Arjjun Kumaar G M
Scaling SaaS businesses | GTM & CS Strategy Consulting (Pre & Post Sales)
A SaaS evangelist, gained over 13 years of experience in B2B Software & Digital Services Sales and have been fortunate to learn & understand the key responsibilities of every function within ’s ecosystem.
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Providing necessary inputs to define KPIs for Product GTM function. Have been instrumental in scaling SaaS businesses across various domains like Martech, ITSM, Customer Experience & Engagement SaaS tools, Digital & Omnichannel Services (APIs, Microservices & Cloud). Understanding every process leading to Revenue streams and opportunities for business growth. Driving Customer Retention & churn reduction by identifying cross-sell & upsell opportunities within SaaS organizations. Derive consensus on revenue targets across geos and products. Have contributed positively to achieve targets and also review funnel movement and pipeline diligently. DM me at +91-9840335774 or com
GTM Index
- SELFJOB
- Fractional GTM Consultant2Y 11M
Fractional GTM Consultant
Self
- SAAS GTM (US & GLOBAL) & CS CONSULTANTJOB
- GTM & CS Strategy & Execut…2Y 3M
GTM & CS Strategy & Execution Consulting | Strategic Thinker & Tactical Success
SaaS GTM (US & Global) & CS Consultant
Have been engaged in Consulting on GTM & CS Strategy for SaaS companies. - Successfully consulted for a Sales Data Intelligence company with a CS Strategy and now working with them for execution - Consulted & provided strategy for business management & GTM for a payroll SaaS product - Provided consulting services for Sales & Sales Engineering to an ITSM & employee services company - Completed Solution Consulting Services for an Conversational AI company and provided a playbook for use cases & KPIs
- MIRAI VENTURESJOB
- GTM Consultant10M
GTM Consultant
Mirai Ventures
- NETCORE CLOUDJOB
- Business Head & GTM Strategy1Y 3M
Business Head & GTM Strategy
Netcore Cloud
- Defining targets and quotas for New & Expansion Business, reverse engineer to work with Demand Gen & ABM for targeting right customers with better ACV & LTV - Working with marketing functional heads to reduce and manage CAC leveraging inbound & balanced outbound budgets and improve lead quality in Sales funnel - Keeping Sales Strategy Innovation & GTM central to the entire Sales decision making - Streamlining Sales & AE’s efforts to drive revenue opportunities and pursue qualified leads more efficiently. Leveraging Sales Co-pilot tools to maximize efficiency. - Organically growing business by understanding & deriving different strategies for SMB, Mid market & Enterprise revenue streams as…
- FRESHWORKSJOB
- Global Head, Sales Eng (SM…2Y 6M
Global Head, Sales Engineering (SMB - Freshservice)
Freshworks
- President’s club recipient and helped managing Freshservice Presales team & revenue operations / KPIs for SMB team in Freshworks. -Managing a team of Solution Engineers in strategizing to consult and sell the product across regions while fulfilling KPIs and carrying respective quotas of their regions - Have worked closely with regional sales and solution consultants to make sure we are moving the prospects across sales funnel and continuously monitoring closures - Working closely with Revenue Ops teams to understand competitive landscape and also work on loss reasons to understand sales process improvements & drive KPIs - Provide necessary inputs for GTM Enablements that allows AEs / Sale…
- RESULTICKSJOB
- Head, Sales Eng (India)1Y 4M
Head, Sales Engineering (India)
Resulticks
- Have been instrumental in building an entire team from scratch and helping create the playbook & drive KPIs for Sales & Sales Engineering - Built Product demos for Sales AEs across different verticals and published that for easier consumption by Sales and readily available for Sales engineering to showcase - Evangelized product feedback processes where GTM function could effectively communicate market intelligence to Product teams for better product evolution - Helped build a Deals desk team for handling RFPs & RFIs within Sales engineering - Created email templates for priority verticals & cold calling scripts for buyer persona
- PHOTONJOB
- Head, Solution Eng & Consu…3Y 4M
Head, Solution Engineering & Consulting
Photon
