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Roshan Panigrahi
Bangalore
Summary
Results-driven AI-Led Sales Transformation Leader with 17+ years of experience driving data-led revenue growth, GTM strategy, and enterprise sales transformation across multiple industries.
Proven expertise in building and scaling high performing demand generation engines, leveraging AI for sales optimization, and delivering analytics-driven business outcomes. Strong track record of partnering with executive leadership, influencing CXOs, and translating AI/analytics capabilities into measurable revenue impact.
Delivered ~80% of FY net new logo target by leveraging ABM and research based campaigns to drive high-quality pipeline, while leading AI-driven sales transformation through intelligent automation, improving team productivity by 60%.
Overview
17
17
years of professional experience
Work History
Director of Sales and Business Development
Fractal Analytics
Bangalore
11.2021 - Current
- Results-driven AI-led Sales Transformation Leader with 17+ years of experience driving data-led revenue growth, GTM strategy, and enterprise sales transformation across industries.
- Built and scaled 50+ member demand generation function, creating outbound pipeline across multiple industries.
- Partnered with the Chief Growth Officer (CGO) to define and execute data-driven GTM strategies, aligning offerings with business growth objectives.
- Achieved ~80% of India’s growth target using Account-Based Marketing (ABM) to generate high-quality leads and accelerate enterprise sales.
- Optimized the growth operating model, reducing operational costs while increasing team productivity by 6.5x.
- Led AI-driven sales transformation, implementing intelligent automation to eliminate manual processes and improve team productivity by 60%.
- Headed the central Research CoE, delivering AI-powered market intelligence, real-time insights, and executive briefings to enable demand generation teams and sales leadership with data-driven decision support.
- Tracked campaign effectiveness and collaborated with multiple stakeholders across practice teams to finalize campaigns and solutions, ensuring alignment and optimal business outcomes..
- Collaborated with cross-functional teams (data science, analytics, and practice units) to co-create market-relevant solutions and drive successful GTM execution.
- Led end-to-end sales of the AI Up-skilling solution, driving GTM, client acquisition, and enterprise adoption of AI capability-building programs.
Senior Manager Strategic Planning & BD
Nous Infosystems
04.2019 - 10.2021
- Owned and led a 17+ member Inside Sales function, driving sales strategy, GTM campaigns, performance KPIs, and end-to-end execution, significantly amplifying revenue growth through hands-on operational leadership.
- Defined and executed business development strategy, building a strong pipeline, acquiring enterprise clients, and expanding market presence across US/EU/APAC regions.
- Orchestrated integrated sales & marketing initiatives (campaigns, webinars, conferences), improving lead generation, conversion rates, and brand positioning.
- Built and strengthened strategic partnerships with Microsoft, ServiceNow, and SmartBear, enabling co-selling, joint GTM motions, and deeper customer penetration.
- Managed a portfolio of existing strategic accounts, driving sustained revenue growth and long-term value creation.
Global Business Manager
InfoVision
01.2018 - 03.2019
- Selling InfoVision Digital Transformation Services and Solutions to marque accounts in the assigned industry segment, i.e. BFSI, Retail, Pharma and Restaurant.
- Execute an industry-driven sales plan, generating, and qualifying new business, cross & up sell within assigned customer base.
- Build a healthy and sustainable pipeline to meet aggressive quarterly quotas.
- Acquiring accounts/projects on a regular basis.
- Facilitating smooth running of each new account/new project through regular liaison with our delivery and management teams.
- Ensure overall deal closure.
- Reporting, prospect generation, prospect movement, proposal generation and closure using Salesforce.
- Account/Relationship management to grow revenue in existing key accounts.
- InfoVision was founded in 1995 as a Global IT Services and Solutions Company, InfoVision can assist in bringing Technology Transformation and Modernization across Business Functions and Enterprises.
- Deal closure of USD 263K with 7-Eleven in August 2018.
- Deal closure of USD 96K with Gilead Sciences in Oct 2018.
- Built a pipeline of several Fortune 500 accounts (Kimberly-Clark, Levi Strauss& Co., Freddie Mac, Pfizer Healthcare and JCB to name few).
Manager - Business Development
GrayMatter Software Services Private Limited
07.2016 - 01.2018
- Account Management/ Business Development/ Client Relationship Management/ Lead generation/ Planning and execution of campaigns/ Revenue Generation across verticals.
- Primary owner of Enterprise accounts across India and Middle East handling GrayMatter BI services (Pentaho primarily).
- Engaged in the Marketing activities including acquisition through direct contact, business partners and marketing campaigns and addressing inbound queries.
