Gaurav Vishwanathan
Summary
Strategic retention and growth manager with over 8 years of experience in enhancing customer loyalty and driving revenue expansion across diverse industries. Proficient in utilizing data insights to optimize processes and implement effective customer lifecycle strategies. Demonstrated ability to build strong partnerships that contribute to measurable business growth.
Overview
9
9
years of professional experience
Work History
Account Director
DemandFarm
08.2024 - Current
- Established and nurtured relationships with key enterprise clients, achieving over 30% year-over-year revenue growth through strategic upselling and cross-selling.
- Maintained retention rates exceeding 90% by comprehending client objectives and delivering customized solutions.
- Secured new business contracts by identifying client needs and aligning offerings with aspirations.
- Facilitated performance insights and quarterly assessments to initiate growth discussions and develop a pipeline for future opportunities.
Global Key Account Manager
Tenderd
04.2023 - 07.2024
- Led renewals and strategy vertical, optimizing customer journey mapping and identifying tool gaps.
- Collaborated with internal teams to implement new customer onboarding processes, reducing time by 20%.
- Achieved 15% growth in customer base in Q3 2023 through consultative selling techniques.
- Managed contract lifecycle by drafting, reviewing, and coordinating order execution effectively.
- Conducted customer consultations to evaluate budgets, stakeholders, requirements, and approval workflows.
- Redesigned CRM data collection processes, significantly improving reporting accuracy and timeliness.
- Implemented quality assurance protocols throughout sales cycle to enhance service delivery.
- Enhanced customer satisfaction surveys to gather actionable feedback for continuous improvement.
Renewal/Strategic Partnership Manager
Plum
03.2022 - 04.2023
- Drove strategic partnerships contributing to approximately 21% of Plum's business revenue.
- Managed revenue collection for partnership accounts, including WeWork, Cred, Razorpay, and Paytm, utilizing HubSpot CRM.
- Secured CXO-level engagement by leading partnership negotiations and stakeholder management.
- Negotiated contracts and established growth projections for enhanced service delivery.
- Increased renewal account portfolio and receivables by 79% in two quarters.
- Received "Truth to Light Award" for highest closure rates in FY 2022.
- Revolutionized B2B insurance for 10 million lives through innovative solutions by Plum.
Account/Renewal Manager
WeWork
05.2019 - 03.2022
- Oversaw territory business, managing ideation, negotiations, campaigns, and training initiatives.
- Engaged key stakeholders in Finance, Operations, and Legal for project alignment.
- Conducted over 140 retention conversations with Enterprise and Strategic clients.
- Achieved retention of more than $5 million in total contract value for WeWork.
- Expanded portfolio by 30% in total contract value through targeted strategies for real-time and Covid solutions.
- Identified competitive challenges while leveraging opportunities for business growth and cross-selling.
Relationship Manager
D.E. Shaw & Co
04.2018 - 05.2019
- Directed establishment of Global Recruitment Operations team and oversaw international stakeholder management.
- Collaborated with New York and London teams to orchestrate events that resulted in 32% growth.
- Implemented recruitment efforts at prestigious universities such as Yale and Brown, fostering strong connections.
- Nurtured relationships contributing to varied global hiring strategies.
Account Manager
Uber
08.2016 - 03.2018
- Successfully launched UberEATS' Restaurant vertical with a team of 10 members.
- Instrumental in the successful introduction of Uber Eats in India.
- Increased franchise representation from 21% to 53% through effective engagement strategies.
- Enhanced portfolio by 24% quarter-over-quarter, driving a 3% improvement in profitability.
- Established comprehensive policies and governance for users and partners.
- Formulated go-to-market strategies for five city launches: Mumbai, Bangalore, New Delhi, Chennai, Hyderabad.
- Awarded Uber Superstar title for outstanding execution and crisis management performance.
Education
MBA - Business Administration & Management
Osmania University
Skills
- Account management and retention
- Consultative selling
- Negotiation and crisis management
- Enterprise sales and strategic partnerships
- Business planning and communication
- Stakeholder engagement
- Client relationship management
- Customer journey mapping
- Strategic development
Timeline
Account Director
DemandFarm
08.2024 - Current
Global Key Account Manager
Tenderd
04.2023 - 07.2024
Renewal/Strategic Partnership Manager
Plum
03.2022 - 04.2023
Account/Renewal Manager
WeWork
05.2019 - 03.2022
Relationship Manager
D.E. Shaw & Co
04.2018 - 05.2019
Account Manager
Uber
08.2016 - 03.2018
MBA - Business Administration & Management
Osmania University
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