Sumit Sharma
New Delhi
Summary
Revenue focused GTM professional with nearly 10 years of experience specializing in strategic B2B/SaaS partnerships, partner revenue leadership, and scaling partner programs having worked with OEMs like Yellow.ai, CleverTap, Gupshup, Zuddl. Proven expertise in building partner programs from the ground up and collaborating with a diverse range of partners including GSIs, system integrators, resellers, implementation partners, MSPs, ISVs, and affiliates.
Overview
10
10
years of professional experience
Work History
Senior Manager-Channel Partnerships
Yellow.ai (Earlier Yellow Messenger)
Delhi
08.2023 - Current
- Increased partner driven revenue from $150K ARR to $1M within three FQs, projecting to achieve $2.5M by end of FY’24
- Successfully optimized Partner portfolio through effective management of IPP onboardings, enablement and increase in sourced/influenced revenue
- Directly managed three channel sales and two partner enablement/marketing resources.
- Revitalized partnership program at Yellow worldwide, overseeing a network of over 20 channel partners comprising Resellers, MSPs, Implementation firms & ISVs across India & the Middle East.
- Managing partners including SIs & GSIs, resellers, MSPs, implementation and ISVs
- Aligned company's vision towards partner first organization resulting in 40% of INDIA/EMEA sales now being indirect.
Global Partnerships Lead
Zuddl - A Y Combinator Company
California
03.2022 - 08.2023
- Successfully established an ecosystem of 15+ Technology and Channel partners globally (NAM, EMEA, APAC & INDIA) for the company's partner program.
- Led partner engagement efforts resulting in pipeline generation of over 1M USD during a financial year.
- Onboarded and managed partners including AWS, Salesforce, Hubspot, Adobe Marketo, Zapier as well as Accenture, Deloitte, Dun & Bradstreet, and Denave.
- Executed 15+ Partner marketing campaigns in FY'22 such as Joint ABMs, Events & Webinars (In-person & Virtual), Roundtables, Case study development, and Integration resources.
Head of Partnerships
CleverTap
Mumbai
12.2020 - 02.2022
- Managed a diverse ecosystem of over 20 partners comprising MSPs, GSIs, technology partners, integration partners and channel across APAC, META & INDIA.
- Managed a high-value sales pipeline worth over 2.5M USD, successfully closing 1.1M USD in ACV through account mapping cadences and co-selling techniques.
- Managed 3 partner marketing & channel managers (INDIA, META,APAC) directly.
- Managed and onboarded top-tier partners such as AWS, Salesforce, Appsflyer, Branch, NTT Data, and Hubspot to the company's service portfolio.
Senior Manager, Partner Marketing & Development
Knowlarity - A Gupshup Company
Gurugram
07.2017 - 11.2020
- Designed GTM strategies in collaboration with Strategic GSI, ISV & Integration partners.
- Executed over 30 integrated partner campaigns resulting in the acquisition of more than 200 business opportunities and successfully closing deals worth over 1.5 crore MRR through partner marketing as a channel.
- Managed partnerships with leading companies such as Accenture, Capgemini, Google Cloud, Microsoft, AWS, Freshworks, Hubspot, Leadsquared and Zendesk. Maintained strong relationships while meeting or exceeding performance targets.
Manager - Strategy & Market Expansion
OYO Rooms
Jeddah
09.2015 - 07.2017
- Played an integral role in the Global Market Expansion team within the CEO office.
- Successfully brought on board more than 20 property partners throughout the KSA region.
- Implemented pricing strategies and oversaw the recruitment and management of over 15 property managers, resulting in improved performance.
- Achieved a 100% increase in SRN bookings, contributing to partners' enhanced business performance.
Management Trainee
ITC INDIA
07.2013 - 01.2014
- Learnt business acumen, GTM strategies & on ground processes of ITC hospitality chains across India.
Education
Executive program in B2B Marketing & Strategic Partnerships -
Indian Institute of Management, Ahmedabad
01.2021
Bachelors of Hospitality & Business Management -
Amity University, Noida
01.2015
Skills
- B2B Strategic Partnerships
- Co-Selling
- Partner Marketing
- Global Alliance Management
- Cloud Marketplace Management
- CRM Management
- Account Management
- Business Case Preparation
- Business Planning
- Channel Partners
- Channel Sales
- Post-Sales
- SAAS (Software)
References
Available on request
Timeline
Senior Manager-Channel Partnerships
Yellow.ai (Earlier Yellow Messenger)
08.2023 - Current
Global Partnerships Lead
Zuddl - A Y Combinator Company
03.2022 - 08.2023
Head of Partnerships
CleverTap
12.2020 - 02.2022
Senior Manager, Partner Marketing & Development
Knowlarity - A Gupshup Company
07.2017 - 11.2020
Manager - Strategy & Market Expansion
OYO Rooms
09.2015 - 07.2017
Management Trainee
ITC INDIA
07.2013 - 01.2014
Executive program in B2B Marketing & Strategic Partnerships -
Indian Institute of Management, Ahmedabad
Bachelors of Hospitality & Business Management -
Amity University, Noida
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