Robin Gupta
Mumbai
Summary
CORE COMPETENCIES KEY ACHIEVEMENTS
Proven telecom & CPaaS sales leader with 15+ years of experience growing messaging business from ₹0 to ₹2500+ Cr cumulative revenue across ValueFirst, Karix, Tata Communications, and Reliance Jio. Strong expertise in customer hunting, deal structuring, and building new revenue lines from scratch with carrier partners and enterprise channels.
Currently managing a ₹2500 Cr+ portfolio at Jio with Tier-1 aggregators (Tanla, Route, Sinch, Gupshup). Key wins include a $40K govt RFP at Tata Comm and 3x revenue growth via combo deals and service innovation (RCS, SMV, Mobile Identity) at Jio. Known for commercial strategy, long-term account farming, and high-trust CXO engagement.
- Revenue Multiplication | Customer Retention & Satisfaction | Process Innovation
- GTM Strategy | Enterprise Platform Sales | Marketing-Driven Growth
- Technical-Commercial Bridge | CPaaS/A2P Messaging | High-Energy Leadership
- Jio: Generated ₹12,500 Cr in 5 years via combo deals, NOC processes, and bi-weekly assurance calls.
- Karix: Scaled accounts 4-24X by deploying Technical Account Managers and marketing solutions:
Lenskart: 5L → 1.2Cr/month
Paytm: 20L → 90L/month
UrbanClap: 1L → 80L/month
Hero Insurance: 2L → 25L/month - Built Karix’s e-commerce sales vertical (20% of over all north revenue in 2 years).
Overview
16
16
years of professional experience
1
1
Certification
Work History
Sr. BD - Domestic and International A2P Messaging
Jio
08.2020 - Current
- Business Strategy & Revenue Leadership
Spearheaded strategic BD initiatives at Jio, contributing to ₹12,500 Cr+ revenue in 5 years; targeting ₹2,800 Cr through partner-driven growth. - Product Innovation & Launches
Launched new-age services like RCS, Mobile Identity, and Silent Mobile Verification; drove 3x carrier revenue through combo deal structures. - Strategic Partnerships & Customer Onboarding
Successfully onboarded and managed top domestic and international partners including Tanla, Route Mobile, Netcore, Gupshup, and more. - Stakeholder & Telco Relationship Management
Built and nurtured high-trust relationships with key players like Airtel, Vodafone, BSNL, and TTSL, enabling long-term collaboration. - Infrastructure & Compliance Oversight
Oversaw SMSC, firewalls, provisioning, and ensured compliance with TRAI and COAI; maintained secure and high-quality messaging systems. - Market Intelligence & Deal Structuring
Delivered insights on customer behavior and competitive activity to craft winning market strategies and pricing models. - Work Ethic & Execution Excellence
Known for adaptability, attention to detail, and strong communication; consistently delivered in high-pressure, fast-paced environments.
Senior Manager - Messaging Product Sales
Tata Communications
06.2018 - 07.2020
- Pan-India A2P Messaging Expansion
Successfully led A2P messaging enablement across India by driving market development, client onboarding, and enterprise engagement. - Enterprise Sales & Product Strategy
Identified high-value enterprise clients and helped shape pricing and product refinement strategies to fuel national growth. - International Messaging & Govt Wins
Closed ILD hubbing/swap deals and secured a government RFP (Ministry of Women & Child Development) generating $40K in net revenue. - Revenue Growth & Key Account Management
Delivered ₹100 Cr+ annual revenue while expanding product usage across Gold and Silver tier accounts like Shaadi.com, MMT, and Pine Labs. - Client-Facing Role Across Regions
Managed enterprise product sales across Delhi, Bangalore, and Kolkata with frequent client interactions and executive presentations. - Leadership & Cross-Functional Collaboration
Led diverse teams to meet project goals, enhanced team performance through mentorship and created a strong performance culture. - Training & Team Enablement
Elevated team output by implementing structured training and nurturing a collaborative, high-trust work environment.
Senior Sales Manager
Karix
03.2013 - 05.2018
- Business Development Leadership (North India)
Led A2P business for Karix across North India, covering SMS, voice, email, and marketing automation platforms with a 300 Mn INR annual portfolio. - Enterprise & Government Engagement
Managed 80+ enterprise clients, including banks, Indian Railways, and government bodies; enabled in-bank app hosting and P2P alert systems. - E-Commerce Growth Driver
Built and scaled the e-commerce vertical (30% of revenue); drove exponential growth with accounts like Paytm (4.5x) and UrbanClap (80x). - International Messaging Initiatives
Launched Karix’s international messaging service; onboarded global clients like SAP, Adobe, and Oracle. - High-Impact Deal Execution
Closed strategic deals including AB InBev platform deployment and mission-critical bank integrations across key verticals. - Sales Team Building & Performance Culture
Recruited, trained, and mentored a high-performing sales team; instilled accountability and drove consistent overachievement of targets. - Marketing-Driven Sales Enablement
Worked with marketing teams to craft targeted campaigns; generated qualified leads through trade shows, cold calling, and localized networking.
Sr. Associate Sales
ValueFirst
01.2012 - 03.2013
- Enterprise Account Hunting & Market Entry
Solely led enterprise acquisition for A2P communication products, crafted and executed a go-to-market strategy, and successfully onboarded key clients including Freecharge, Career360, and Midea.
Manager-Campus Relations
Aspiring Minds
02.2010 - 06.2011
- Campus Account Development & Regional Operations
Led college account acquisition and managed aptitude testing programs across 5 states, achieving 240% growth and reaching 60,000+ students through a tiered discount model tailored for institutional clients.
Education
MBA/PGDM - Marketing
EMPI Business School
01.2010
B.Com - Commerce
Punjab University
01.2007
Skills
Strategic Enterprise Sales
Sales Optimization & Market Penetration
Customer Engagement & Retention
Cross-Functional Collaboration
Analytical & Competitive Insight
Problem Solving Under Pressure
Effective Communication & Listening
Certification
- Business Analysis & Strategy
AMCAT Certified Business Analyst | English Comprehension
Digital & Marketing Analytics (Coursera) - Advanced Negotiation & Leadership
4x Coursera Certifications: Negotiation Fundamentals, High-Performance Collaboration, Conflict Management
Leadership Communication & Storytelling (Coursera) - Customer Engagement & Automation
Marketing Automation Platforms (Coursera) | Problem-Solving & Self-Motivation
Timeline
Sr. BD - Domestic and International A2P Messaging
Jio
08.2020 - Current
Senior Manager - Messaging Product Sales
Tata Communications
06.2018 - 07.2020
Senior Sales Manager
Karix
03.2013 - 05.2018
Sr. Associate Sales
ValueFirst
01.2012 - 03.2013
Manager-Campus Relations
Aspiring Minds
02.2010 - 06.2011
B.Com - Commerce
Punjab University
MBA/PGDM - Marketing
EMPI Business School
Social Links - Linkedin
linkedin.com/in/robin-gupta-41970b12
Beyond Work / Personal Interests
Active Corporate Cricketer for 12 years; played 300 matches in the last 5 years
- Achievements include multiple half-centuries and a rare hat-trick, reflecting consistency and a competitive edge
- Passionate about team collaboration, focus under pressure, and maintaining a winning mindset
- Deeply spiritual; committed follower of Lord Shiva, which anchors personal discipline and values
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