KSHITIJ ARAJPURE

As a Senior Manager in the Major Accounts division, I lead strategic sales initiatives and manage Airtel’s key enterprise relationships with high-growth, digital-native businesses across India. I focus on driving revenue growth, enabling digital transformation, and delivering innovative connectivity and ICT solutions that align with the evolving needs of fast-scaling startups, and technology-first organizations.

Key Responsibilities & Achievements:

• Own end-to-end account strategy, including client acquisition, retention, upselling, and cross-selling across Airtel’s enterprise portfolio (CPAAS, Data, Cloud, IoT, Security, Voice).
• Collaborate with product, presales, and solutions teams to craft customized offerings for enterprise clients across fintech, e-commerce, and RMG sectors.
• Exceeded revenue targets by 200% in FY 2024–25 through deep engagement with CXO stakeholders, and driving large-deal closures.
• Championed Airtel’s partnerships with leading unicorns and digital disruptors, acting as a strategic advisor to enable scalable, secure, and high-performance infrastructure.

Led enterprise sales for Airtel’s domestic business unit, managing a portfolio of high-value, digital-native, and emerging enterprise clients. Spearheaded solution-driven engagements focused on scalable connectivity, cloud enablement, and digital infrastructure transformation.

Led early strategic partnership efforts for Yalo’s India entry, focused on enabling large enterprises to adopt conversational AI across messaging platforms. Engaged with key stakeholders in retail, BFSI, and FMCG to explore joint GTM opportunities. The India operations were later streamlined as part of global business restructuring.

Led APAC channel sales for Yellow.ai (formerly Yellow Messenger), driving partner-led growth and expansion in Southeast Asia. Focused on establishing a robust ecosystem of channel partners to accelerate the adoption of Yellow.ai’s enterprise-grade conversational AI solutions.

Promoted into the Channel Sales vertical to build and scale Clear’s B2B SaaS distribution in the southern Indian market. Played a founding role in establishing the channel partner ecosystem, enabling revenue growth through indirect sales and strategic alliances.

Owned direct B2B sales for ClearTax’s GST filing SaaS platform, working with finance and compliance leaders across industries to digitize their tax operations.

I joined as a Strategic Alliances Intern and quickly became a top performer on the team tasked with expanding corporate partnerships for Clear’s income tax filing platform. Acquired 50+ new corporate accounts, including Tata Motors, BNY Mellon, Nokia, HSBC, and Abbott India, for employee tax filing services.