Kamal Dharmani
GTM Leader - Customer Advocate, Growth Hacker, Product Evangelist, and Technical Advisor
Global Go-To-Market and Customer Growth leader with a proven track record of scaling enterprise SaaS businesses and exceeding revenue targets across Fortune 500 accounts.
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Drives consultative GTM execution and partner-led growth, with expertise in AI and automation-driven transformation. Known for translating complex technologies into business value, aligning executive stakeholders, and delivering scalable revenue, adoption, and retention outcomes. Core Strengths: Global GTM Strategy & Sales Plays (NCP, TAM) | Enterprise Expansion & Retention (ELA, ARR, NNACV, NRR, GRR) | Executive Selling & Value Engineering | AI & Data Platform Commercialization | Partner Ecosystem Leadership (GSI/ISV) | Revenue Predictability & Forecasting | Customer Adoption & Lifetime Value (CHS, CLV, CSAT, NPS) | Cross-Functional Leadership
GTM Index
- SERVICENOW – THE ENTERPRISE CLOUD COMPANYJOB
- Sr. Global Solution Sales…1Y 11M
Sr. Global Solution Sales and GTM Lead -Workflow Data Fabric
ServiceNow – The Enterprise Cloud Company
Directed global GTM strategy for Workflow Data Fabric business unit, aligning with the company’s Agentic AI vision to transform enterprise workflows across industries. Acted as the cross-functional unifier between Product, Sales, Marketing, and Partner teams. • Delivered $74M in NNACV, achieving 23.7% YoY growth and 103.7% of FY24 target through AI-first GTM execution • Developed and scaled global sales plays aligned to ServiceNow's Agentic AI strategy, accelerating pipeline creation and deal velocity yielding 96.5% of Q1'25 quota ($13M) and over-achievement in Q2'25 by including WDF in 17 of the top 20 deals • Built and led co-sell motions with GSI/ISV partners, generating jointly sourc…
- AUTOMATION ANYWHEREJOB
- Senior Mgr, Customer Succe…5Y 11M
Senior Manager, Customer Success (Strategic Named Accounts)
Automation Anywhere
Automation Anywhere is the global leader in delivering the most advanced, enterprise-grade, cognitive Robotic Process Automation (RPA) platform capable of automating any business process. The platform enables enterprises throughout the world to create digital workforces that manage and scale business processes faster, with near-zero error rates, while dramatically reducing operational costs. Founding leader in North America Customer Success for an Intelligent Automation & AI platform. Led the Healthcare vertical domain. • Orchestrated multi-year $MM ELAs and expanded portfolio to $40M+ TCV / $15M+ ARR with 160% Net Retention Rate • Led enterprise automation and digital transformation ini…
- TAKIPIJOB
- Senior Mgr, Customer Succe…1Y 11M
Senior Manager, Customer Success - Strategic Accounts
Takipi
Takipi tells companies when and why their software breaks in production. Our product gives developers never before seen insight into their code - helping engineering teams understand which problems they need to work on, and what's actually causing them. With Takipi companies can ship products more rapidly and with more confidence, and developers can spend their time shipping code instead of fixing it. Customer Success and Pre-Sales Lead for a big-data analytics start-up for monitoring and optimizing Java programs • Supported 100+ new logo acquisitions and enterprise expansion efforts that contributed to securing $15M in Series B funding • Owned a $5M+ enterprise portfolio, driving adopti…
- JIVE SOFTWAREJOB
- Mgr, Customer Success11M
Manager, Customer Success
Jive Software
Jive Software is the world’s leading provider of social business solutions. Our products apply powerful technology that helps people connect, communicate and collaborate to solve their biggest business challenges. Jive's Social Business software combines the power of community software, collaboration software, social networking software, and social media monitoring offerings into an integrated platform. Just as social technologies have changed our personal lives, Social Business is changing how enterprises create competitive advantage. Strategic Customer Success and Services role for industry leading Social Collaboration and Content Integration platform • Owned strategic enterprise accoun…
- FUZEJOB
- Sales Eng11M
Sales Engineer
Fuze
Pre-sales product expert and evangelist for cloud-based web collaboration and video conferencing platform • Contributed to a record-breaking quarter with over $4M in bookings by collaborating closely with sales teams • Supported Major Accounts and Mid-Market/SMB Sales Reps for customers such as AstraZeneca, IPG, CallidusCloud, Taulia, and Spotify, enhancing customer engagement and satisfaction • Facilitated POCs for enterprise sales cycles, technical discovery, and solution positioning
- KITEWORKSJOB
- Enterprise Deployment Mgr1Y 11M
