Danish(Dan) Nawchoo

• Expanding market share (APAC with laser focus on ASEAN & India) by identifying new business opportunities and cultivating partnerships with key stakeholders.
• First hire on ground in Singapore to build business & teams.
• Conducting regular market research to identify gaps in the market and create customized solutions addressing specific client requirements.
• Delivering exceptional customer service, resulting in increased retention rates, referrals, and repeat business from satisfied clients.
• Managing a diverse portfolio of accounts (Enterprises), ensuring optimal allocation of resources for maximum return on investment.
• Developing a strong channel partner network.

• Built the team and laid a strong foundation for Databricks newly formed Commercial and Digital Native Enterprise team for ASEAN
• Over achieved the set revenue targets for H2F23 & H1F24 both on consumption growth and annual commit deals. Handled a portfolio of more than US $3.5M
• Laid a strong foundation of partnerships with CSPs : AWS & Azure driving 15+ Net New Logos and added 15 new Partners/Resellers/ Alliances for Databricks in the region
• Strong partnership build with players like Accenture, TCS, SoftwareOne, Avande, Searce, Blazeclan, Cloud Kinetics, VTI (Vietnam), Renova (Vietnam), ITG (Philis), PT Astra (Philis), PT Astra (Indonesia), PT Multipolar (Indonesia), MFEC (Thailand), GoPomelo (Thailand), Decube (Malaysia) and many more
• Joint business value assessments (BVA) and POC exercised especially with Enterprise customers
• A thought leader in Data & AI space leading by participating in internal Databricks open-source communities and in broader industry events
• Led teams to execute a consistent Pipeline Generation (PG) plan
• Monitored a flawless execution of sales methodology and brutal sales qualification
• Identified when deal is not qualified, and developed remediation plans
• Led to achieve monthly and quarterly pipeline funnel building targets for the team
• Built and Operationalized a plan to meet half/yearly commitments while aggressively building out-quarter pipeline
• Achieved sales goals by building and optimizing programs designed for sales execution
• Collaborated with Channel and Marketing functions on key initiatives including demand generation programs via campaigns and call blitzes, and customer acquisition strategies throughout the year
• Oversaw operations and provided corrective feedback to achieve daily and long-term goals
• Worked closely with organizational leadership and board of directors to guide operational strategy
• Managed daily operations while overseeing multiple locations to foster increased productivity

• Key sales leader and influencer in shaping customer decisions to adopt and buy MongoDB, serving as a product specialist and trusted advisor for end customers in ASEAN
• Accelerated ASEAN install base from little over 2 paid customers to 200+ within a span of 5 years and revenue from $500k ARR to little more than $30M ARR by end of FY22 (6x growth)
• Established regional co-sell plays with Cloud Partners : AWS & GCP in region. Drove a revenue of approx $12M through that engagement so far
• Crafted a "PS -Professional Services First Approach" in ASEAN in nurturing the heavy community users of MongoDB and go deep into usecases and application growths to establish business value of adopting Atlas : DB as a Service on AWS, GCP & Azure (approx 110 customers in ASEAN onboarded till date with PS attached)
• Framed a Database "Replace" sales motion play for Enterprise and DNB segment in ASEAN, helping customers in legacy modernization & mainframe offloading usecases. Active closures and engagement with customers like Siam Bank, KrungThai Bank, Axiata , Globe Telco, PT Central Bank, PT Ovo, Goto, Prudential , Vietnam Bank and many more ( approx. $5M Install Base)
• Drove MongoDB on ground hands-on workshops across various countries in ASEAN (pre-pandemic) which helped in generating a substantial pipeline (approx. $4M)
• Developed a partner ecosystem (in collab with Channel) for ASEAN. Strengthened sales play with GSIs: Accenture, IBM, TCS, TechM, Infosys, Wipro, Capegemini ). Helped grow partner base from 6 to 32 current in approx 5 years
• Advocated in publishing customer references in the region : POPS Vietnam (Media) , Axiata (Telco), Computerlogy (Analytics) , Greenline Synergy (Healthtech)
• Conducted around 15 Digital Coffee Sessions with CXO level customers/prospects across ASEAN throughout pandemic, discussing various broader themes like Cloud Adoption, Digital Transformation and Legacy Modernization
• Worked cross-functionally to achieve operational excellence for maximum sales productivity

ACCOLADES:

• FY22 : 456% Achievement (Awarded Top Regional Director APAC for FY22) | Promoted 3 incumbent hires to Leadership | MDB Excellence Club FY22
• FY21: 438% (Awarded Top Regional Director APAC for FY21| MDB Excellence Club FY21)
• FY20 : 359% ( Rank-2 MongoDB Corporate Sales Team Worldwide)
• FY19 : 187% (MDB Excellence Club FY19 )
• H2F18 : 93%

• Managed named accounts across APAC, positioning Oracle Private Cloud Infrastructure (Linux /VM, Open Stack).
• Develop new business by driving sales in their existing accounts as well as new accounts.
• Develop relationships in new and existing Partners, Resellers, Systems Integrators, Alliances and leverage it to drive strategy.

ACCOLADES

• Selected as Enterprise Account Manager to handle Enterprise/Key accounts for FY17.
• 148% sales target achievement for FY17
• 101% sales target achievement for FY16
• 120% sales target achievement for FY15.

• Managed named Enterprise accounts using SAP Software Licenses and Software Related Services (SSRS) across Middle East & North Africa

ACCOLADES

• 105% sales target achievement. FY12

• Managed business of Global Knowledge for MENA region. Handled quota of approx. $10M for the team across the region.
• Handled a team of account executives and inside sales reps
• Spearheaded the launch of VMware , Cisco, Microsoft, Avaya and Blue Coat enablement programs across MENA region

INTERNSHIP - System Media Sales Division