Santhosh George Varghese
Summary
Results-driven and forward-thinking professional with extensive experience 20 plus years in financial services, life Science and technology sectors. Demonstrated success in managing strategic partnerships, driving innovation, and enhancing productivity and engagement. Proven ability to lead cross-functional teams, manage innovation agendas, and create strong, collaborative ecosystems. Adept at influencing outcomes and achieving strategic business objectives.
Overview
17
17
years of professional experience
5
5
years of post-secondary education
14
14
Certifications
Work History
DevOps Enabler & Co, Head of Professional Services
1 2021 - Current
- Led strategic guidance, risk analysis, and growth initiatives, achieving a 20% year-over-year revenue increase
- Responsible for P&L and Revenue targets
- Aligned solutions with industry trends, technology landscapes, and customer-specific challenges
- Spearheaded the identification, creation, and management of strategic alliances, resulting in a 30% increase in digital transformation and new-age technologies sales opportunities and revenue growth
- Managed innovation agendas within the organization, fostering a culture of innovation and collaboration
- Organized and led internal events focused on innovation and engagement
- Worked with Universities for Innovation projects through Internship Programs and competitions
- Built and maintained strong relationships with partners/vendors to drive strategic initiatives
- Conducted in-depth financial analyses and long-range forecasting, facilitating informed decision-making regarding potential partnerships
- Spearheaded sales and marketing efforts, acquiring 25 new logos and retaining key customers, enhancing customer lifetime value
- Collaborated with business leaders to improve processes, enhancing operational efficiency and Customer Success
- Developed processes to improve CSAT and NPS, driving continuous improvement in customer experience
- Developed Partnerships with reputable companies like Microsoft, AWS, Adobe, WSO2, Cloudera, VMWare, Gitlab, and RedHat for channel partnership, and other GSI like Infosys & TCS for integrated solutions, Co-Sell, and Joint Go-to-Market Strategies
- Mentored teams to enable them to provide world-class services
- Monitor performance to meet operational metrics defined by the process.
Intellimation, Consulting Partner
04.2019 - 01.2021
- Joined a franchise mode of venture for Home and Small & Medium Business Automation focusing on business development, consulting, and IoT-enabled automation solutions, expanding the customer base by 40%
- Developed and managed vendor relationships, securing favorable terms and driving value through strategic negotiation and contract management
- Conducted market analysis and strategic planning, identifying gaps and enhancing product offerings, leading to a 25% increase in client acquisition
- Built robust relationships with clients, achieving a 95% client retention rate and generating a continuous sales pipeline.
Unisys, Sr. Leader - Solution Engineering & Portfolio
03.2007 - 04.2019
- Led a large Global Delivery Unit focused on Consulting, Sales Pursuits and Solution Engineering
- Oversaw P&L and Business Operation, forecasting and budgeting functions of the Delivery Unit
- Played a pivotal role in establishing multiple Centers of Excellence from inception and grew the team based on the company's growing needs
- Developed Internal Innovation programs for promoting innovation and internal talent growth
- Fostered impactful relationships within a multi-layered matrix organization, supporting existing businesses and leveraging growth opportunities
- Ensured compliance with SLAs, KPIs, and quality standards
- Managed end-to-end workforce operations within the Delivery Unit, covering recruitment, growth initiatives, retention strategies, and implementation of training and development programs
- Sourced new partners and SI’s while working with Global Sourcing and Vendor Management to form Strategic Alliances, Integrated Solutions, and Joint Go-to-Market Programs
- Managed relationships with key vendors and partners, increasing partnership-driven revenue by 25% through effective negotiations and strategic alliance management
- Established and monitored metrics to assess alliance impact and success, addressing performance issues proactively to optimize outcomes
- Reviewer and Approver of solutions during the sales process, led teams for RFP/RFI response, workshops, requirements elicitation, presentations, and BAFO, resulting in multiple wins
- Partnered with Global Sales teams to close crucial deals for Mid-Market and Enterprise accounts
- Collaborated across geographies and divisions to implement joint opportunities, enhancing the business growth agenda
- Collaborate with cross-functional teams, including marketing, product development, and customer support, to ensure seamless customer experiences and product alignment with market demand
- Maintained strong relationships with key customers
- Strategically engaged with customer accounts, promoting service consumption, up-selling, and cross-selling based on customer requirements
- Organized and led demonstration sessions on various solutions for C-Level Executives and Decision-makers using innovative concepts
- Evangelized products and services of the organization was the point of contact for customer interactions and ensured the sales organization met its long-term goals and objectives
- Worked with Regional & Global marketing teams to develop collaterals for seminars/webinars and roadshows to build a steady sales pipeline
- Collaborated with cross-functional leadership to drive consensus on the portfolio and roadmap and integration of products from partners for integrated Services & Solutions.