Enterprise Deployment Manager / Customer Success
Kiteworks
Accellion, Inc provides enterprise-class secure mobile file sharing solutions that provide the ease-of-use employees need, while giving the enterprise organization the security protection it needs. Defined the engagement model for the Customer Success organization focused on Data Security and Rights Management • Led deployment and expansion for 25+ strategic enterprise accounts valued at $2M+, including Autodesk, Verizon, Eli Lilly, Warner Bros., and Bed Bath & Beyond • Accelerated time-to-value by 4x via onboarding customers to cloud. Improved renewal readiness and customer advocacy through cross-functional collaboration • Spearheaded planning for Professional Services and Education Se…
- HEWLETT-PACKARDJOB
- Managing Client Principal2Y 11M
Managing Client Principal / Solution Principal - PSO West
Hewlett-Packard
Served on both the SaaS and Professional Services teams for leading vendor of IT Management / Quality Management solutions • Built a $2M+ pipeline within six months and supported $12M+ in annual North America services revenue with prominent clients like Avery Dennison, Clorox, Levi Strauss, Safeway, and VMware • Led GTM strategy and Center of Excellence offerings for Quality Management Services
- Lead Customer Success Mgr3Y 11M
Lead Customer Success Manager
Hewlett-Packard
• Owned expansions and renewals for 35+ SaaS accounts totaling $5M ARR with 90 - 100% renewal rates. Noteworthy accounts included DirecTV, American Express, General Motors, Sony, and Visa. • Closed $2.7M for multi-year renewals and served as Subject Matter Expert for the Quality Center platform. • Contributed to SaaS marketing campaigns and presented 4 times at HP Software Universe events and recognized (May 22nd, 2007) for “Outstanding contribution to the business through effective, cross-operational teamwork”.
- CISCOJOB
- Infrastructure Eng - Cisco…3Y 11M
Infrastructure Engineer - Cisco Media Network
Cisco
• Managed technical projects and client services for video technologies on the Cisco Media Network. • Ensured system stability and quality assurance for mission-critical global broadcasts. • Spearheaded the upgrade of the broadcast server room, testing over 90 systems to meet operational standards. • Developed tools for monitoring and automation, achieving significant ROI on vendor applications.
- AUTONOMY, A HP COMPANYJOB
- Quality Assurance Lead/Rel…3Y 11M
Quality Assurance Lead/Release Manager
Autonomy, a HP company
Led the testing and release management of Virage's SaaS-based video search, webcasting, and asset management applications across North America. • Developed comprehensive test plans and executed functional, regression, and UI testing to ensure product quality. • Implemented automation tools, reducing personnel overhead by 60% and enhancing testing efficiency. • Established a QA lab with over 20 systems, fostering a robust testing environment for diverse applications.
- Job: ServiceNow – The Enterprise Cloud Company — Sr. Global Solution Sales and GTM Lead -Workflow Data Fabric · 2024 – 2025 · 1y — Directed global GTM strategy for Workflow Data Fabric business unit, aligning with the company’s Agentic AI vision to transform enterprise workflows across industries. Acted as the cross-functional unifier between Product, Sales, Marketing, and Partner teams. • Delivered $74M in NNACV, achieving 23.7% YoY growth and 103.7% of FY24 target through AI-first GTM execution • Developed and scaled global sales plays aligned to ServiceNow's Agentic AI strategy, accelerating pipeline creation and deal velocity yielding 96.5% of Q1'25 quota ($13M) and over-achievement in Q2'25 by including WDF in 17 of the top 20 deals • Built and led co-sell motions with GSI/ISV partners, generating jointly sourc…
- Job: Automation Anywhere — Senior Manager, Customer Success (Strategic Named Accounts) · 2018 – 2023 · 5y — Automation Anywhere is the global leader in delivering the most advanced, enterprise-grade, cognitive Robotic Process Automation (RPA) platform capable of automating any business process. The platform enables enterprises throughout the world to create digital workforces that manage and scale business processes faster, with near-zero error rates, while dramatically reducing operational costs. Founding leader in North America Customer Success for an Intelligent Automation & AI platform. Led the Healthcare vertical domain. • Orchestrated multi-year $MM ELAs and expanded portfolio to $40M+ TCV / $15M+ ARR with 160% Net Retention Rate • Led enterprise automation and digital transformation ini…
