Rahul Kumar
Gurgaon
Summary
Enterprise Account & Growth leader with 9+ years of experience across Flipkart, Amazon, Blue Dart and Delhivery managing strategic enterprise relationships and revenue portfolios. Currently own 40+ Cr revenue across 31+ enterprise clients, with demonstrated strength in account growth strategy, GTM execution, new-logo acquisition, executive stakeholder engagement, consultative solutions, commercial negotiations and cross-functional leadership. Proven ability to translate client and business needs into scalable solutions, expand share of wallet, improve P&L and drive client retention.
Overview
2
2
Languages
9
9
years of professional experience
Work History
Manager
Flipkart Pvt Ltd
Gurugram
08.2025 - Current
- Own 40 Cr revenue across 31+ enterprise clients, leading a 12-member Sales, Account Management and Operations organization with end-to-end ownership of pipeline, closures, renewals and account growth.
- Lead enterprise GTM and acquisition strategy, closing 24 new logos and generating 18 Cr incremental revenue through multi-location warehousing and fulfillment solutions.
- Drove strategic account growth through C-level and founder-level engagement across 15+ accounts, developing tailored solutions and pricing structures that contributed to 20% improvement in P&L.
- Partnered with finance, product, network and operations leadership on 12+ customized enterprise solutions, unlocking 10 Cr revenue potential and facilitating commercial expansion.
- Established account planning, M/QBR governance and stakeholder cadences, achieving 92% retention and expanding scope of work by 18% across top accounts.
- Analyzed client needs to uncover potential market gaps.
Sales Specialist
Amazon India Pvt Ltd
Gurugram
04.2021 - 08.2025
- Led 20+ strategic accounts acquisitions through consultative, solution-led selling, adding 11 Cr annualized revenue.
- Executed GTM strategy for MCF across 145+ high-value sellers, expanding D2C and omnichannel use cases, resulting in 1.6 Cr AGR.
- Led 20+ strategic accounts acquisitions through consultative, solution-led selling, adding 11 Cr annualized revenue.
- Developed executive dashboards tracking 5+ KPIs to identify account expansion opportunities and prioritize growth plays for leadership reviews.
- Received Amazon Founder's Award for acquiring a global sports brand and expanding Amazon Shipping's global footprint.
Senior Executive – Enterprise Sales
Blue Dart Express Limited
Gurugram
09.2020 - 04.2021
- Managed 8 Cr enterprise revenue portfolio across 22+ corporate clients, achieving 95% of revenue targets.
- Led strategic pricing discussions and contract renewals, enhancing client retention and safeguarding 2.5 Cr in recurring revenue.
Senior Associate – Strategic Accounts
Delhivery Limited
Gurugram
09.2017 - 08.2020
- Managed 126 Cr enterprise key-account portfolio, collaborating with CXOs and supply-chain heads to address strategic business needs.
- Increased share of wallet by 18% across 15+ enterprise clients, generating 22 Cr incremental revenue through targeted account expansion.
- Executed 4+ enterprise programs, including cold chain, hyperlocal, and tooling solutions, driving 12 Cr annual revenue across 10+ cities.
Education
Bachelor of Technology - Mechanical Engineering
Uttarakhand Technical University
DehradunSkills
- Strategic Account Management Account Growth & Expansion GTM Strategy & Execution Enterprise Business Development Revenue & P&L Management Executive/C-Suite Engagement Consultative Consulting Commercial Strategy & Negotiation Account Planning & QBRs Cross-functional / Matrix Leadership Business Consulting & Project Management Competitive & Whitespace Analysis Continuous Improvement
- Enterprise Solutions Design
- Microsoft Excel PowerPoint Word Outlook Teams Executive Reporting & Presentations KPI Dashboards Account Planning CRM / Salesforce Financial & Revenue Analysis Project Management Commercial Negotiations
Personal Information
Title: ACCOUNT MANAGEMENT | GTM STRATEGY | ENTERPRISE GROWTH | CLIENT STRATEGY
Languages
English
Proficient
C2
Hindi
Proficient
C2
Timeline
Manager
Flipkart Pvt Ltd
08.2025 - Current
Sales Specialist
Amazon India Pvt Ltd
04.2021 - 08.2025
Senior Executive – Enterprise Sales
Blue Dart Express Limited
09.2020 - 04.2021
Senior Associate – Strategic Accounts
Delhivery Limited
09.2017 - 08.2020
Bachelor of Technology - Mechanical Engineering
Uttarakhand Technical University