- Territory planning to opportunity identification and proposal generation and closure for GrayMatter Products and Services.
- Closely engage with customers to understand their existing IT environment, their ever-changing business needs, and address those needs with customized, best of breed solutions.
- Understanding and preparing of commercial and legal contracts for Accounts with the help of Global Finance and Legal Teams.
- Developing strong business relationship with existing accounts for referral and repeat business.
- Negotiate contracts and close agreements to maximize profit.
- Penetrate international & domestic market to sell our BI & Analytics solutions and Products.
- Qualifying marketing leads generated by Web forms, seminars, webinars, and target account lists and cold calls.
- Reporting, prospect generation, prospect movement, proposal generation and closure using Sugar CRM.
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
- A Big Data, Analytics & Data Science Specialist, GrayMatter Software Services Private Limited has implemented 200+ successful BI and Analytics and RPA solutions across multiple industries, technology platforms globally.
- Closed $170K in FY 2016-17.
- Successfully drive campaign around Pentaho BI Suite (Community Edition).
- Set up an IS team (3 member) for cold calling and appointment scheduling.
Lead - Business Development
Trigent
09.2014 - 06.2016
- Collaborated with onsite practice director to establish quarterly revenue goals for acquiring new logos from ISVs and SMBs.
- Managing the Inside Sales function for a 6 member IS team.
- Extensive mapping of ISVs based on the territories to the services offered.
- Ensured the achievement of sales quotas and goals for the division.
- Coached and developed inside sales staff to enhance skills and performance.
- Responsible for selling services like ADM, Mobile App Development, QA &Testing and MSBI.
- Led campaign implementation ensuring alignment with inside sales department goals and objectives.
- Monitor progress of Inside Sales Consultants on goals and job accountabilities.
- Proactively identifies and responds to issues in the department that affect teamwork and goal achievement. Provides innovative and creative solutions in addition to leveraging peers in the problem resolution process.
- Involved in the first call to qualify the lead/prospect before assigning it to the BDMs.
- Trigent is an early pioneer in IT outsourcing and the offshore software development business. For nearly 20 years Trigent has helped hundreds of customers' balance their cost-performance parameters for IT projects via sustainable, long term relationships.
- Closed $452K in FY 2015-16 (Truckstop).
- Served as the key customer contact for a major new client.
- Successfully handled clients like Truckstop.com, Clarks (Existing), Versatile.
- Planned and executed inside sales campaigns to engage potential clients.
- Received Work Worthwhile awards and have received 100% of target variable incentives.
Business Development Executive
Torry Harris Business Solutions (THBS)
06.2013 - 08.2014
- Torry Harris Business Solutions (THBS), founded in 1998, is headquartered in New Jersey, USA. The company is a trusted advisor to enterprises worldwide, helping them extend the power of digital access through integration.
- Engaged CXOs, VPs, and director-level contacts in the BFSI sector.
- Executed cold calling, email campaigns, and LinkedIn outreach for lead generation.
- Lead generation, Data Mining, Market Research.
- Collaborated with onsite manager to schedule in-person meetings across UK and Europe.
- Support of internal industry or solution specific marketing campaigns and webinars.
- Extensive use of Salesforce as CRM.
Inside Sales Representative
08.2009 - 06.2013
- Developed lead-based target structure, enhancing sales strategy effectiveness.
- Pitched services including ADM, PES, QA & Testing, addressing client needs and driving engagement.
- Set up meetings between client decision makers and practice leaders, facilitating strategic discussions.
- Lead generation, Cold calling, Data Mining, Market Research.
- Web Channels used: LinkedIn, Hoovers, Crunchbase, Owler and similar.
Education
B Tech - Computer Science & Engineering
BPUT
ODISHA01-2009
Skills
- GTM strategy
- Sales forecasting
- Sales enablement
- Pipeline and sales operations
- P&L Management
- Revenue optimization
- Business growth strategies
- Campaign management
- Budget forecasting
- Competitive analysis
- Team leadership
- Account-based marketing
Timeline
Director of Sales and Business Development
Fractal Analytics
11.2021 - Current
Senior Manager Strategic Planning & BD
Nous Infosystems
04.2019 - 10.2021
Global Business Manager
InfoVision
01.2018 - 03.2019
Manager - Business Development
GrayMatter Software Services Private Limited
07.2016 - 01.2018
Lead - Business Development
Trigent
09.2014 - 06.2016
Business Development Executive
Torry Harris Business Solutions (THBS)
06.2013 - 08.2014
Inside Sales Representative
08.2009 - 06.2013
B Tech - Computer Science & Engineering
BPUT