Rathnakumar A

• Built Customer Success and Account Management teams from scratch, attaining 98% NRR at year's end.
• Led a team comprising four CSMs, two AMs, and RevOps focused on client retention.
• Drove NRR growth from 114% to 128% by exceeding all expansion revenue targets.
• Created interdepartmental processes that improved communication between CS, Support, Product, and Sales.

• Responsible for the global account management team that was responsible for renewals and expansion revenue from existing customers.
• Managing a team of two regional managers who have a team of account managers in the U.S., Amsterdam, and India.
• Created the SOP for the account management team, which provides the guidelines to the team for their day-to-day operations.
• 183% attainment in Q1 2023, 120% attainment in Q2 2023, on target to hit 100% in Q3 2023.

• Responsible for the account management team that was responsible for expansion revenue from existing customers in EMEA & APAC.
• Led expansion planning, development and account management to grow existing accounts.
• Built expansion forecasts and schedules to reflect desired targets.
• Mentored and internally promoted successful account management team members into managerial positions to drive company growth.
• Increased the share of contribution to expansion revenue from EMEA/APAC from 45% in 2021 to 52% 2022 during an economic downturn

• Led the Customer Success for N.America
• Was responsible for both retention as well as expansion goals for N.America region
• Managed 4 team leads (2 in India and 2 in the US), 20 CSMs (14 in India and 6 in the US) and 3 account managers
• Led cross-functional strategic initiatives that resulted in increasing product integration adoption and maintaining the churn rate at 1% for 6 quarters
• Drove the team to deliver 100% y-o-y growth in revenue from customers in N.America
• NRR for the region at the end of 2021 was the highest across all regions (140%)
• Won the President's Club award for best manager of the year for CS

• Managed and Led the Customer Success team for N.America
• Managed a team of eight CSMs and two account managers
• Best Manager Award for three consecutive quarters in 2020 (Q1, Q2 & Q3)

• Managed the Startup segment AEs across regions (APAC, AMEA and AMER) - Achieved 35% increase in ARR achievement from the startup segment
• First time in the company's history to cross half a million dollars in a quarter from the startup segment
• Set up processes and structures in place to help the team scale and in achieving a higher deal conversion %
• Coached the AEs on discovery call best practices and techniques and negotiation skills

• Responsible for handling new Enterprise customers in the European market - Was able to create a pipeline in three months and achieved 85% of the quarterly target

• Responsible for new sales in the US SMB market
• Consistently achieved 100% of the target quarter on quarter
• Received the 'Star Closer' award at the annual SKO

• Was responsible for qualifying leads in the US and European markets
• Consistently achieved 200% of the monthly target

• Responsible for Business Development in South India

• Responsible for P&L from South India and International markets
• Increased the revenue contribution from S.India by 85% and from International customers by 45%
• Hired and managed a team of three sales reps and 3 campaign managers

Responsibilities mainly were:

1. Head the business for Chennai market
2. Take care of the business from DELL
3. Nurture a team of executives

Achievements:

Effectively converted 80% of hospitality sector, which was earlier running on pirated Microsoft software, in Pondicherry. This resulted in Microsoft business worth INR 70 lakhs and the company being promoted from tier 3 partnership to tier 2 partnership.

Achievements:

1. Completed $21,500 bottom-line target for the year.
2. Had 2 of my customers in the country's top 25 customers of the year.
3. Completed DELL Sales certification is Desktops, Laptops, Servers and Storage and was the only one to do so.
4. Was one of the key persons in creating the corporate anthem for the company.

• I was working for the company CADD Center Printing and Scanning Technologies India Pvt Ltd which was into sales of A0 size printers, plotters, scanners and 3D printers.
• My responsibility as a Business Development Executive was to bring in new customers. Completed sales worth $18,000 USD.

• Acme Infotech is an IT hardware services and sales company predominantly offering Annual Maintenance Contracts (AMC) for computers, servers and networks.
• I was responsible for bringing in new customers requiring maintenance contracts for their IT infrastructure.