- Highly experienced in handling RFP/I/Qs for enterprises and mid-sized organizations while following a structured means to reach ends - Guiding the team members in assessing new opportunities, qualifying the opportunities, strategizing the response development, analyzing relevant industry stats, reviewing response progress/completion, bidding as per competitive analysis and submitting responses adhering to deadlines - Identifying the right delivery team to provide compelling solutions to prospects and estimate the effort needed to implement the solution - Supporting sales & account management division in evangelizing the right pitch and preparing case studies & collaterals to favor the pit…
- Solution Eng & Consulting…1Y 1M
Solution Engineering & Consulting Lead
Photon
- Managing and mentoring a part of eighteen member team and guiding each team member individually to takeover tasks and handle RFP/RFI responses independently - Working closely with CFX level people while following up on high profile deals - Monitoring performance of each individual within the team and providing feedback during Appraisal cycles - Task Allocation, tracking every deal and checking status of all deals and providing status-quo to senior management - Credentialize company’s capability and expertise during client interactions and strive to establish a strong partnership with the Sales Executives, Technical Consultants and Account Managers
- Pre-Sales, IT - Consultant1Y 10M
Pre-Sales, IT - Consultant
Photon
- Have worked in RFX Responses with over 75% conversion rate and taking the deal to closure - Handle Client Visits and fix the agenda of the visit while arranging for appropriate Demo Sessions to showcase progress of their respective project - Had the opportunity to work on RFX Qualification, Solution recommendation and responses for Fortune 100s and taking deals to closure - Worked around multiple industries like Retail, Banking, Pharmaceuticals, Fast Moving Consumer Goods (FMCG), Automotive, Engineering and Logistics - Have provided plethora of ideas to some of the Fortune 100 Companies and also helped Ideate Mobile First Strategy, QA Strategy, Log Analysis with BigData & Complete Framewo…
- TATA CONSULTANCY SERVICESJOB
- Assistant System Eng2Y 2M
Assistant System Engineer
Tata Consultancy Services
• Involved in preparation of Test plans, Test Design Specifications and Test Cases. • Manually testing the Storage System taking in to consideration its functional requirements. • Maintaining Regression library while carrying out Regression testing. • Bug reporting and tracking. • Also involved in Automation testing while creating test logs and bug reporting using errors occurring during testing. Client - EMC Product - Symmetrix Technology - Storage Area Networks Team - Symmetrix Remote Data Facility (SRDF) Role - Tester
- Job: Self — Fractional GTM Consultant · 2023-11 – present · 2y 9mo
- Job: SaaS GTM (US & Global) & CS Consultant — GTM & CS Strategy & Execution Consulting | Strategic Thinker & Tactical Success · 2023-07 – 2025-10 · 2y 3mo — Have been engaged in Consulting on GTM & CS Strategy for SaaS companies. - Successfully consulted for a Sales Data Intelligence company with a CS Strategy and now working with them for execution - Consulted & provided strategy for business management & GTM for a payroll SaaS product - Provided consulting services for Sales & Sales Engineering to an ITSM & employee services company - Completed Solution Consulting Services for an Conversational AI company and provided a playbook for use cases & KPIs
- Job: Mirai Ventures — GTM Consultant · 2024-09 – 2025-07 · 10 mo
- Job: Netcore Cloud — Business Head & GTM Strategy · 2022-04 – 2023-07 · 1y 3mo — - Defining targets and quotas for New & Expansion Business, reverse engineer to work with Demand Gen & ABM for targeting right customers with better ACV & LTV - Working with marketing functional heads to reduce and manage CAC leveraging inbound & balanced outbound budgets and improve lead quality in Sales funnel - Keeping Sales Strategy Innovation & GTM central to the entire Sales decision making - Streamlining Sales & AE’s efforts to drive revenue opportunities and pursue qualified leads more efficiently. Leveraging Sales Co-pilot tools to maximize efficiency. - Organically growing business by understanding & deriving different strategies for SMB, Mid market & Enterprise revenue streams as…
