Ravindra Jain
GTM & Strategy Leader
New Delhi,DL
Summary
Accomplished sales and strategy leader with 20+ years driving multi-million-dollar revenue growth and market expansion in enterprise software and security. Expertise spans complex SaaS and on-prem solutions, including Actionable AI, Hyper-automation, API-led Integration, CXM, WFO, and security solutions (OSINT/WEBINT, Social Engineering, Digital Forensics, Physical Security, Financial Fraud Prevention). Proven track record forging strategic partnerships, aligning cutting-edge solutions with business goals to deliver exceptional customer value and transformative outcomes. Successful across APAC and other global markets, building strong relationships with senior stakeholders in enterprises and government organizations, including law enforcement, intelligence, and national security.
Overview
24
24
years of professional experience
11
11
Certifications
Work History
Co-Founder
AI Startup - Travel Tech
New Jersey And New Delhi
01.2024 - Current
- Co-founded and led development of an OmniPurpose conversational AI travel assistant. Delivered a functional prototype within 6 months, showcasing innovative features aimed at revolutionizing the traveler's experience through personalized voice navigation, proactive recommendations, itinerary suggestions, seamless bookings & modifications, intelligent expense management, interactive virtual tours, and effortless photo/social media sharing.
Brand/GTM Strategy Consultant
Luxury Real Estate Developer
Goa
01.2024 - Current
- Developed comprehensive GTM strategy, brand identity, and digital presence for a luxury real estate developer, achieving significant market differentiation and rapid growth in online visibility through compelling brand storytelling.
GTM Lead- GSI / Consultancies, Global
Workato Inc.
05.2022 - 01.2024
- GTM Leadership - Executed sales and strategy for Workato's new SBU GSI/Consultancy, achieving revenue goals within the first year and positioning the unit for accelerated growth towards its $30M five-year target
- Strategic Account Acquisition - Built a strong base for sustained business with major global firms like WPC, Xerox, TCS, Wipro, HCL and Accenture, acquired in record time.
- Internal Advocacy and Strategic Positioning - Successfully positioned the GSI/Consultancy unit as a key growth driver within Workato, securing internal resources and support to fuel expansion.
GTM Lead- GSI / Consultancies, Global
ABBYY
06.2021 - 05.2022
- GTM Execution & Strategic Partnership - Led ABBYY's GSI/Consultancy go-to-market execution, establishing strategic partnerships with 7 major global firms (HCL, EY, Cognizant, Wipro, Accenture, Straive, Genpact) within 6 months
- 360 degree Partnership Model and Revenue Growth - Successfully implemented a comprehensive 360 (sell-to, sell-with, sell-through) partnership model, driving rapid revenue growth and expanding market reach
- Market Expansion & New Market Penetration - Supported expansion activities in Southeast Asia (Philippines, Malaysia, Indonesia) through strategic partnerships and targeted sales initiatives, significantly increasing ABBYY's presence in the region
VP of Sales, South Asia and Middle East
S2T.ai
09.2020 - 05.2022
- Market Expansion & New Revenue - Spearheaded S2T's successful expansion into South Asia, Middle East, and Africa as GTM leader, generating $2.8M in revenue within the first year with a roadmap for up to $10M within 2 years
- Strategic Partnerships & Pipeline Development - Established strategic channel partnerships across the region, securing major tenders with key clients like NTRO India and Nepal Cyber Cell, and creating a robust pipeline for future growth.
- Innovative Product Launch - Launched the region's first-ever OSINT-as-a-service offering, a unique and successful solution tailored to the specific needs of the market
- Team Building & Regional Support - Built and led a high-performing delivery and support team in India, providing expert service and ensuring customer satisfaction across the entire region.
Sales Director
Penlink Cobwebs
Hybrid
01.2019 - 09.2020
- Market Expansion - Built the India and Middle East markets from scratch, driving effective partner management and direct sales initiatives.
- Channel Partner Development - Built and nurtured a robust network of strategic channel partners, establishing Cobwebs as a trusted provider in the region.
GTM Leader, Portfolio Sales, South Asia & ME
NICE Ltd.
01.2017 - 01.2019
- Portfolio Sales - Led the charge for full portfolio sales (Interaction Analytics, Automation, WFO) after successfully leading analytics solution sales.
