Manu A.
Director, Business & GTM Strategy | SaaS & Subscription Growth | Data-Driven Performance Optimization
ex-AdobeGrowth-focused business leader with 10+ years of experience in GTM strategy, revenue operations, and SaaS transformation.
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Proven success in driving $500M+ in subscription revenue, leading customer retention strategies and reducing churn (by 10+ points), and optimizing sales structures to increase revenue through new logos by 4%. Adept at aligning cross-functional teams across Sales, Product, and Finance to execute high-impact initiatives in SaaS, enterprise software, and digital transformation.
GTM Index
- VMWAREJOB
- Dir - Business Strategy &…4Y 2M
Director - Business Strategy & Operations
VMware Inc.
- Led transition of Sales Compensation to support SaaS & subscription licensing, driving $500M+ in revenue. - Designed and implemented customer retention programs, reducing churn by 10+ points and increasing expansion sales. - Improved cross-functional collaboration across Sales, Product, Pricing & Packaging, resulting in faster execution and improved coordination between field and Business Unit. - Built and scaled data-driven partner & channel strategy, enabling 90%+ of strategic partners to transition to a new licensing model.
- ADOBEJOB
- Senior Mgr - GTM (GTM) Str…2Y 9M
Senior Manager - Go to Market (GTM) Strategy
Adobe
- Led restructuring of 150+ member Sales team into ‘hunters’ and ‘farmers’, driving a 4% increase in net new accounts and generating $2M+ in incremental revenue. - Developed and implemented a real-time sales analytics dashboard, providing transparency into pipeline health and forecasting accuracy.
- EYJOB
- Mgr2Y 6M
Manager
EY
- Led $10M+ cost optimization initiative for a healthcare provider, consolidating 22 nationwide offices through strategic planning. - Developed Microsoft GTM partnerships, enabling launching 5 new consulting offerings that generated $2.5M+ in revenue. - Created AI/ML roadmap for hospital chain, improving patient interaction and operational efficiency.
- Senior Consultant3Y 11M
Senior Consultant
EY
- Summer Intern11M
Summer Intern
EY
- QUALCOMMJOB
- Senior Product Eng3Y 11M
Senior Product Engineer
Qualcomm
- Characterization Team Lead2Y 11M
Characterization Team Lead
Qualcomm
- Product Eng2Y 11M
Product Engineer
Qualcomm
- Job: VMware Inc. — Director - Business Strategy & Operations · 2020-06 – 2024-08 — - Led transition of Sales Compensation to support SaaS & subscription licensing, driving $500M+ in revenue. - Designed and implemented customer retention programs, reducing churn by 10+ points and increasing expansion sales. - Improved cross-functional collaboration across Sales, Product, Pricing & Packaging, resulting in faster execution and improved coordination between field and Business Unit. - Built and scaled data-driven partner & channel strategy, enabling 90%+ of strategic partners to transition to a new licensing model.
- Job: Adobe — Senior Manager - Go to Market (GTM) Strategy · 2017-08 – 2020-05 — - Led restructuring of 150+ member Sales team into ‘hunters’ and ‘farmers’, driving a 4% increase in net new accounts and generating $2M+ in incremental revenue. - Developed and implemented a real-time sales analytics dashboard, providing transparency into pipeline health and forecasting accuracy.
- Job: EY — Manager · 2015 – 2017-07 — - Led $10M+ cost optimization initiative for a healthcare provider, consolidating 22 nationwide offices through strategic planning. - Developed Microsoft GTM partnerships, enabling launching 5 new consulting offerings that generated $2.5M+ in revenue. - Created AI/ML roadmap for hospital chain, improving patient interaction and operational efficiency.
- Job: EY — Senior Consultant · 2012 – 2015
- Job: EY — Summer Intern · 2011 – 2011
- Job: Qualcomm — Senior Product Engineer · 2008 – 2011
- Job: Qualcomm — Characterization Team Lead · 2006 – 2008
- Job: Qualcomm — Product Engineer · 2004 – 2006
- School: University of California, Los Angeles - The Anderson School of Management — MBA, Business Strategy
- School: The University of Texas at Austin — M.S., Computer Engineering
- School: Delhi College of Engineering — BE, Electrical Engineering
Skills
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