Education
IIBMS-MBA - Operations Management in Information Technology
07.2012 - 05.2014
Bangalore University- Bachelor of Commerce - undefined
06.1996 - 05.1999
Skills
Consulting & Advisory
Certification
Microsoft Azure, IoT, AI & D365
Volunteer Experience
I volunteer with charities working for the welfare of underprivileged and differently-abled children.
Timeline
Intellimation, Consulting Partner
04.2019 - 01.2021
IIBMS-MBA - Operations Management in Information Technology
07.2012 - 05.2014
Unisys, Sr. Leader - Solution Engineering & Portfolio
03.2007 - 04.2019
Bangalore University- Bachelor of Commerce - undefined
06.1996 - 05.1999
DevOps Enabler & Co, Head of Professional Services
1 2021 - Current
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UlliConsistently Exceeded Sales Targets (104% in Q4-2024, 113% in Q1-2025) by Orchestrating Multi-million Dollar, Multi-year Deals, Resulting in Significant TCV Impact Within Major Enterprise Accounts./liliLeverage Deep Understanding of CI/CD, DevSecOps, and Software Supply Chain Challenges to Articulate JFrog's Unique Value Proposition to Highly Technical and Business-oriented Audiences./liliDeveloped and Executed GTM Strategies for Major Accounts, Effectively Building and Leveraging Relationships With C-VP Level Executives to Expand Deals, Secure Significant Market Share, and Displace Competitors./liliCollaborate Closely With Solutions Engineering, Customer Success and Professional Services Teams to Craft Comprehensive, QBR and Value-driven Proposals That Address Major Clients' Critical DevOps and Software Supply Chain Needs, Resulting in 98% Customer Retention and 30% Customer Growth./liliPresent JFrog Solution in the Context of Business Value, TCO and Demonstrate ROI and Alignment With Customer Pain, Requirements and Growth Trajectory./li/ul at JFrogUlliConsistently Exceeded Sales Targets (104% in Q4-2024, 113% in Q1-2025) by Orchestrating Multi-million Dollar, Multi-year Deals, Resulting in Significant TCV Impact Within Major Enterprise Accounts./liliLeverage Deep Understanding of CI/CD, DevSecOps, and Software Supply Chain Challenges to Articulate JFrog's Unique Value Proposition to Highly Technical and Business-oriented Audiences./liliDeveloped and Executed GTM Strategies for Major Accounts, Effectively Building and Leveraging Relationships With C-VP Level Executives to Expand Deals, Secure Significant Market Share, and Displace Competitors./liliCollaborate Closely With Solutions Engineering, Customer Success and Professional Services Teams to Craft Comprehensive, QBR and Value-driven Proposals That Address Major Clients' Critical DevOps and Software Supply Chain Needs, Resulting in 98% Customer Retention and 30% Customer Growth./liliPresent JFrog Solution in the Context of Business Value, TCO and Demonstrate ROI and Alignment With Customer Pain, Requirements and Growth Trajectory./li/ul at JFrog