- Exponential Growth - Achieved a 10X increase in ARR revenue for the CXM portfolio within two years, significantly expanding market presence in South Asia and Middle East.
- Championed Value-Based Selling Approach - Pioneered in implementing value-based selling methodology, shifting focus from product features to quantifiable customer outcomes.
- Built a Robust Partner Ecosystem - Established a high-performing partner network that facilitated seamless implementation and support for CXM solutions.
- Strategically Positioned Portfolio vs Point Solutions - Shifted focus from individual point solutions to a holistic CXM portfolio approach, providing customers with an integrated offering and a clear path to address their complex business challenges.
Analytics Solution Sales Leader - South Asia & ME
NICE Ltd.
01.2015 - 01.2017
- Led Analytics Solution Sales: Led Analytics solution sales in South Asia & Middle East, collaborating with account directors to accelerate growth.
- Championed Consultative Sales: Introduced and implemented consultative sales methodologies, focusing on understanding customer needs and tailoring solutions for optimal impact.
- Re-engineered Proof of Value: Revamped the proof-of-value process, improving efficiency and effectiveness, leading to faster deal closures and higher customer satisfaction.
- Drove Demand Generation: Led marketing initiatives to increase awareness and adoption of new CXM solutions, like interaction analytics and attended automation.
- Expanded Customer Base: Successfully expanded NICE's footprint by upselling to existing accounts and acquiring new logos.
National Account Manager, India
NICE Ltd.
01.2013 - 01.2015
- Revived and Transformed Underperforming, High-Churn Accounts - Successfully turned around complex, dormant accounts, elevating them to top-performing status with strong customer advocacy.
- Recognized for Excellence - Awarded the prestigious President's Cup in the first year of sales at NICE, highlighting exceptional performance and results.
- Championed New Product Sales - Became the first salesperson in the region to sell the newly launched "NICE Engage for Contact Centers" and the first in APAC to win a competitive replacement cross-portfolio deal.
- Exceeded Sales Targets - Significantly surpassed first-year goals, through a mix of new solution deals, competitive displacements, and high-value SaaS sales over term licenses.
Sr. Presales Solution Consultant
NICE Ltd.
01.2011 - 01.2013
- Successfully Transitioned to Presales - Exceeded expectations in transitioning from customer training and success consulting to a senior presales role,
- Drove Deal Wins Through Innovative Approach - Quickly made an impact by implementing a consultative solution engineering approach, leading to successful wins for complex customer requirements.
- Championed Successful PoCs - Led numerous Proof of Concept (PoC) engagements, demonstrating the value of NICE solutions and translating them into closed deals.
- Recognized for Innovation - Awarded "Solution Innovator of the Year" in the first year of the presales role, showcasing a talent for creative problem solving and delivering results.
Consulting and Education Manager, APAC
NICE Ltd.
01.2007 - 01.2011
- Consulting Excellence & Client Impact - Led successful consulting engagements for interaction analytics and workforce optimization solutions, exceeding client expectations and earning prestigious awards, such as the "Customer Impact Award" for AMEX Japan.
- Trusted Advisor to Marquee Clients - Served as a trusted advisor to leading organizations across APAC, including Amex, DBS Bank, Citibank, Vodafone, and others, consistently delivering strategic solutions to enhance their competitive advantage.
- Customer Success & Advocacy - Drove exceptional customer success and satisfaction, resulting in a series of expansion deals and long-term client relationships built on trust and value.
- Industry Expertise - Developed deep expertise in interaction analytics and workforce optimization, leveraging this knowledge to deliver tailored solutions for clients in diverse industries such as BFSI, Telecom, Retail, and Travel.
Learning and Development Manager
iEnergizer
01.2005 - 01.2007
- Managed L&D and Quality for Major Client - Led L&D and quality operations for a large US client with 250+ FTEs.
- Training Methodology Development - Established scalable training methodologies to support rapid operational growth while maintaining high-quality standards for trained resources.
- Process Optimization & Quality Assurance - Implemented Six Sigma and COPC frameworks to streamline operations and consistently exceed client quality requirements.