- Job: Takipi — Senior Manager, Customer Success - Strategic Accounts · 2015 – 2016 · 1y — Takipi tells companies when and why their software breaks in production. Our product gives developers never before seen insight into their code - helping engineering teams understand which problems they need to work on, and what's actually causing them. With Takipi companies can ship products more rapidly and with more confidence, and developers can spend their time shipping code instead of fixing it. Customer Success and Pre-Sales Lead for a big-data analytics start-up for monitoring and optimizing Java programs • Supported 100+ new logo acquisitions and enterprise expansion efforts that contributed to securing $15M in Series B funding • Owned a $5M+ enterprise portfolio, driving adopti…
- Job: Jive Software — Manager, Customer Success · 2014 – 2014 · 0 mo — Jive Software is the world’s leading provider of social business solutions. Our products apply powerful technology that helps people connect, communicate and collaborate to solve their biggest business challenges. Jive's Social Business software combines the power of community software, collaboration software, social networking software, and social media monitoring offerings into an integrated platform. Just as social technologies have changed our personal lives, Social Business is changing how enterprises create competitive advantage. Strategic Customer Success and Services role for industry leading Social Collaboration and Content Integration platform • Owned strategic enterprise accoun…
- Job: Fuze — Sales Engineer · 2013 – 2013 · 0 mo — Pre-sales product expert and evangelist for cloud-based web collaboration and video conferencing platform • Contributed to a record-breaking quarter with over $4M in bookings by collaborating closely with sales teams • Supported Major Accounts and Mid-Market/SMB Sales Reps for customers such as AstraZeneca, IPG, CallidusCloud, Taulia, and Spotify, enhancing customer engagement and satisfaction • Facilitated POCs for enterprise sales cycles, technical discovery, and solution positioning
- Job: Kiteworks — Enterprise Deployment Manager / Customer Success · 2011 – 2012 · 1y — Accellion, Inc provides enterprise-class secure mobile file sharing solutions that provide the ease-of-use employees need, while giving the enterprise organization the security protection it needs. Defined the engagement model for the Customer Success organization focused on Data Security and Rights Management • Led deployment and expansion for 25+ strategic enterprise accounts valued at $2M+, including Autodesk, Verizon, Eli Lilly, Warner Bros., and Bed Bath & Beyond • Accelerated time-to-value by 4x via onboarding customers to cloud. Improved renewal readiness and customer advocacy through cross-functional collaboration • Spearheaded planning for Professional Services and Education Se…
- Job: Hewlett-Packard — Managing Client Principal / Solution Principal - PSO West · 2008 – 2010 · 2y — Served on both the SaaS and Professional Services teams for leading vendor of IT Management / Quality Management solutions • Built a $2M+ pipeline within six months and supported $12M+ in annual North America services revenue with prominent clients like Avery Dennison, Clorox, Levi Strauss, Safeway, and VMware • Led GTM strategy and Center of Excellence offerings for Quality Management Services
- Job: Hewlett-Packard — Lead Customer Success Manager · 2005 – 2008 · 3y — • Owned expansions and renewals for 35+ SaaS accounts totaling $5M ARR with 90 - 100% renewal rates. Noteworthy accounts included DirecTV, American Express, General Motors, Sony, and Visa. • Closed $2.7M for multi-year renewals and served as Subject Matter Expert for the Quality Center platform. • Contributed to SaaS marketing campaigns and presented 4 times at HP Software Universe events and recognized (May 22nd, 2007) for “Outstanding contribution to the business through effective, cross-operational teamwork”.
- Job: Cisco — Infrastructure Engineer - Cisco Media Network · 2002 – 2005 · 3y — • Managed technical projects and client services for video technologies on the Cisco Media Network. • Ensured system stability and quality assurance for mission-critical global broadcasts. • Spearheaded the upgrade of the broadcast server room, testing over 90 systems to meet operational standards. • Developed tools for monitoring and automation, achieving significant ROI on vendor applications.
- Job: Autonomy, a HP company — Quality Assurance Lead/Release Manager · 1999 – 2002 · 3y — Led the testing and release management of Virage's SaaS-based video search, webcasting, and asset management applications across North America. • Developed comprehensive test plans and executed functional, regression, and UI testing to ensure product quality. • Implemented automation tools, reducing personnel overhead by 60% and enhancing testing efficiency. • Established a QA lab with over 20 systems, fostering a robust testing environment for diverse applications.
- School: University of California, Santa Cruz — B.A., Biology
Skills
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