Kasturi Das Talukdar

Leading the Global Inside Sales function at Prime Focus Technologies (PFT), overseeing Inbound SDRs, Outbound BDRs, Inside Sales AEs, and the Demand Generation Team across APAC, EMEA, and the US. Additionally, head the Revenue Operations (RevOps) team. My role encompasses the generation of new pipeline through both Outbound and Inbound motions, driving New Logo Acquisition, and spearheading demand generation initiatives.

• Responsible for Enterprise Sales - Strategic Accounts segment of Aviso's TAM globally (NA and EMEA)
• Owning the P&L, Planning, Strategy and execution of new logo acquisition of startegic accounts business.
• Also managed the Sales Development team of 12+ for demand generation and new Pipeline creation.

Key Highlights:

- Added $13M in new new pipeline for the year

- Closed 8 new logos and added $14M in revenue for the year

- Created TOF demand of about 26M$ waiting to be qualified and added as pipeline

• Head global demand generation function comprising of Inbound and Outbound reps of SDRs (40), BDRs (50+) across APAC, EU, US.
• Played a significant role in building the Annual GTM plans for the Inbound & Outbound BD teams across regions, having managed collaboration between Sales & Marketing with co-ownership of Strategy and Planning of campaigns, events, and other activities.
• Successfully developed the Outbound BDR led playbook, marketing strategies and integrated campaigns and designed new enablement & onboarding plans, for expansions into new markets and industries.
• Coached and mentored managers within the team on leadership skills, effective time management, and KPI mapping for quota achievement- successfully created a total net-new pipeline of $52M.

Key Highlights:

- Developed the Outbound engine for Demand generation from scratch.

- Grew the OB BD team from 12 to 50+ and as a team delivered new pipeline of $29M till Nov' 2022.

- Optimized the MQL to SQL conversions for the Inbound SDR team from 13% to 22% over 3 quarters

• Head Global Business Development teams across APAC, EMEA and US for Outbound demand generation ensuring expansions and new business acquisitions in these markets.
• New GTM plans for new solution areas and industries along with strategy for cross-team planning.
• Built the Solution sales BD teams across regions and opened up the India and EU markets for Solutions BU.
• Device marketing plans and strategies to ensure account based expansions and penetrations into specific industry segments like P&C (Insurance), Banking Services, CLM and Procurement etc.
• Built the teams across functions from 2-30+

Key Highlights:

- Successfully started the BD motions for Solution selling from scratch and scaled to multiple solutions and geos

- Built the Outbound BD teams for EMEA and opened the region for new business.

- Best POD Award for H1,2022

• Manage book of business for Akamai’s mid-market customers and grow the existing revenues YoY through up-selling and cross-selling.

• Drive pipeline, net new revenue and deeper customer engagements resulting in incremental demand for additional products and services

• Responsible for all marketing campaigns for the assigned territory and entire customer life-cycle.

KEY HIGHLIGHTS:

• Selected as a Next Generation Leader of Akamai globally for driving sales as well as commitment to account management, 2019

• Winner Global Sales Pitch Contest, Akamai at Las Vegas , 2019

• MD's Award Winner 2019

• Manage an Integrated account team of 12+ individuals

Targets achieved:

2017 , 108% of Target | 2018, 154% of Target | 2019, 104% of Target

• Drive pipeline & revenue with constant opportunity identification, qualification & Consultative Selling.
• Generate new business & Grow existing accounts across UAE.
• Account Management and relationship management with C- level and other decision - influencers.

KEY HIGHLIGHTS

• 207% of annual target achieved

• Built the channel strategy from scratch , on-boarded 3 new partners and closed 1.2M USD through Channel Sales

• 1st Cloud deal (Success Factors) in Public Sector with the Office of the Prime Minister in Dubai

• Pitch Electric Vehicles to Businesses for B2B partnerships across the country
• Develop business plan and execute the same for Fleet management and fleet service to be provided to large tech-parks in Bangalore and Mumbai
• Sales target of 600 EVs to be delivered YoY