Kumaresan VaradaraJ
Sales Manager
Chennai
Summary
With over 13 years of experience in sales and account management business development, I have achieved significant milestones. Developed strategic partnerships with Salesforce and ServiceNow, enhancing joint go-to-market efforts. Executed tailored lead generation strategies using Gen AI for effective, targeted messaging. Recognized with 3 top performer awards for consistently exceeding sales targets.
Overview
14
14
years of professional experience
4
4
Certifications
Work History
Solution Alliance Manager - Salesforce Ecosystem
Prodapt
10.2024 - Current
- Manage and grow the strategic partnership between Prodapt and Salesforce, aligning with Salesforce account teams and ecosystem partners to drive joint business.
- Develop and execute go-to-market strategies and co-selling initiatives that expand pipeline and accelerate revenue growth.
- Ensure partner success by driving certifications, enablement, and compliance with Salesforce partner programs.
- Collaborate with marketing and sales to deliver joint campaigns, events, and account planning, strengthening Prodapt's Salesforce presence.
- Developing and executing lead generation cadences tailored to specific industry personas by leveraging Gen AI to craft targeted messaging based on persona, industry, and pain points, ensuring that the right message reaches the right person at the right time.
- Actively participate in Salesforce ecosystem events to build stronger alliances and stay ahead of product/industry trends.
- Strengthening relationships with Salesforce Account Executives and leveraging whitespace reports to identify new opportunities.
- Participating in RFP creation - to understand the scope of requirements and prepare the final response document.
- Mapped opportunities to the appropriate Salesforce AEs aligned by industry and solution module.
Business Development Manager
Kripya Solution
01.2023 - 05.2024
- Implemented and led the Industry 4.0 (SaaS) Business Development team at Kripya Solutions.
- Managed a global team of 5 members, driving collaboration and performance across regions.
- Established the sales process and defined the culture for future business development hires.
- Leveraged prospecting tools to research target companies and identify key decision-makers.
- Designed and executed targeted outreach strategies, collaborating with the sales team to source prospects and drive outbound activities.
- Built and managed a sales pipeline through daily sourcing, while developing innovative sales strategies and techniques.
- Participated in industry-related events, generating prospect lists via online tools and reaching out through phone/email campaigns.
- Conducted initial requirement scoping, scheduled follow-up calls, and delivered product demonstrations.
- Prepared proposals tracked opportunities in HubSpot CRM and successfully closed deals.
Solution Business Development Lead
Apptivo Software
11.2017 - 12.2022
- Lead the Sales Development team at Apptivo, managing a team of 7 across Europe, Middle East, APAC, and the Americas.
- Established scalable sales processes and defined the culture for future SDR hires.
- Leveraged prospecting tools to research companies and identify key decision-makers in new accounts.
- Designed targeted outreach strategies and collaborated with the sales team to drive outbound prospecting activities.
- Built and managed a robust sales pipeline through daily sourcing and creative sales techniques.
- Scheduled qualified prospect meetings and ensured smooth handoff to the Account Executive (AE) team.
- Managed and maintained customer activity and records in Apptivo CRM.
- Coached SDRs to achieve their quotas consistently and on time.
- Onboarded and trained new hires, ensuring quick ramp-up and productivity.
- Presented team performance reports and pipeline updates to senior management.
- Participated in daily AE meetings to discuss demo completion, pipeline progress, sales revenue, and customer pain points.
- Qualified inbound leads from marketing campaigns and converted them into sales opportunities.
- Contacted potential prospects via cold calls and emails, identifying needs and recommending appropriate products/services.
- Built long-term, trusted relationships with prospects to support sustained business growth.
Senior Executive-Sales
Quadrant 4 Software Solutions
06.2015 - 07.2017
- Collaborated with internal teams and group marketing on campaign management, including designing and executing targeted email campaigns via Zoho.
- Assigned and routed email campaign leads to on-site sales teams for timely follow-up.
- Managed lead data in SUGARCRM, including import/export, user creation, lead assignment, and performance reporting.
- Participated in cold calling activities, booking qualified appointments for the US-based sales team to accelerate deal closures.
- Researched events, conferences, and webinars to generate attendee lists, company profiles, and prospect insights.
- Drafted business case documents and mapped technologies to client requirements for tailored pitches.
- Conducted web research using Hoovers, Data.com, Crunchbase, Lead411, Jigsaw, Manta, and other business directories to identify prospects.
- Monitored and tracked lead activity and status in CRM to ensure sales follow-up.
- Participated in weekly sales review calls with VP Sales, Directors, and the sales team, providing detailed research reports and campaign performance updates.
- Analyzed lead quality with the sales team and presented findings to management for continuous improvement.
Senior Executive-Market Research
Changepond Technologies
01.2012 - 06.2015
- Managed a lead generation team of 8 members, driving prospecting and pipeline-building activities.
- Researched prospective market segments and assessed viability in offering IT services.
- Identified potential clients using Salesforce and other prospecting tools, capturing key decision-making information.
- Collaborated with the CPT (VP Sales, Sales Directors, and Regional Heads) to support lead elicitation strategies.
- Designed, launched, and maintained multi-region lead generation campaigns, leveraging marketing automation for prospecting and nurturing.
- Optimized underperforming campaigns by refining copy, target lists, and outreach strategies.
- Maintained close communication with the sales team and marketing leadership to ensure alignment of lead generation initiatives.
- Scrubbed and qualified lead lists to ensure only relevant accounts were uploaded into the CRM system.
- Conducted email research and verification to improve outreach accuracy.
- Identified high-revenue companies and mapped decision-makers to support targeted sales engagement.
Education
MBA - Marketing/sales
Anna University
B.TECH - IT
Anna University
Skills
Salesforce Partnership Management
Business Development
Strategic Alliances
Sales Development Leadership
Professional Highlights
- With over 12 years of experience in sales and account management/business development, I have achieved significant milestones.
- Developed strategic partnerships with Salesforce and ServiceNow, enhancing joint go-to-market efforts.
- Executed tailored lead generation strategies using Gen AI for effective, targeted messaging.
- Recognized with 3 top performer awards for consistently exceeding sales targets.
Certification
Salesforce Sales Representative
Disclaimer
I hereby declare that the information furnished by me is true to the best of my knowledge.
Timeline
Salesforce CRM Analytics
07-2025
Salesforce AI Associate
03-2025
Salesforce AI Specialist
01-2025
Salesforce Sales Representative
12-2024
Solution Alliance Manager - Salesforce Ecosystem
Prodapt
10.2024 - Current
Business Development Manager
Kripya Solution
01.2023 - 05.2024
Solution Business Development Lead
Apptivo Software
11.2017 - 12.2022
Senior Executive-Sales
Quadrant 4 Software Solutions
06.2015 - 07.2017
Senior Executive-Market Research
Changepond Technologies
01.2012 - 06.2015
B.TECH - IT
Anna University
MBA - Marketing/sales
Anna University