a $7.7M ARR book across APAC with 1,200+ customers, while leading $2.2M in partner-led revenue. Deep expertise in MEDDPICC, strategic pipeline generation, and complex deal structuring. Recognized with consecutive SKO awards and 3 years of consistent overachievement. Passionate about enabling trust transformation and long-term value creation in the Indian enterprise landscape.
Overview
5
5
years of professional experience
Work history
Account executive
OneTrust
Bengaluru, Karnataka
02.2024 - Current
- Developed financial forecasts for budgeting purposes.
- Maintained accurate records of client transactions to ensure transparency.
- Collaborated with cross-functional teams to deliver client objectives.
- Streamlined business processes for improved efficiency and productivity.
- Maintain strong account planning, stakeholder mapping, and enterprise deal strategies using MEDDPICC or similar frameworks.
- Achieve and exceed quarterly and annual revenue targets, contributing directly to OneTrust’s growth objectives in the large enterprise segment.
- Collaborated cross-functionally with Marketing, BDRs, and Partner Managers to build and execute go-to-market strategies, driving high-quality pipeline growth in key verticals and target accounts.
- Delivered tailored product demos to enterprise stakeholders, showcasing OneTrust solutions across privacy, GRC, and security to drive deal progression.
Senior Sales Operation Analyst
OneTrust
Bengaluru, Karnataka
04.2022 - 02.2024
- Owned the end-to-end renewals cycle for a portfolio of 1200+ customers across APAC, ensuring on-time and successful renewals totaling $7.7M in ARR.
- Partnered closely with resellers to support renewals and upsell motions across a partner-led revenue base of $2.2M.
- Analyzed account health, usage trends, and expansion opportunities to proactively mitigate churn and drive customer retention at scale.
- Collaborated with Customer Success, and Legal teams to negotiate complex renewal contracts, align on account strategies, and address escalations.
- Maintained accurate renewal forecasting and reporting using Salesforce and Aviso, ensuring executive visibility on retention and ARR metrics.
- Drove renewal automation and process improvements to handle high-volume accounts while maintaining high-touch engagement for strategic customers. Especially for Japan market.
- Supported cross-sell and upsell opportunities in partnership with account teams, contributing to growth in net revenue retention (NRR) across the region.
- Acted as a key voice of the customer within APAC, providing structured feedback to product and leadership on renewal blockers, pricing friction, and customer sentiment.
Business development representative
OneTrust
Bengaluru, Karnataka
04.2021 - 04.2022
- Prospected and qualified enterprise leads through outbound calls, email campaigns, LinkedIn outreach, and event follow-ups across target accounts.
- Identified and engaged key decision-makers (e.g., CISOs, DPOs, Legal, Compliance) to uncover needs aligned with OneTrust’s platform offerings.
- Collaborated with Account Executives and Marketing to execute targeted outreach campaigns and account-based marketing strategies.
- Maintained and updated CRM (Salesforce) with accurate lead data, activity tracking, and pipeline progression.
- Set qualified meetings and discovery calls, directly contributing to pipeline growth and quarterly sales targets.
- Utilized tools like Outreach, ZoomInfo, LinkedIn Sales Navigator, and intent data platforms to improve prospecting efficiency and outreach relevance.
- Participated in regular sales enablement training, product education, and GTM alignment sessions to continuously refine messaging and industry knowledge.
- Achieved and exceeded KPIs for outreach volume, meetings booked, and opportunities sourced across diverse verticals and geographies.
Sales executive
Ezilone Marketing Solutions
Gurgaon, Haryana
03.2020 - 03.2021
- Championed cross-selling initiatives to maximise sales volume and profit margins.
- Facilitated staff training programs enhancing their skills thereby positively impacting overall team performance.
- Responded promptly to customer queries, ensuring resolution whilst upholding satisfaction levels.
- Elevated brand awareness for significant market influence through strategic sales campaigns.
Education
Bachelor's of Journalism and Mass Communication - Journalism & Mass comm
Guru Gobind Singh Indraprastha University
Delhi, National Capital Territory of Delhi /2016 - /2019
Skills
- Enterprise Sales Strategy
- C-suite Relationship Building
- Complex Deal Structuring
- Net Revenue Retention (NRR)
- Strategic Pipeline Generation
- MEDDPICC / Challenger Sales
- Partner-Led Sales Execution
- Cross-Functional Collaboration (BDR, Marketing, CS)
- Forecasting & Sales Planning
- Executive Presentations & Negotiation
Timeline
Account executive
OneTrust
02.2024 - Current
Senior Sales Operation Analyst
OneTrust
04.2022 - 02.2024
Business development representative
OneTrust
04.2021 - 04.2022
Sales executive
Ezilone Marketing Solutions
03.2020 - 03.2021
Bachelor's of Journalism and Mass Communication - Journalism & Mass comm
Guru Gobind Singh Indraprastha University
/2016 - /2019
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