VINAY KUMAR

Revenue Generation.

• Achieved 25% annual revenue growth across EMEA markets.
• Expanded regional presence, generating over $1 million in new business revenue.
• Negotiated and secured high-value SaaS agreements, ensuring consistent monthly recurring revenue growth.
• Acquired marquee enterprise logos, including 50+ Fortune 500 and Global 2000 companies.

Leadership Strategy.

• Established Tracxn’s SaaS platform presence in EMEA markets, driving scalable market entry and adoption.
• Conducted strategic review meetings with founders to assess geographic performance and refine GTM strategies.
• Launched and spearheaded new GTM verticals, expanding the revenue-generating engine, and increasing organizational impact.
• Developed a comprehensive sales playbook, embedding best practices, and enhancing process efficiency.

Team Handling.

• Built and led a high-performing sales team of 20+ professionals, focusing on strategy, execution, and pipeline optimization.
• Implemented structured coaching, training, and mentoring frameworks, resulting in improved productivity and quota attainment.
• Fostered collaboration across cross-functional teams (marketing, product, customer success) to drive alignment on growth initiatives.

Solution Selling.

• Delivered impactful presentations to C-suite executives and investors, demonstrating Tracxn's value and ROI.
• Navigated complex sales cycles with multiple stakeholders, ensuring strong value articulation, and successful deal closures.
• Championed a consultative, problem-solving sales approach that aligns solutions with customer pain points and strategic objectives.
• Enhanced organizational visibility in competitive EMEA SaaS markets, contributing to brand positioning, and market leadership.

• Spearheaded Darts-IP's SaaS business in India, drove the revenue from 20K to over $200K by developing a scalable sales process.
• Consistently exceeded quarterly sales targets by employing data-driven prospecting techniques, resulting in significant revenue growth.
• Developed customized sales pitches and proposals based on client needs, leading to a significant increase in contract win rate.
• Built strong relationships with key stakeholders, including Innovation teams, IP teams, and Legal teams of large enterprises, IP consulting firms, and law firms, resulting in long-term contracts and repeat business.
• Represented the company at high-profile industry events and conferences, successfully generated high-quality leads to promote brand equity.
• Worked closely with cross-functional teams from Belgium, including product and customer success, to ensure customer satisfaction and retention post-sale.

• Performed with success in selling a suite of Intellectual Property solutions to C-level Executives, IP Heads, R&D teams, Technology leads of Global 2000 Companies, and Consulting Firms in a wide variety of industries and handled a new business revenue target of $750K.
• Managed the complete sales cycle from lead identification to closure for multiple opportunities simultaneously and created a robust pipeline.
• Prospected and conducted face-to-face and online sales presentations of IP business solutions to the C-level executives, IP Heads, R&D Heads, and Legal Heads of enterprise accounts.
• Developed strategic sales plans, product proposals, coordinated events, and conferences with Marketing teams in India, China, and the US.
• Actively used NetSuite, to track all pertinent account information and sales progress, as well as forecast and prioritize to achieve quarterly goals.
• Proactively collaborated with the regional training and onboarding manager, product team, and clients to keep them informed about the latest product updates. Also, organized training at regular intervals to achieve optimum customer satisfaction levels.

• Performed with success in selling a suite of digital learning solutions (SaaS) and online certifications of NIYF to large educational institutions and global 2000 companies.
• Handled a revenue of $900K, along with the team members, growing the business over 20% year on year.
• Established the business of My Labs, Think Tank Plus, NYIF courses.
• Successfully sold lecture capture solution software licenses to Ivy League institutions like IIMs and IITs, the first of its kind in India.
• Developed detailed solution proposals and documentation in support of pre- and post-sales activities.
• Handled the complete sales cycle from lead identification to closure of the sale.
• Effectively used the CRM tool SalesForce (SFDC) for managing the leads, prospects, and opportunities to report the sales activity within 48 hours and to monitor the team's performance.

• Exceeded the institutional sales quota and increased sales volume every quarter in South India.
• Increased the sales revenue from $600K to $900K, plus in the assigned territory, over a period of two years.
• Managed complex sales cycles in order to generate incremental revenue, according to specific targets.
• Generated strategic plans and sales targets for high-value opportunities, including sales campaigns, custom project specifications, and digital solution presentations.
• Developed a pipeline of potential customers' growth within the existing base, and produced accurate forecasts.
• Actively prioritized and promoted technology, multimedia, and digital product offerings to all university and enterprise clients in the assigned territory.
• Performed periodic risk assessments of stores within the district to identify potential safety hazards.
• Organized promotional events in order to drive sales volume in the district's stores.
• Collaborated with other departments such as marketing, human resources, finance, to achieve goals set by upper management.
• Planned budgets based on forecasted sales figures and monitored expenses throughout the year.
• Ensured that all stores met their monthly targets by providing guidance and support as needed.
• Developed and implemented district-wide sales strategies to increase revenue and market share.
• Provided ongoing coaching and training for store managers on how to maximize productivity and profits.