Shravan Dandage
Pune
Summary
With over 7 years of experience in business development, sales, and customer service, I have learned that effective communication and collaboration always lead to success.
I have led pipeline generation efforts through inbound and outbound initiatives, developed competitor takeout campaigns, and optimized sales processes by leveraging signal-based prospecting and multi-channel outreach, while strategically aligning cybersecurity challenges with the needs of key personas.
Overview
7
7
years of professional experience
1
1
Certification
Work History
Senior Business Development Representative
Qualys, Inc.
Pune
05.2023 - Current
- Focused on NAM, generating 261 SALs, leading to 177 SQLs, with $3.9M ASV.
- Contributed to 33% of the team’s efforts targeting NAM Enterprises (5,000+), creating 53 OPPs with $2.3M ASV.
- This led to the addition of 33 new logos to the company portfolio, totaling $1M ASV.
- Qualified leads via BANT discovery before AE handoff.
- Led the Competitor Takeout Campaign, crafting messaging and driving awareness, which generated 15 OPPs ($1.61M ASV) and was recognized in Marketing All Hands.
- Initiated outbound efforts with signal-based outbound using 6sense, ZoomInfo, ChatGPT, and Sales Navigator, driving 3 OPPs via multi-channel outreach (LinkedIn, email, calls, Salesloft).
- Salesloft: Built 35+ cadences for events, trials, and webinars; optimized RFI cadence (cut No Response by 14%); segmented Freemium cadences engaged 4,000+ leads, generating 120 OPPs ($1.26M ASV).
- Drift Chat: Optimized playbooks, refined qualification to reduce spam, created DriftLinks for faster engagement, and helped define Bionic Chat voice for AI chat.
- I represented Qualys at QSC Mumbai, engaging customers on TotalCloud 2.0.
- Supported the team with messaging, cadences, and prospecting tools; helped to interview, onboard, and train new hires.
- Cross-functional collaboration with AEs, Product Marketing, Partner Sales, and Drift to optimize messaging, campaigns, and playbooks.
- Contributed to team hiring, designing interview assignments, and conducting BDR qualification interviews.
Business Development Representative
Happay
Bengaluru
06.2022 - 02.2023
- Targeted accounts with 2,500+ employee sizes, and engaged with C-level executives through outbound efforts.
- Collaborated with AEs to target top accounts for the month, and prospected using LinkedIn Sales Navigator.
- Used a multi-channel outreach strategy and reached out via cold calls, email, and LinkedIn.
- Dialed 125+ cold calls/week and generated a pipeline of ₹2.26Cr.
- Used sales tools like Salesforce, Sales Navigator, and Playbook.ai.
Senior Sales Manager
Justo Realfintech & Shapoorji Pallonji Real Estate
Pune
01.2020 - 06.2022
- Worked at Shapoorji Pallonji Real Estate (01/2020 – 10/2021) and Justo Realfintech Pvt. Ltd. (10/2021 – 06/2022)
- Increased overall sales revenue by closing 91 deals worth ₹59Cr across residential sales.
- Led pricing negotiations & improved channel partner engagement to generate leads.
- Used SFDC & SAP to manage sales operations, creating 350+ quotations and 150 bookings.
- Helped streamline brokerage releases for channel partners using SAP.
Technical Support
Concentrix & TomTom
Pune
12.2017 - 12.2019
- Worked at Concentrix-Daksh India (12/2017 – 01/2019) and TomTom India Pvt Ltd (02/2019 – 12/2019).
- Provided technical support to users, resolving connectivity problems efficiently and quickly.
- Handled 50-60 customer calls daily, resolving technical issues for European & APAC customers.
- Achieved monthly customer satisfaction targets, and engaged in upselling by replacing old devices and selling new ones.
Education
Bachelor's in Hotel Management - Hospitality Management
Savitribai Phule Pune University
Pune, India04-2017
Higher Secondary Certifcate - Science
Dr. Kalmadi Shamrao Junior College
Pune, India04-2013
Secondary State Certificate -
Dr. Kalmadi Shamrao Highschool
Pune, India04-2011
Skills
- Signal-based prospecting
- Lead qualification
- Enterprise sales
- Competitive analysis
- Cybersecurity fundamentals
Certification
- May 2023: Qualys Vulnerability Management, Detection, and Response
- May 2024: Cloud Computing: Core Concepts, October 2024: Product Marketing Foundations
- October 2024: Product Marketing Foundations
- November 2024: Create a Go-to-Market Plan
- December 2024: The Cybersecurity Threat Landscape
- Ongoing: CompTIA Security+
Tool Stack
- Lead Enrichment: ZoomInfo, Lusha, Apollo.IO
- Prospecting: LinkedIn Sales Navigator, PhantomBuster, 6Sense
- CRM: Salesforce
- Outreach: Salesloft, Drift Chat
Affiliations
- Pickleball
- Cooking and baking
- Board games
- Cinema
Timeline
Senior Business Development Representative
Qualys, Inc.
05.2023 - Current
Business Development Representative
Happay
06.2022 - 02.2023
Senior Sales Manager
Justo Realfintech & Shapoorji Pallonji Real Estate
01.2020 - 06.2022
Technical Support
Concentrix & TomTom
12.2017 - 12.2019
Bachelor's in Hotel Management - Hospitality Management
Savitribai Phule Pune University
Higher Secondary Certifcate - Science
Dr. Kalmadi Shamrao Junior College
Secondary State Certificate -
Dr. Kalmadi Shamrao Highschool
Similar Profiles
LANCE LORENZLANCE LORENZ
Senior Channel Manager, Public Sector at Qualys, Inc.Senior Channel Manager, Public Sector at Qualys, Inc.
Finto LawrenceFinto Lawrence
Senior Sales Operations Analyst at QualysSenior Sales Operations Analyst at Qualys
Rahul VedakRahul Vedak
Director of Product Management at QualysDirector of Product Management at Qualys