- Employee Development & Engagement - Played a key role in the creation and success of SEED (School for Employee Education and Development), an internal initiative led by the CHRO. Developed and delivered impactful workshops on Operational Excellence, Leadership Skills, Collaboration, Lateral Thinking, and Problem Solving, resulting in significantly improved employee satisfaction, engagement, and performance.
Co-founder and Partner
Pronet E-Services
01.2004 - 01.2005
- Partner - Co-founded Pronet, a BPO startup backed by Japanese VC firm Esspex Corporation.
- Rapid Growth & Expansion: Scaled operations from 10 to 60 seats across 3 offshore clients within 8 months, demonstrating strong sales performance and operational expertise.
Business Development Manager
Capgemini (Formerly iGate)
01.2002 - 01.2004
- Inside Sales & Business Development - Drove business development through inside sales campaigns for Business Intelligence Solutions (Cognos, Oracle BI) and Offshore Business Process Management / Remote Infrastructure Management services across North America, U.K., and ANZ markets.
- Sales Enablement & Collaboration - Partnered with field sales teams, providing high-quality leads and key account intelligence, resulting in numerous large deal wins.
Business Development Manager
Honeywell Inc.
01.2001 - 01.2002
- Global Inside Sales - Led a high-performing global inside sales team for Honeywell Power Systems' most advanced product, "Parallon-75 Micro turbine."
- Rapid Advancement - Promoted within 6 months based on strong performance in driving demand generation, exceeding sales targets, and demonstrating leadership potential.
- Market Research & Sales Enablement - Conducted thorough market research that directly led to major field sales deals with key clients like McDonalds and distributors like Mobil and Mercury.
Education
Exec. AMP -
INDIAN INSTITUTE OF MANAGEMENT CALCUTTA
01.2021
Bsc IT -
KUVEMPU UNIVERSITY
01.2013
Bcom Honors -
DELHI UNIVERSITY
01.2001
Skills
- GTM Strategy & Execution
- Sales Leadership
- New Market Development
- Market Expansion
- Solution Sales
- Value Selling
- MEDDPICC
- Solution Engineering
- Customer Success
- Solution Consulting
- Interaction Analytics
- Account Strategy
- OSINT (Open Source Intelligence)
- Active Intelligence
- Social Engineering
- Incidents management
- API Led Integration
- CXM (Customer Experience)
- WFO (Workforce Optimization)
- Intelligent Automation
- Intelligent Document Processing
- Process Mining
- Process Improvement
- SaaS
- IPaaS
- LCNC
Certification
- Six Sigma
- COPC
- DemoFlow
- Outreach
- Demandbase
- Salesforce
- MEDDPICC
- Workato Automation Pro
- ABBYY Vantage & Timeline
- Cobwebs Tangles
- S2T Profiler
Timeline
Co-Founder
AI Startup - Travel Tech
01.2024 - Current
Brand/GTM Strategy Consultant
Luxury Real Estate Developer
01.2024 - Current
GTM Lead- GSI / Consultancies, Global
Workato Inc.
05.2022 - 01.2024
GTM Lead- GSI / Consultancies, Global
ABBYY
06.2021 - 05.2022
VP of Sales, South Asia and Middle East
S2T.ai
09.2020 - 05.2022
Sales Director
Penlink Cobwebs
01.2019 - 09.2020
GTM Leader, Portfolio Sales, South Asia & ME
NICE Ltd.
01.2017 - 01.2019
Analytics Solution Sales Leader - South Asia & ME
NICE Ltd.
01.2015 - 01.2017
National Account Manager, India
NICE Ltd.
01.2013 - 01.2015
Sr. Presales Solution Consultant
NICE Ltd.
01.2011 - 01.2013
Consulting and Education Manager, APAC
NICE Ltd.
01.2007 - 01.2011
Learning and Development Manager
iEnergizer
01.2005 - 01.2007
Co-founder and Partner
Pronet E-Services
01.2004 - 01.2005
Business Development Manager
Capgemini (Formerly iGate)
01.2002 - 01.2004
Business Development Manager
Honeywell Inc.
01.2001 - 01.2002
Exec. AMP -
INDIAN INSTITUTE OF MANAGEMENT CALCUTTA
Bsc IT -
KUVEMPU UNIVERSITY
Bcom Honors -
DELHI UNIVERSITY
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