Kokul Selvaraj Arumugam

Customer Onboarding and Management:

• Managed the entire customer lifecycle, from SoW and BRD to project go-live, generating over $1.28M+ in ARR
• Championed customer success initiatives, maintaining strong relationships that prevented $280K in ARR churn
• Conducted customer discovery, gathered requirements, and formulated PRDs, helping define the product roadmap through customer feedback and market trends
• Built value-based relationships with stakeholders, serving as a liaison and advocate for customers within the organization
• Delivered exceptional post-go-live support, resulting in a 100% customer satisfaction rating
• Owned the customer onboarding journey, ensuring smooth product adoption and project completion, which improved customer health metrics and increased product usage by 25% among key stakeholders
• Led executive business reviews, tracking customer goals and progress, which led to zero churn and continued growth across accounts

Smart Building IoT & Energy Solutioning:

• Designed and implemented Sustainability Dashboards for clients in the UK, UAE, and US, enabling real-time tracking of carbon emissions to meet regional Net Zero targets
• Leveraged the product capabilities to drive substantial reductions in carbon emissions across multiple portfolios, achieving annual reductions between 15-22%, and supporting clients in their sustainability objectives
• Delivered a 34% reduction in energy usage through HVAC optimization and remote monitoring, improving overall system efficiency
• Led a team of 3+ engineers to successfully implement over 10 projects, resulting in up to 27% energy savings in commercial buildings by refining energy management processes

Cross-Functional Collaborations:

• Collaborated in gathering functional requirements and developing solutions for 8+ product features, including Fault Detection & Diagnostics (FDDs), Virtual Meter, Measurement & Verification (M&V), etc
• Supported the sales team with Connected Building and Retail GTM demo scripts, resulting in a $3.7M pipeline
• Worked closely with Account Managers to identify upselling and cross-selling opportunities, contributing to a $500K revenue increase
• Aided marketing team with customer discovery questionnaire, 20+ 'how-to' videos, reviewed product marketing documents as part of GTM for Connected Buildings and Energy Management
• Successfully transitioned 65% of Proof of Concept (PoC) accounts to active customer accounts, resulting in a potential of $1.5M in ARR
• Served as PoC for Smart Building and Energy Management solutioning, assisted in 40+ RFP/RFI submissions in 3 years, and worked on preparing the SoW document.

• Led process implementations for an adhesive manufacturing company, reducing production timelines by up to 15% through automation
• Implemented HVAC logic, achieving a 20% reduction in motor power consumption costs
• Worked with staff to innovate production optimization techniques, increasing production quantity by 25%.