Kunal Sorout
GTM (Business Value Consulting, Customer Success & Pre-Sales) | Digital Transformation – Cloud & AI Security, Process Automation, AI, Cloud Infra | Product Management | Global Top 100 MBA - IIM Bangalore
ex-Oracle1) ~17+ yrs.
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experience across APAC Leadership & GTM (Business Value Consulting, Customer Success & Pre-Sales), Digital Transformation – Cloud & AI Security, Process Automation (RPA), Cloud Infrastructure, AI & Product Management 2) Financial Times Global Top 50 MBA (Tier 1 MBA – Indian Institute of Management, Bangalore)3) High Growth Start-up experience (Wiz Cloud Security & UiPath Robotic Process Automation) 4) Professional Certifications – PROSCI Change Management, Certified Scrum Product Owner (CSPO)5) Leadership Metamorphosis Program at UiPath & Lead With Impact at Oracle for selected leaders.
GTM Index
- WIZJOB
- Sr Business Value Consulta…1Y 1M
Sr Business Value Consultant (APAC)
Wiz
APAC Leader - Value Selling 1) Lead APAC value selling engagements at Wiz with Sales/Solution Engineering to help elevate customer proposals through Business Cases (ROI/TCO), Customer Business Alignment & Impact CXO Presentations & interface with investment justifications (large & small deals) 2) 10-15%+ win rate impact, deal size expansion and significant reduction in deal closure timelines 3) Created AI Tools to significantly cut down deal cycles, enhance Sales Productivity (including Leadership) and impact win rate. 4) Enabled Account Teams and Solutions Engineering on Value Selling
- ORACLEJOB
- Dir, GTM (Business Value S…3Y 2M
Director, GTM (Business Value Services - Cloud Infrastructure)
Oracle
Business Consulting & Value Selling • Lead global value selling engagements with Sales to help elevate customer proposals through ROI/TCO models, Cloud Economics models, Bill Compare vs Competition, Customer Insights, Benchmarking, Maturity Assessments etc. • Supported over 500 global engagements with collective value over $400M+, with highest win rate 49% globally, average deal size expansion of 170% and significant reduction in deal closure timelines. • Engage & ‘Sell’ value consulting services internally to Sales and Solution Leadership through campaigns and targeted programs to internalize as part of Sales Process. • Value selling support for Cloud Infrastructure, PaaS, IaaS, ERP (CRM,…
- UIPATHJOB
- Dir, GTM (Value Eng & Cust…1Y 2M
Director, GTM (Value Engineering & Customer Success)
UiPath
Value Selling & Product Manager (Value Management Platform) • Lead AMER sales engagements to drive Business Value case proposals, Automation Operating Model (AOM), development of business value drivers, ROI/TCO models & Industry/Customer Insights impacting $25M+ value. • Presented at customer CxO level discussions & enabled our GTM teams (Sales, Customer Success, Pre-Sales) to have value-based conversations with customers. Driving value discovery to value realization initiatives. • Product Manager for UiPath Value Management Platform including use case repository, benchmarking surveys, calculators etc. • Full Stack Development - Angular.js, Node.js, SQL server, Azure, CI/CD
- Mgr, Customer Success2Y 3M
Manager, Customer Success
UiPath
Customer Success • Trusted Customer Advisor and CXO engagements for retention, upsell and renewals. Managed CSAT > 90 and NPS > 9, Adoption > 95%, Renewal > 95% and upsell ~ 150%. • Made customers & BPO/GSI partners successful and account executives more effective by spearheading automation strategy, Pre-Sales art of possible workshops, business assessments, solutioning, consulting & enablement activities. • Helped customers drive Digital Transformation and establish RPA CoE, defined & implemented Automation Operating Model. • Nominated amongst ‘Top 2 CSMs of the H1 2020’. Awarded ‘Most Valued Player – Best CSM’ award for Q3 2020.
- GENPACTJOB
- Assistant VP - Digital1Y 9M
Assistant Vice President - Digital
GENPACT
Delivery Leadership, Consulting and CoE for Robotic Process Automation (RPA) - Key member of RPA Delivery Leadership and CoE. Established and scaled RPA CoE for clients and Genpact. • Spearheaded solutions, implementation, and delivery of RPA for Key accounts to deliver 500+ Bots in 2 years. • Established and scaled RPA Program & RPA Center of Excellence (CoE) for key Genpact clients. Defined & implemented Automation Operating Model (AOM). • Spearheaded presentations, art of possible workshops, project commercials, client visits for key Genpact customers.
- SAPJOB
- Senior Developer3Y 11M
Senior Developer
SAP
Product Development, Support & Maintenance • Managed global customer interactions on daily basis to provide consulting and technical support to 2000+ customers and resolved over 500 customer escalations, high uncertainty & risk scenarios. • 'Customer Focus' award for building excellent customer partnerships & consistently rated as ‘Outstanding Performer’. • Drove product enhancements & quality projects that led to reduction by 60% in reported tickets for SAP SRM & SAP Manufacturing Execution.
- TATA CONSULTANCY SERVICESJOB
- IT ANALYST1Y 9M
IT ANALYST
Tata Consultancy Services
• Led team of 22 to deliver new SEPA regulations compliant Payments system product across 15 EU countries. • Promoted to be one of the youngest technical team leaders in the unit. Identified an opportunity, convinced customer & management, and developed a new feature generating 50,000 GBP for team and saving 100,000 GBP for customer
- INFOSYSJOB
- Software Eng2Y 4M
Software Engineer
Infosys
• Developed components such as business adaptors for integration of Finacle core banking, a product used in 94 countries by over 848 million customers, with channels such as CRM, E-Banking, ATMs etc. • Received ‘On the Spot’ award for taking initiative to identify gap, convince team and develop new utility for product.
