Derick Mathew
Growth Partnerships & State Revenue Head
Bengaluru
Summary
Growth Partnerships & State Revenue Head leading state-level B2B acquisition, partner pipeline ownership, and channel P&L management for a subscription SaaS platform. Structures high-value commercial models that protect unit economics and LTV, while aligning Product and Engineering on partner-facing integrations and feature delivery. Uses cohort retention signals, blended CAC, and ROI analysis to tune spend and improve retained-user performance.
Overview
10
10
years of professional experience
Work History
Growth Partnerships & State Revenue Head
Afford Plan
08.2025 - Current
- Track Month 1/2/3 partner cohorts and user retention metrics to refine acquisition spend and lower cost per retained user.
- Manage [number] partner opportunities weekly across outreach, qualification, and executive follow-up to keep the pipeline moving.
- Own the end-to-end B2B partner pipeline and user acquisition funnel for a subscription-based SaaS platform.
- Develop custom commercial models that protect unit economics, support LTV, and strengthen partner deal quality.
- Partner with Product and Engineering to define integration requirements and shape partner-facing feature delivery.
Channel Manager
Johnson & Johnson
01.2023 - 01.2025
- Drove 21% improvement in joint business planning outcomes by aligning partner priorities with commercial goals each quarter.
- Expanded 50+ partner opportunities per month through disciplined channel pipeline management and follow-up.
- Managed channel relationships to support consistent execution across partner plans and commercial priorities.
- Negotiated partner terms and commercial tradeoffs to support growth while preserving account profitability.
- Built joint business plans with channel partners to clarify priorities, responsibilities, and performance expectations.
- Coordinated cross-functional stakeholders to keep partner launches, commitments, and timelines aligned.
Field Manager
Johnson & Johnson
01.2019 - 01.2023
- Cross-Functional Alignment: Led a high-performing team of 125+ revenue professionals while collaborating closely with finance and operations to ensure clean handovers and margin protection.
- Risk & Analytics Management: Utilized monthly performance data to running targeted territory experiments, mitigating operational fraud, and ensuring regulatory alignment.
- Coordinated field operations across assigned markets and maintained consistent execution against commercial plans.
- Supported channel pipeline management by monitoring opportunity flow and identifying stalled field activities.
- Contributed to partner integration discussions by clarifying requirements and handoff expectations.
Business Development Manager
Johnson & Johnson
06.2016 - 01.2019
- Built partnership plans with internal teams to support business development priorities and market coverage.
- Managed commercial relationships across assigned accounts to maintain momentum and identify expansion opportunities.
- Led joint business planning discussions to align growth targets, account priorities, and partner commitments.
- Negotiated commercial terms with external stakeholders to support balanced outcomes and long-term relationships.
- Managed sprawling multi-location B2B partner networks, consistently outputting 18–23% year-on-year growth.
- Developed repeatable pricing and pricing-incentive frameworks for large institutional buyers, securing long-term partner buy-in and account stability.
Education
Master of Business Administration - Marketing and Finance
Kristu Jayanti University
Bengaluru04-2016
Skills
Channel pipeline management
Outbound B2B prospecting
CXO negotiation
Joint business planning
B2B2C sales
Budget management
P&L accountability
Hybrid commercial modelling
CAC/LTV forecasting
Cohort retention analytics
Incrementality testing
ROI tracking
CRM systems
Partner integrations management
Product scoping
Cross-functional stakeholder alignment
Commercial compliance governance
Co-marketing partnership development
Timeline
Growth Partnerships & State Revenue Head
Afford Plan
08.2025 - Current
Channel Manager
Johnson & Johnson
01.2023 - 01.2025
Field Manager
Johnson & Johnson
01.2019 - 01.2023
Business Development Manager
Johnson & Johnson
06.2016 - 01.2019
Master of Business Administration - Marketing and Finance
Kristu Jayanti University