Madhulika Bawa
Delhi
Summary
Sales growth expert specializing in tech hardware solutions and services. Led comprehensive sales initiatives that improved client engagement through customized workshops and cross-functional team support. Managed complex solution sales across various industries, driving technology transformation projects for enterprise and mid-market clients. Developed innovative value propositions that secured renewals and expanded new business opportunities across EMEA, APJ, India, and America.
Overview
11
11
years of professional experience
Work History
Sales Leader (Professional Services Team)
Adobe Systems
Noida
04.2022 - 07.2024
- Owned P&L for Adobe Workfront, expanding installation base 600,000 to 12,000,000.
- Drove growth through new logo wins, upsell, cross-sell, and renewals.
- Advised on unmet needs and usage patterns to expand each account.
- Managed 4 new DX Cloud logo acquisitions through coordinated campaign execution.
- Generated 70-100 new sales leads per FQ via prospecting cadence.
- Grew Workfront installations across EMEA through targeted outreach and follow-through.
- Built partner joint business initiatives influencing 650,000+ consulting solutions revenue in 2 FQs.
- Designed service offerings across additional Adobe lines of business, delivering 1,500,000 bookings in 2 FQs.
Manager – Client Relationship Executives (Sales & Customer Success) – EMEA GTM
Rackspace Technologies
11.2020 - 04.2022
- Grew Install Base by more than 100% in the first year by targeting new business and expanding current client business
- Managed Sales & Customer Success for Infrastructure Solutions at Rackspace EMEA, focusing on client satisfaction and revenue growth.
- Led a team of 9-11 CSMs and Customer Relationship Executives (Sales / BD role).
- Established new sales team within a year of leading CSM business, targeting new logos to drive client acquisition.
- Led negotiations with end users to secure business.
- Improved NPS for the Transactional Business by more than 37 points within 3 months of transition
- Supported team in creating and presenting proposals for well-architected data centre infrastructure expansion, leveraging HCI solutions and public cloud migration to enhance capacity and reduce operational overheads.
- Streamlined various processes like Onboarding, Billing, MSR Automation and P1 Support
- Successfully Transitioned the Customer Success workloads from Onshore to India (150 seats) in Oct – Nov 2020
Professional Services (Education), Adobe Learning Services, India
Adobe Systems
Noida
11.2019 - 06.2020
- Scoped learning and enablement needs, customised solutions, and supported teams in executing complex digital transformation projects.
- Accelerated sales pipeline for learning solutions through targeted strategies.
- Collaborated with Adobe Digital Learning Services to drive sales of education services to new and existing customers.
- Coordinated with cross-functional teams to ensure customers and partners received seamless experiences.
- Drove various License Attach initiatives – increased pipeline (New Opportunities for executed Bookings) by 900k in 4 weeks
- 49 new Qualified Accounts unearthed in 4 weeks of Calibration with Sales and Delivery teams
- Helped customers improve their Campaign effectiveness by 25-40% over 8-12 weeks
- 3 New Bookings within first quarter , 3 more in the following month
Account Executive , Sales Solutions , India
LinkedIn
Gurgaon
05.2018 - 07.2019
- Secured 9 new logos for sales solutions business, strengthening market presence and contributing to revenue growth.
- Led new business acquisition, developed ISR, generated leads, facilitated customer workshops and solution demos, trained users, and boosted solution adoption with user groups.
- Had the shortest Full lifecycle booking for LSS in India (4 months)
- Acted as a trusted advisor, delivered insights and value over a long term well beyond the initial sale
- Developed 'Vision for Partnership' value calculator to assist customers in assessing expected return on investment.
- Field Sales executive for Sales Solutions portfolio at LinkedIn India.
Enterprise Sales Manager/Customer Success Manager (EMEA & APAC), Print & Publishing Business
Adobe Systems
Noida
01.2016 - 05.2018
- Exceeded sales targets by consistently delivering results above 120% year-to-date for two years.
- Managed relationships, ensured stakeholder involvement and approval, enabled end-users, mapped global usage, identified new markets, increased investment in Adobe portfolio, negotiated pricing and contracts, provided post-sales support, drove adoption, cross-sold products, conducted regular business reviews, supported user enablement, managed change, trained on new version releases, and targeted off-cycle add-ons. Navigated complex, multi-stakeholder sales cycles lasting 6–12 months.
- Expanded Adobe business portfolio annually for major global corporations.
Partner Sales Manager, Command Team – Customer Contact Group
Make my Trip
Gurgaon
03.2013 - 01.2016
- Managed partner sales initiatives to foster collaboration and achieve revenue growth. , People Manager, Business Analytics, Developed and delivered training programmes that enhanced team capabilities and performance. ,Led recruitment efforts to attract and select top talent for the organisation. and Monitored quality control processes to ensure adherence to organisational standards and improve service delivery.
- Stellar Performance Growth reported YOY (A few examples listed below)
- 103 % Growth YOY in GPC(Margins per contact) Blended for all channels in Q2 FY’ 13- 14(Lean Season) ; 51% Growth in Margins per contact for Q1 (Peak Season). 146% Growth YOY in Margins per contact for Offline Business(Web) in Q2 FY’13 –’14(Lean Season), 36% for Q1(Season) ; Online Business (Live Channels) Growth @ 50% YOY for both Q1 and Q2
- 143% YoY growth in margins per contact for Offline Channels (Competition growth@ 30% YOY ) for Q2 and Q3 FY’ 14-15
- 30% Growth in Margins per Contact for Chat (Competition grew by 8%) during the same time. This was higher than YOY growth on recognised channels Phone too(@22%).
- Returns on Investment Improved by 146% in two years ; Reduction in Losses and Escalations from.. 28% to 3% over two years
- Unutilized inventory Losses reduced from 28% to approx. 5% of Topline
Education
MBA - Finance
Symbiosis
Pune01-2011
B Com -
University of Delhi
01-2000
10 + 2 -
Convent of Jesus and Mary
New Delhi01-1997
Skills
- Sales strategy and business development
- New business acquisition and revenue growth
- Solution selling and proposal development
- Revenue forecasting and market analysis
- Product demonstrations and stakeholder engagement
- Cross-functional collaboration and customer relationship management
- Client management and key account handling
- Sales planning and negotiation expertise
- Consultative sales approach and team leadership
- Data-driven decision making and relationship building
- Strategic partnerships and technical solutions
Timeline
Sales Leader (Professional Services Team)
Adobe Systems
04.2022 - 07.2024
Manager – Client Relationship Executives (Sales & Customer Success) – EMEA GTM
Rackspace Technologies
11.2020 - 04.2022
Professional Services (Education), Adobe Learning Services, India
Adobe Systems
11.2019 - 06.2020
Account Executive , Sales Solutions , India
LinkedIn
05.2018 - 07.2019
Enterprise Sales Manager/Customer Success Manager (EMEA & APAC), Print & Publishing Business
Adobe Systems
01.2016 - 05.2018
Partner Sales Manager, Command Team – Customer Contact Group
Make my Trip
03.2013 - 01.2016
MBA - Finance
Symbiosis
B Com -
University of Delhi
10 + 2 -
Convent of Jesus and Mary