Vaibhav Kora
Pune
Summary
Strategic Alliance Manager with 10 years of experience driving growth through technology partnerships, sales development, and strategic account management. Proven ability to build and manage a portfolio of SI technology, consulting, and accounting partners, lead joint business planning (QBR), and align cross-functional teams to accelerate revenue. Skilled in partner enablement, opportunity alignment, and educating both partners and customers through webinars and industry events. Adapt at leveraging partner ecosystems to influence deals and support business expansion across North America, EMEA, and APAC. Seeking to continue delivering impact through high-value collaborations and partner success strategies.
Overview
12
12
years of professional experience
Work History
Strategic Alliance Manager
Avalara Technologies Pvt Ltd
Pune
05.2022 - Current
- Onboarded and managed a portfolio of over 100+ new technology, consulting, and accounting partners, fostering long-term relationships to drive partner satisfaction and mutual business growth. Generated over $1.2 million in revenue in the year 2025.
- Lead joint go-to-market planning sessions, quarterly performance reviews, and opportunity alignment meetings to expand revenue, and develop strategic accounts.
- Developed and maintained relationships with key stakeholders across various industries. Accelerate deal cycles by leveraging the partner ecosystem and aligning focus on strategic accounts, driving more qualified opportunities into the sales pipeline.
- Spearhead webinars, product demos, and industry events to educate partners and their customers on Avalara's tax automation solutions, leveraging AI tools like ChatGPT to craft engaging content, and boost partner engagement and product adoption.
- Analyzed market trends to identify opportunities for partnership expansion and innovation. Facilitated cross-functional meetings to align goals and streamline communication processes.
- Track and analyze key partner performance metrics and pipeline contribution to assess program impact and identify areas for continuous improvement.
- Implement workflow automations using n8n, and collaborate with developers (leveraging GitHub Copilot) to integrate partner data with Salesforce CRM, reducing manual reporting effort, and saving 5+ hours per week.
Sales & Account Development Representative
Avalara Technologies Pvt Ltd
Pune
11.2020 - 04.2022
- Exceeded quarterly & yearly lead/appointment generation targets by an average of 20%, contributing to a 25% growth in the qualified sales pipeline.
- Researched and identified high-potential accounts across North America using Salesforce CRM, 6sense, and ZoomInfo to gather insights on prospects' needs, pain points, and decision-making processes.
- Performed cold calling activities to generate new business opportunities. Mentored new hires in account development best practices, accelerating their ramp-up, and contributing to overall team performance.
- Implemented personalized multi-channel outreach strategies (email, calls, social media), using Outreach.io and AI tools like ChatGPT to craft compelling messages that engaged key stakeholders, and secured high-value meetings.
- Analyzed campaign and engagement data to evaluate the success of account-based strategies and refine outreach approaches for improved conversion rates.
Business Development Manager
Aarna System Private Limited
Pune
07.2019 - 11.2020
- Involved in lead generation, demand generation, pre-sales, end-to-end sales, and project delivery for the APAC, EMEA, and North American regions in the IT and financial sectors.
- Developed short-term and long-term sales objectives, and strategic plans to meet market needs. Managed a team of five as the team lead.
- Understand and analyze client requirements, and design proposals to address clients' requirements, and coordinate with the internal team: delivery, pre-sales, legal, and finance teams to prepare technical documents, proposals, costing, and other business documents. Involved in preparing SOWs, RFPs, RFIs, and business proposals to the clients.
- Coordinate with prospective clients for demos, concept presentations, negotiations, and sales closure. Completely involved in the entire sales cycle, and farming and nurturing existing accounts to generate more opportunities.
- Maintain the CRM system with accurate customer and pipeline information.
- Leverage support organizations, including Marketing, Inside Sales, Partners, and Channels, to funnel pipeline into the assigned territory.
Business Development Executive
Unbound B2B Private Limited, Pune
Pune
04.2018 - 04.2019
- Exceeded monthly performance targets for lead research and data quality by consistently delivering high-volume, accurate prospect data.
- Meeting all quotas for cold calling, lead generation, and setting appointments.
- Implemented successful approaches to revitalize underperforming product lines and create new, profit-generating enterprises. Utilized market trends, mission priorities, and customer goals to envision, shape, and close new opportunities.
- Conducted extensive data mining using tools like ZoomInfo, LinkedIn, Hoover, Manta, and Jigsaw to identify key contacts and build prospect databases tailored to client requirements.
- Performed outbound cold calls to secure prospects' consent for email communication, expanding the reachable audience for marketing campaigns.
Technical Support Representative
Kochar Tech Private Limited
Gurgaon
09.2017 - 04.2018
- Processed a number of support requests weekly for technical assistance on a wide range of issues related to the website and CRM.
- Developed and tested new product offerings prior to release, to assist the development team in bug identification.
- Conducted in-depth product and issue resolution research to address customer concerns.
- Provided technical assistance to customers using troubleshooting software tools.
- Managed customer inquiries via phone, chat, and email effectively and efficiently.
Sales & Marketing Lead
Smart Value Products and Services Limited, B2B Pvt Ltd
Kalaburgi
08.2013 - 08.2016
- Trained and developed new sales team associates in products, selling techniques, and company procedures.
- Identified new customers by attending trade shows, networking, care calls, and building relationships.
- Kept personal records for orders, income, and reaching company and personal goals.
Education
Bachelor of Engineering Technology - Computer Science
Visvesvaraya Technological University
India06-2016
Executive MBA - Business Analytics & AI
MIT Pune (Avantika University)
India – PursuingAreas of Expertise
Strategic alliances| Partner Relationship Management | Channel Sales | Partner Enablement | Joint Business Planning | QBR | Cross-functional Collaboration | Sales Strategy | Account and Pipeline Management | Lead and Appointment Generation | Go-to-Market (GTM) Strategy | Market Expansion | Partner Trainings Certification | Performance Metrics and Analytics | Industry Events, Tradeshows & Webinars | GSI | Cloud Solutions
Functional Skills
Partner Ecosystem Development | Opportunity Alignment | Sales s Marketing Collaboration | Strategic Planning | Data-Driven Decision Making | Effective Communication | Partner Education | Webinar Delivery | Performance Monitoring | Stakeholder Engagement | CRM s Sales Tools Proficiency | Customer s Partner Needs Analysis | Program Optimization
Technical Skills
- CRM Systems: Salesforce, HubSpot, Zoho
- Cloud Technologies: AWS
- Data Management: ZoomInfo, 6th Sense, Outreach.io
- AI Tools: ChatGPT, Copilot, n8n, Gong AI, ZoomInfo Copilot
- Communication: Emails, Social Media
- Social Networking: LinkedIn Sales Navigator
- Collaboration: Zoom, Crossbeam, HighSpot
Timeline
Strategic Alliance Manager
Avalara Technologies Pvt Ltd
05.2022 - Current
Sales & Account Development Representative
Avalara Technologies Pvt Ltd
11.2020 - 04.2022
Business Development Manager
Aarna System Private Limited
07.2019 - 11.2020
Business Development Executive
Unbound B2B Private Limited, Pune
04.2018 - 04.2019
Technical Support Representative
Kochar Tech Private Limited
09.2017 - 04.2018
Sales & Marketing Lead
Smart Value Products and Services Limited, B2B Pvt Ltd
08.2013 - 08.2016
Bachelor of Engineering Technology - Computer Science
Visvesvaraya Technological University
Executive MBA - Business Analytics & AI
MIT Pune (Avantika University)