- Job: Freshworks — Global Head, Sales Engineering (SMB - Freshservice) · 2019-10 – 2022-04 · 2y 6mo — - President’s club recipient and helped managing Freshservice Presales team & revenue operations / KPIs for SMB team in Freshworks. -Managing a team of Solution Engineers in strategizing to consult and sell the product across regions while fulfilling KPIs and carrying respective quotas of their regions - Have worked closely with regional sales and solution consultants to make sure we are moving the prospects across sales funnel and continuously monitoring closures - Working closely with Revenue Ops teams to understand competitive landscape and also work on loss reasons to understand sales process improvements & drive KPIs - Provide necessary inputs for GTM Enablements that allows AEs / Sale…
- Job: Resulticks — Head, Sales Engineering (India) · 2018-06 – 2019-10 · 1y 4mo — - Have been instrumental in building an entire team from scratch and helping create the playbook & drive KPIs for Sales & Sales Engineering - Built Product demos for Sales AEs across different verticals and published that for easier consumption by Sales and readily available for Sales engineering to showcase - Evangelized product feedback processes where GTM function could effectively communicate market intelligence to Product teams for better product evolution - Helped build a Deals desk team for handling RFPs & RFIs within Sales engineering - Created email templates for priority verticals & cold calling scripts for buyer persona
- Job: Photon — Head, Solution Engineering & Consulting · 2015-01 – 2018-05 · 3y 4mo — - Highly experienced in handling RFP/I/Qs for enterprises and mid-sized organizations while following a structured means to reach ends - Guiding the team members in assessing new opportunities, qualifying the opportunities, strategizing the response development, analyzing relevant industry stats, reviewing response progress/completion, bidding as per competitive analysis and submitting responses adhering to deadlines - Identifying the right delivery team to provide compelling solutions to prospects and estimate the effort needed to implement the solution - Supporting sales & account management division in evangelizing the right pitch and preparing case studies & collaterals to favor the pit…
- Job: Photon — Solution Engineering & Consulting Lead · 2013-11 – 2014-12 · 1y 1mo — - Managing and mentoring a part of eighteen member team and guiding each team member individually to takeover tasks and handle RFP/RFI responses independently - Working closely with CFX level people while following up on high profile deals - Monitoring performance of each individual within the team and providing feedback during Appraisal cycles - Task Allocation, tracking every deal and checking status of all deals and providing status-quo to senior management - Credentialize company’s capability and expertise during client interactions and strive to establish a strong partnership with the Sales Executives, Technical Consultants and Account Managers
- Job: Photon — Pre-Sales, IT - Consultant · 2012-01 – 2013-11 · 1y 10mo — - Have worked in RFX Responses with over 75% conversion rate and taking the deal to closure - Handle Client Visits and fix the agenda of the visit while arranging for appropriate Demo Sessions to showcase progress of their respective project - Had the opportunity to work on RFX Qualification, Solution recommendation and responses for Fortune 100s and taking deals to closure - Worked around multiple industries like Retail, Banking, Pharmaceuticals, Fast Moving Consumer Goods (FMCG), Automotive, Engineering and Logistics - Have provided plethora of ideas to some of the Fortune 100 Companies and also helped Ideate Mobile First Strategy, QA Strategy, Log Analysis with BigData & Complete Framewo…
- Job: Tata Consultancy Services — Assistant System Engineer · 2007-02 – 2009-04 · 2y 2mo — • Involved in preparation of Test plans, Test Design Specifications and Test Cases. • Manually testing the Storage System taking in to consideration its functional requirements. • Maintaining Regression library while carrying out Regression testing. • Bug reporting and tracking. • Also involved in Automation testing while creating test logs and bug reporting using errors occurring during testing. Client - EMC Product - Symmetrix Technology - Storage Area Networks Team - Symmetrix Remote Data Facility (SRDF) Role - Tester
- School: Kirloskar Institute of Advanced Mangement Studies — Post Graduate Diploma in Management, Finance and Operations
- School: Sri Venkateswara College of Engineering — Bachelor of Technology - BTech, Information Technology
- School: Jaigopal Garodia Hindu Vidyalaya — XII, Comp. Sc., Mathematics, Physics, Chemistry
Skills
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