Neha R Singh

I'm the driving force behind getting the products - Managed PKI and Cloud RADIUS to the market and keeping them there.

Role brief:

As a CISSP I have been the focal point for Product, Sales and Customer Success teams, clearly articulating the product's security value and providing thought leadership to the Engineering teams to deliver compelling features according to the user stories.

Key Highlights:

• Built New Use Case - Armed the C-level executives with competitor studies during fund-raising to better their market dynamics pitch - constructing an innovative use case for application security (certificate as an authentication factor for application authentication) and configuring the same in Azure.

The use case became an instant hit across the organization and the Sales won a Fortune 500 customer. An achievement I'm proud of till this date.

Designing Enhancement Process

Positioning myself in the QBRs conducted with high value customers along with the Customer Success, I garnered vital information on the Product usage and pain points.

• Feedback loop for the Product Development by influencing the roadmap and marking a clear messaging guideline for Marketing

Constructed New Licensing Model

Pivotal during a collective effort of bringing in a new licensing model for the Products.

• Needed a deeper product understanding, feature usage statistics and market value.

Sales Enablement

Enabling the Sales with the right information, content and tools to initiate conversation with prospects

Role brief:

Directed the Security Awareness Training and Phishing Simulation product in an early-stage start-up.

• Took complete ownership of the product from build to the GTM
• Led the technical content team - responsible for the accuracy and adoption of the security awareness training content
• I also substituted for a couple of roles here:

Program Manager - reported progress, milestones, and risks to top stakeholders.

People Manager - Managed Engineering and Development teams to understand product features based on business requirements.

Key Highlights:

MVP launch

Envisaged a customer journey and developed features based on the customer persona; initiatives led to the launch of the MVP.

Market and Competition research

Brought in ideas for integrating the product with LMS, and that 'Human Risk' could be derived from the results of phishing simulation.

Customer Adoption

Worked alongside the Sales to air prospects to improve customer engagement and use the learnings as a feedback loop into the Product development process.

Role brief

Spent my time in this role with two distinct job responsibilities, challenging my spirit of adaptability and resilience. The recent one was reporting to the Cloud Security Product Manager to support the new portfolio of Cloud Security and the latter was a Customer Success Associate handling the revenue for Renewals and Retention of Managed Firewall services.

Key Highlights under Cloud Security portfolio:

Enabled product launch

• Worked on GoTo Market (GTM) initiatives, product, and customer-facing documents, NDA, Brand/IP clearance, and IT system readiness
• Conducted 10-odd training/ refresher courses as a part of Sales Enablement activities
• Chaired cross-functional discussions with Sales, Engineering, and Delivery teams
• Understood demand and gap elements of the product in hand - eventually sealed them with the guidance of the Product Manager
• Managed internal Azure subscription account - Budget allocation, cost management, RBAC enablement, and business' CSP portal maintenance
• Equipped myself with appropriate professional certifications for this purpose - AZ 500 & MS 500

Key Highlights as Customer Success Associate for Managed Firewall services:

• Owned the business' contract renewal orders -
• Guaranteed near-zero customer downtime and no SLA penalties, less operational tickets
• Formatted the internal process that led to smooth execution of any renewal order
• Achieved 400% escalation in AMC revenue during the tenure
• Influenced revenue analysis of the entire portfolio - Meticulously ensured the right revenue flows for the division without any hurdle
• Settled Revenue conflicts with concrete data - COF and BoM analysis

Role brief:

As a campus recruit, for the first eighteen months, my career base was strengthened here. I was put in different verticals under various managers to gather experience in Technical Product Management

Key Highlights:

Established GoTo Market (GTM) along with the Product Manager for DDoS and Firewall portfolio -

• Witnessed accelerated revenue - the outstanding reason for career promotion in 2016
• Managed demo orders for conversion into paid orders - Instrumental in analyzing and highlighting operational constraints - stitching solid processes for easy execution and customer delight. Received award from Sr.VP
• Responsible for weekly business review reports for global presentations