Summary
Overview
Work History
Education
Skills
Timeline
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Pankaj Soni

Pankaj Soni

Business Development Leader, Co-founder & COO
Gurgaon

Summary

A passionate Business Leader, love working with high performing, creative teams. A relationship-driven SaaS Sales leader with 11+ years of work experience in notable companies. An expert in B2B sales, partnerships & alliances and CXO stakeholder management. 7+ years of experience of managing million dollar SaaS accounts across the United States, Africa, India and Southeast Asia.

Overview

11
11

Years of Professional experience

7
7

Years B2B Sales Experience

6
6

Years SaaS Sales Experience

5
5

Years Startup Experience

Work History

Chief Operations Officer, Co-Founder

ATP STAR
Gurgaon
10.2020 - Current
  • Grew organization to 70,000+ monthly active users, 58 full-time team members and INR 57 million annual recurring revenues.
  • Established business operations, Marketing, Sales, Product Management and Finance functions.
  • Established B2B franchise business and content creation business verticals
  • Formed senior leadership team through rigorous interviews and extensive candidate research

Head of Sales & Business Development

Hono.ai
Gurgaon
10.2019 - 09.2020
  • Led SaaS enterprise platform market penetration into Southeast Asia with focus on Thailand, Indonesia and Singapore markets. Provided Regional leadership to SEA, India and Middle east market growth Initiatives. Led transformation of sales team through automation and best practice infusion.
  • Achieved Annual business development quota of $ 5 Million order pipeline in India & South East Asia markets.
  • Boosted sales during COVID period by Created new reseller network (40+ partners) across India and South East Asia

Regional Director, Business Development

Innovaccer Analytics
Houston
11.2018 - 09.2019
  • Led SaaS platform sales for large enterprise account in Texas, Mississippi and Oklahoma markets in USA. Instrumental in closing first million dollar account in Texas region
  • Achieved Sales quota of USD 1.5 Million in new annual contracts
  • Trained & Managed a team of 2 inside sales managers

Key Account Manager

Comviva Technologies Ltd.
Gurgaon
01.2016 - 10.2018
  • Led large key accounts MTN Telecom, Vodafone India and FT Orange. Thwarted competition from rivals in sub accounts MTN South Africa and MTN Nigeria. Liaised extensively with MTN group CXO stakeholders for Digital Transformation of MTN Telecom group
  • Grew account order book from $ 0.5 Million to $ 4.5 million in period of 2.5 years
  • Recognised for fastest achievement of annual quota ($ 2.2 Million) in 6 months in 2017-18
  • Best performer in terms of quota achievement (105%) for fiscal year 2016-17.
    Runner up in ‘Business Development Person of Year' award in 2016-17

Business Development Manager

Comviva Technologies Ltd
Gurgaon
04.2014 - 03.2016
  • Managed Africa Accounts for Analytics SaaS business vertical. Responsible for Pipeline management, creating proposals, pricing and value propositions for leads. Pitching new products/services to existing customers and working closely with pre pales, engineering and delivery teams.
  • Increased new order booking pipeline by USD 1.5 Million and closed deals with 5-year contract value of USD 0.7 Million
  • Created and implemented Go-To-Market plan for telecom accounts in Africa Region
  • Performed client research and identify opportunities for account growth, account penetration and market expansion.

Senior Associate

Headstrong Capital Markets, Eurex Clearing AG
Noida
04.2010 - 06.2012
  • Liaised with Client in developing Risk and Margin Model for OTC Trading products Interest Rate Swaps and Forward Rate Agreements
  • Awarded title of ‘Rising Star’ for best performance among 300 new joiners in batch
  • Awarded Order of Merit for outstanding team performance for two consecutive quarters

Education

PGP - Strategy And Finance

Indian Institute of Management, Indore
Indore, India
06.2012 - 04.2014

B.Tech - Chemical Engineering

Indian Institute of Technology, BHU
Varanasi, India
08.2006 - 04.2010

Skills

Business Development

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Timeline

Chief Operations Officer, Co-Founder

ATP STAR
10.2020 - Current

Head of Sales & Business Development

Hono.ai
10.2019 - 09.2020

Regional Director, Business Development

Innovaccer Analytics
11.2018 - 09.2019

Key Account Manager

Comviva Technologies Ltd.
01.2016 - 10.2018

Business Development Manager

Comviva Technologies Ltd
04.2014 - 03.2016

PGP - Strategy And Finance

Indian Institute of Management, Indore
06.2012 - 04.2014

Senior Associate

Headstrong Capital Markets, Eurex Clearing AG
04.2010 - 06.2012

B.Tech - Chemical Engineering

Indian Institute of Technology, BHU
08.2006 - 04.2010

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Pankaj SoniBusiness Development Leader, Co-founder & COO