DevSmita Asthana

As Head of Global Alliances this role is responsible for driving revenue with HCL's strategic partnership with AWS. This includes leading & developing GTM's, joint account development, field co selling, technical/sales enablement, governance, metrics and reporting. Key to this role is providing Alliance thought leadership, strategic planning, and executive alignment with overall company vision.

Work in partnership with Product Marketing, Growth Marketing, Customer Marketing, Content Marketing, AR, PR, Events, Social, Product Design, and Sales Enablement to provide comprehensive guidance and support as Whatfix develops and launches new products, services, and brands.

· Responsible for worldwide Partner Alliances & operation, Events, and analyst relation.

· Managing a portfolio of high performing Partners, ISV’s & GSI’s to achieve partnership goals including indirect sales quota and marketing activities.

· Developing Channel Partners & GSI’s specific account planning to include annual & quarterly goals, marketing support, requirements, etc.

· Ensuring Partners & GSI's maintaining baseline training and knowledge of Denodo.

· Measure and report on the success of assigned Partners & GSI's and helping with recruitment, training, and on-boarding of New Partners & GSI's.

· Responsible for worldwide partner strategy and marketing for Azure Infrastructure across partner specializations: GSIs, ISVs, Services and Channel Sales. Charter includes driving partner capability, capacity and performance aligned to solution plays across build, sell and go-to-market to maximize Azure consumption and customer adds, thereby enabling partner ecosystem growth at 30+ pts above Microsoft Azure growth. Partnering with cross Microsoft stakeholders in engineering, product marketing, customer success and customer sales to drive sales play anchored execution across all levers: enablement, marketing, scale programs & investments. Responsible for worldwide partner marketing strategy and execution across Global Partners (Services and ISVs) and Marketing Center of Excellence for scale.

· Manage Individual and team target of lead generation and given revenue attainment.

· Actively manage the pipeline in Salesforce and Setup Cadences on Sales loft take the necessary steps to keep it up to date.

· Conduct day to day performance management of Business Development Team, including but not limited to delivering performance reviews, conducting any performance-related conversations, and follow up conversations.

· Ownership of monitoring and driving sales metrics, including reporting information regularly to leadership and key stakeholders Professional Skills

· Obtain and evaluate all relevant information to handle product and service inquiries- Process orders, forms, applications, and requests as the need be for customers

· Prepare and distribute customer activity reports- As part of lead conversion, responsible for minimum of 90% conversion of customers from trial to paid subscription.

· Communicate and coordinate with internal departments- Follow up on customer interactions- Provide feedback on the efficiency of the customer service process

· Proficient using CRM like Salesforce, HubSpot and Tools like Zoom, Web-x, blue jeans, Slack etc.

· Establish account relationships with key decision makers when necessary to drive large deals forward

Passionate and understand start-up ecosystem.

· Work with the Sales Team to facilitate a seamless Customer on- boarding process, ensuring a smooth go live and introduction for the Customer from the outset.

· Work with customers to design their Customer Experience programs aligned with the product capability whilst ensuring our customers business objectives and strategy, so that the program provides continued value to the Customer and drive long- term account satisfaction and growth

· Account Escalations Support or response to any alerts, red flags, or issues. It can also be directly from a customer reaching out for some issue or any critical or overdue customer support ticket.

· Customer Renewals Proactively identifying and prioritizing resources and effort according to perceived risk, potential growth, strategic value, and renewal timeframe.

· Closely monitor adoption rates of assigned Accounts, providing insight to Customers. Feed this back to the Sales and Marketing Teams.

· Work collaboratively with the Marketing team to build Customer testimonials and referrals.

· Identify potential issues within the Accounts and work with the wider business to take timely and effective action to resolve them

· Periodic health checks with Periodic Calls Calculating periodic health of key accounts through continuous monitoring to avoid any last- minute surprises.

· Proficient using CRM like Zendesk, Pipedrive, HubSpot.

· Contribute to the development of company goals, growth, and profitability targets by being an active member.

· KPIs - account retention, $ expansion, product adoption, referrals.

· Become the trusted advisor for each of your customers and help them achieve their relations. Build and maintain strong relationships with all the key stakeholders.

· Execute the customer onboarding process for new customers.

· Conduct regular check-ins & business reviews with your customers to ensure consistent engagement.

· Own the churn-prevention and expansion process for all your accounts. Monitor at-risk customer behavior and carry out activities to retain them.

· Proactively identify opportunities for expansion and contact customers for up-sell/cross-sell.

· Identify customer insights and pain points and contribute to the product roadmap by providing active feedback to the product team.

· Collaborate with the Marketing team to build customer case studies, testimonials, and referrals.

• Responsible for maintaining and strategically developing a portfolio of Corporate Accounts/Business Agency relationships within country with the overall objective of maximizing premium revenue generation.

• Develop and execute a corporate/premium selling strategy.

• Responsible for growing existing corporate business and developing/closing new business opportunities.

• Primary point of contact for the managed portfolio of accounts.

• Conduct quarterly reviews to ensure accounts are performing to agreed revenue/share goals.

• Utilize measurement and tracking tools like PRISM to enable best focus on top accounts.

• Develop strong internal network and working relationships with airports, reservations, customer relations, premium services, etc.

• Responsible for client correspondence, costing and planning of itineraries based on the Responsible for client correspondence, costing and planning of itineraries based on the specific requirements of the clients.
• Motivate and mentor new team members.
• Day-to-day operations.
• Coordinating with the clients and foreign agents.
• Regular correspondence with overseas Agents for increasing the volume of business