- Job: Wiz — Sr Business Value Consultant (APAC) · 2025-09 – present · 11 mo — APAC Leader - Value Selling 1) Lead APAC value selling engagements at Wiz with Sales/Solution Engineering to help elevate customer proposals through Business Cases (ROI/TCO), Customer Business Alignment & Impact CXO Presentations & interface with investment justifications (large & small deals) 2) 10-15%+ win rate impact, deal size expansion and significant reduction in deal closure timelines 3) Created AI Tools to significantly cut down deal cycles, enhance Sales Productivity (including Leadership) and impact win rate. 4) Enabled Account Teams and Solutions Engineering on Value Selling
- Job: Oracle — Director, GTM (Business Value Services - Cloud Infrastructure) · 2022-07 – 2025-09 · 3y 2mo — Business Consulting & Value Selling • Lead global value selling engagements with Sales to help elevate customer proposals through ROI/TCO models, Cloud Economics models, Bill Compare vs Competition, Customer Insights, Benchmarking, Maturity Assessments etc. • Supported over 500 global engagements with collective value over $400M+, with highest win rate 49% globally, average deal size expansion of 170% and significant reduction in deal closure timelines. • Engage & ‘Sell’ value consulting services internally to Sales and Solution Leadership through campaigns and targeted programs to internalize as part of Sales Process. • Value selling support for Cloud Infrastructure, PaaS, IaaS, ERP (CRM,…
- Job: UiPath — Director, GTM (Value Engineering & Customer Success) · 2021-04 – 2022-06 · 1y 2mo — Value Selling & Product Manager (Value Management Platform) • Lead AMER sales engagements to drive Business Value case proposals, Automation Operating Model (AOM), development of business value drivers, ROI/TCO models & Industry/Customer Insights impacting $25M+ value. • Presented at customer CxO level discussions & enabled our GTM teams (Sales, Customer Success, Pre-Sales) to have value-based conversations with customers. Driving value discovery to value realization initiatives. • Product Manager for UiPath Value Management Platform including use case repository, benchmarking surveys, calculators etc. • Full Stack Development - Angular.js, Node.js, SQL server, Azure, CI/CD
- Job: UiPath — Manager, Customer Success · 2019-01 – 2021-04 · 2y 3mo — Customer Success • Trusted Customer Advisor and CXO engagements for retention, upsell and renewals. Managed CSAT > 90 and NPS > 9, Adoption > 95%, Renewal > 95% and upsell ~ 150%. • Made customers & BPO/GSI partners successful and account executives more effective by spearheading automation strategy, Pre-Sales art of possible workshops, business assessments, solutioning, consulting & enablement activities. • Helped customers drive Digital Transformation and establish RPA CoE, defined & implemented Automation Operating Model. • Nominated amongst ‘Top 2 CSMs of the H1 2020’. Awarded ‘Most Valued Player – Best CSM’ award for Q3 2020.
- Job: GENPACT — Assistant Vice President - Digital · 2017-04 – 2019-01 · 1y 9mo — Delivery Leadership, Consulting and CoE for Robotic Process Automation (RPA) - Key member of RPA Delivery Leadership and CoE. Established and scaled RPA CoE for clients and Genpact. • Spearheaded solutions, implementation, and delivery of RPA for Key accounts to deliver 500+ Bots in 2 years. • Established and scaled RPA Program & RPA Center of Excellence (CoE) for key Genpact clients. Defined & implemented Automation Operating Model (AOM). • Spearheaded presentations, art of possible workshops, project commercials, client visits for key Genpact customers.
- Job: SAP — Senior Developer · 2012-04 – 2016-03 · 3y 11mo — Product Development, Support & Maintenance • Managed global customer interactions on daily basis to provide consulting and technical support to 2000+ customers and resolved over 500 customer escalations, high uncertainty & risk scenarios. • 'Customer Focus' award for building excellent customer partnerships & consistently rated as ‘Outstanding Performer’. • Drove product enhancements & quality projects that led to reduction by 60% in reported tickets for SAP SRM & SAP Manufacturing Execution.
- Job: Tata Consultancy Services — IT ANALYST · 2010-07 – 2012-04 · 1y 9mo — • Led team of 22 to deliver new SEPA regulations compliant Payments system product across 15 EU countries. • Promoted to be one of the youngest technical team leaders in the unit. Identified an opportunity, convinced customer & management, and developed a new feature generating 50,000 GBP for team and saving 100,000 GBP for customer
- Job: Infosys — Software Engineer · 2008-01 – 2010-05 · 2y 4mo — • Developed components such as business adaptors for integration of Finacle core banking, a product used in 94 countries by over 848 million customers, with channels such as CRM, E-Banking, ATMs etc. • Received ‘On the Spot’ award for taking initiative to identify gap, convince team and develop new utility for product.
- School: Indian Institute of Management, Bangalore — Master of Business Administration (MBA), Strategy & Technology (Product Management, Data Analysis, Platform Business Models)
- School: Maharshi Dayanand University Rohtak — B.E., Electronics and Communications Technology
Skills
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