Deepika Mohanty
Partner Alliances Manager
Bangalore
Summary
Experienced Sales professional with 9 years' versatility in the information technology and SaaS industry, currently working as a Regional Alliances Manager - Americas. Demonstrates excellence in crafting "sell with" business development strategies with key System Integration Partners, contributing to partner sourced revenue through joint business and GTM plans. A skilled and articulate communicator, adept at problem-solving, decision-making, and collaboration, with strong analytical abilities.
Overview
9
9
years of professional experience
5
5
years of post-secondary education
Work History
Regional Alliances Manager
Katalon Inc.
04.2022 - Current
- Reporting directly to the President & CRO, leading initiatives to establish strategic and sustainable partnerships in the Americas, particularly with selected System Integrators (SI).
- Spearheading onboarding of Regional Systems Integrator (RSI) partners, my role focuses on integrating Katalon products into partners' solutions, fostering long-term relationships, and contributing to partner-sourced, Co-sell revenue.
- Collaborating with selected SI partners, I co-develop joint go-to-market solutions, aiming 3x pipeline for improved demand generation and increased market share.
- Responsible for go-to-market (GTM) planning process, I contribute to joint business plans encompassing activities such as enablement, Quarterly Business Reviews (QBR), demand generation, deal execution, delivery skills development, and customer references.
- Playing crucial role in generating new business leads, my efforts include joint marketing and networking initiatives, resulting in a 20x increase in new client acquisitions.
New Business & Global Alliances Manager
LambdaTest
04.2020 - 02.2022
- Built a partner ecosystem from ground up, successfully onboarding 20 Global System Integrators (GSI) and Independent Software Vendors (ISVs) within 6-8 months. This included influential organizations such as HCL, Mindtree, DXC, Capgemini, and Insight.
- Established a diverse client portfolio including reputable enterprise and fast-growing establishments like Harman, Thales, Vimeo, Chargebee, Ally, HackerRank, and others.
- Orchestrated and led outbound pilot team alongside founding members, developing targeted reach-out strategies, lead generation initiatives, Total Addressable Market (TAM) calculations, and monthly tracking of leads. Achieved increased conversion rates (1.5x) from leads to qualified possibilities.
- Spearheaded implementation of cutting-edge tools such as LinkedIn SalesNavigator, Meet Alfred, Lusha, Ring.io, Salesgear, CrunchBase, Klenty, etc. These tools empowered Business Development Representatives (BDRs) to efficiently bring in prospects, resulting in 10x increase.
- Collaborated with portfolio companies of investors, fostering synergies beyond business objectives.
Channel Account Manager - APAC
Netpoleon Solutions
08.2018 - 04.2020
- Focus on APAC & MEA territory - formulated, developed and sustained co-sell strategies, plans and actions with crucial Alliance Partners
- Collaborated and oversaw RFPs, namely "Smart CitiesMission - India," "National Information Assurance & Cybersecurity Framework - Qatar," etc. helping to close 10 million dollars in business
Lead Trainer
American Express
05.2015 - 02.2018
- Imparted training to 200+ sales representatives by organizing orientation to sales process, formulated individual coaching plans and rendered resources and assistance
Education
Some College (No Degree) - Business Administration And Management
Symbiosis Centre For Management Studies
Pune 07.2013 - 08.2015
Bachelor of Arts - Bachelor of Economics
Utkal University
Odisha 05.2007 - 02.2010
Skills
Lead Generation & Account Planning
Timeline
Regional Alliances Manager
Katalon Inc.
04.2022 - Current
New Business & Global Alliances Manager
LambdaTest
04.2020 - 02.2022
Channel Account Manager - APAC
Netpoleon Solutions
08.2018 - 04.2020
Lead Trainer
American Express
05.2015 - 02.2018
Some College (No Degree) - Business Administration And Management
Symbiosis Centre For Management Studies
07.2013 - 08.2015
Bachelor of Arts - Bachelor of Economics
Utkal University
05.2007 - 02.2010
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