Dhruv Adak
New Delhi
Summary
A dynamic result-oriented Sales professional with 14+ years of experience; a trusted advisor who is an expert in customer acquisition, with a proven track record in selling SaaS solutions (Apps, CRM & ERP) to varied industries - Manufacturing, Media, Technology, Aviation, Hospitality, Healthcare, Professional Services, IT/ITES etc.
Overview
17
17
years of professional experience
17
17
years of post-secondary education
8
8
Certifications
Work History
Strategic Account Director – Technology & Global Captives
Salesforce
02.2024 - Current
- Handled the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts
- Leading complex sales-cycles and presenting to C-level executives the value of our enterprise suite of applications
- Closed one of India's 1st AI Deals in Tech vertical with a software product company with TCV of 100K
- Lead and guide a matrix account team of Sales Specialists, BDRs, Services Practice Managers, Marketing, Support, Customer Success Professionals & Management to develop and manage sales pipeline and enhance customer relationships and value
- On track to exceed annual quote for FY25
- Part of the Core FY26 Tech-GCC Vertical Plan
Territory Director, Platform Cloud - North & East
Salesforce
03.2021 - 02.2024
- Managing sales and business development for Platform Cloud for North & East India
- Acquired 7 Net new logos for 350K ACV Value: in addition, closed 35+ new logos for Platform Bag
- Achieved 116% for FY22; 102% for FY23, 84% for FY24
- Graduated from Salesforce Accelerator Program for grooming to become next line of People Managers
Account Director, Mid-Market
Salesforce
12.2018 - 02.2021
- Managed Manufacturing – Discrete, Auto & Process in Delhi NCR and Madhya Pradesh
- Hunting new business for entire Cloud solutions of Salesforce
- Acquired new 17 high growth new logos
- North Top Performer in FY21; Achieved 89% of quota
Director Sales
Knolskape Solutions
04.2018 - 12.2018
- Managing sales and business development in North India for KNOLSKAPE Solutions
- Responsible for revenue growth by managing the sales cycle end to end in the region for their Cloud Based Assessment & Development Platform
- Acquired 6 Net New high growth accounts
- Opened untapped Public Sector Accounts like NTPC, ONGC, SAIL etc
Enterprise Account Manager
Compro Technologies
01.2016 - 04.2018
- Managing sales and business development in North India for Compro Technologies Salesforce Practice
- Acquired key accounts like PVR, OLX, Bussan Auto Finance, Times Internet, SpiceJet, Emaar etc
- Achieved 186% & 142% of quota for FY 2017-18 & FY 2016-17 respectively
Sr. Manager, Business Development
MEA
04.2013 - 09.2015
- Company Overview: Managing sales and business development for their ERP & BFSI Verticals in Sub Saharan Africa
- Closed the first million-dollar acquisition for the ERP Vertical in Middle East & Africa
- Achieved 135% & 110% of the quota for FY 2014-15 & FY 2013-14 respectively
- Salesman of the Year- Middle East & Africa award for the FY 2014-15
- Inducted into the 3i Infotech President's Club to be groomed to be the next generation leaders
- Managing sales and business development for their ERP & BFSI Verticals in Sub Saharan Africa
Business Development Executive
Knowcross Solutions
07.2011 - 04.2012
- Deepened and augmented relationships with existing customers like Oberoi Group of Hotels, Hyatt Hotels - India, and Radisson- India as a Key Account Manager
- Managed accounts and met targets relating to revenue growth, profit margin, customer acquisition & retention
Associate Consultant
Saita Consulting Private Limited
12.2010 - 05.2011
- Part of the core SHEROES team (erstwhile Fleximoms); a concept enabling flexibility for women professionals managing multiple roles and exploring smarter work options
- Part of the core team nominated for Cartier Women's Initiative Awards
- Part of the core team nominated for NASSCOM's Emerge 50 (KNOWCROSS) for the Innovation Category & Cartier Women's Initiative Awards (SAITA)
Restaurant Manager
Taj Group of Hotels
07.2007 - 11.2010
- Conceptualized and managed innovative Food & Beverage promotions, Handled restaurant sales & up-selling initiatives for the Food & Beverage Department
- Won the prestigious Times Food Guide Award for Best Thai Restaurant in Pune (Whispering Bamboos) consecutively for 2 years (2007 & 2008)
Education
MBA - Marketing Management
S P Jain School of Global Management
04.2012 - 03.2013
Bachelor of Science - Hotel & Hospitality Administration
IHM PUSA
04.2004 - 03.2007
High School - undefined
Delhi Public School, RK Puram
04.1991 - 03.2004
Skills
Sales Management
Account Planning
Customer Acquisition
Market Research
Sales Forecasting
SaaS Sales
Strategic Planning
Solution Selling
Customer Relationship Management
Technology Selling
Cross-Functional Collaboration
Consultative Selling
Business Development
Key Account Management
Hunting
Business/ Pipeline Development & Progression
Revenue generation
Negotiation and persuasion
Mentoring and coaching
Websites
Certification
Salesforce Ranger, 01/01/19
Timeline
Strategic Account Director – Technology & Global Captives
Salesforce
02.2024 - Current
Territory Director, Platform Cloud - North & East
Salesforce
03.2021 - 02.2024
Account Director, Mid-Market
Salesforce
12.2018 - 02.2021
Director Sales
Knolskape Solutions
04.2018 - 12.2018
Enterprise Account Manager
Compro Technologies
01.2016 - 04.2018
Sr. Manager, Business Development
MEA
04.2013 - 09.2015
MBA - Marketing Management
S P Jain School of Global Management
04.2012 - 03.2013
Business Development Executive
Knowcross Solutions
07.2011 - 04.2012
Associate Consultant
Saita Consulting Private Limited
12.2010 - 05.2011
Restaurant Manager
Taj Group of Hotels
07.2007 - 11.2010
Bachelor of Science - Hotel & Hospitality Administration
IHM PUSA
04.2004 - 03.2007
High School - undefined
Delhi Public School, RK Puram
04.1991 - 03.2004
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