New York University School of Continuing and Professional Studies

Middlebury College

Helping Enterprises unlock the value of their data via a single source of access that enables them to query anything, anywhere - fast.

Amazon Web Services (AWS)

FinTech - Senior Account Manager

Skills: Enterprise Software · Consultative Selling · Sales

Pavilion

Member

Professional & personal development with a healthy mix of travel. 

Learning and using Swift & Figma to develop my own iOS apps.
Studying Spanish. 
Picked up Kickboxing.
Hiked and explored our National Parks - Grand Canyon, Grand Tetons, Yellowstone and Zion - and other  geological wonders like Antelope Canyon, Horseshoe Bend, Monument Valley & Sedona.

Career Break

Professional development

As a consultative enterprise account executive at Starburst, I helped clients unlock the value of their distributed data.

With the ability to connect to a wide variety of data sources (i.e., HDFS, Amazon S3, MySQL, SQL Server, PostgreSQL, Cassandra, MongoDB, Kafka, and Teradata, among others), companies use Starburst to power their large-scale, interactive analytics without the need to move their data. Simply put, Starburst allows you to query anything, anywhere - fast!

- Generated new business via direct outreach methods and AWS, Azure, and GCP partnerships for 30 greenfield Financial Services, Tech, and Media & Entertainment accounts.

- Created outbound strategies, value-oriented customer use cases, TCO, and ROI decks for my and other sales teams; coached SDRs on prospecting best practices.

- Sourced and secured multiple deals within 4 months of joining (ramp period)

Starburst

Enterprise Account Executive

As a Strategic Account Executive at Appian, I helped enterprise clients accelerate their app development and automate workflows. 

Appian is a recognized global leader in intelligent business process management systems (iBPMS), dynamic case management (DCM), digital process automation (DPA), and low-code development.

In my first year as an Enterprise Account Executive at Appian, I used Value Selling consultative methodologies to land and expand contracts within eight greenfield and two enterprise clients. 

The following year, I became a Strategic Account Executive, responsible for helping double ARR for 2 strategic global Financial Services clients that represented Appian's top clients.

My responsibilities included outbound prospecting, fostering AWS, Azure, and GCP partnerships, presentations, product demos, proposal management, contract negotiations, and client onboarding.

- 2021: $1.5M in software and services (150% of $1M annual quota).
- Aug – Dec 2020: Generated $2M in new business pipeline (5-month ramp).

Appian Corporation

Senior Strategic Account Executive

Restructured family business, reallocated assets, and diversified investments.

PT Akshaya Pertama

Owner

As a consultative Enterprise Account Executive, my role at Dropbox was to generate new business opportunities, drive up-sells/cross-sells, and manage enterprise client renewals across multiple verticals such as Media & Entertainment and Financial Services. Additionally, I developed detailed Go-To-Market strategies to expand market share in FSI and M&E verticals.

My book of business included 50+ Enterprise and 500+ SMB accounts. Clients included CIO, CTO, and CISO executives at large enterprises like AEG, Morgan Stanley, NASDAQ, Netflix, NBC Universal, News Corp., and Turner Broadcasting.

- 2018: 122% of quota. 
- 2017: 85% of quota. 
- 2016 (ramp): 120% ($1M quota).
- Largest multi-year deal experience: $12M. 
- Annual renewals: ~$3M (100% retention rate).

Dropbox

Strategic Enterprise Account Executive, Media & Entertainment Vertical Lead

Millions of users trust Dropbox to reliably store files and photos. Dropbox Enterprise is a powerful collaboration platform layered with robust admin features that allows over 150,000 companies to securely access and share their most important content at work. 

Collaborate securely inside and outside your network: Avoid challenges with user adoption by giving employees access to a product that’s already loved by over 400 million users.

Accelerate scalable company-wide adoption: Easily onboard new and existing Dropbox users to your enterprise account and benefit from advanced user management tools.

Integrate with your existing IT infrastructure: With over 300,000 APIs and support for custom integrations, you can integrate with your existing workflows and tools.

Senior Strategic Account Executive (Enterprise Relationships)

As an Enterprise Account Executive at Hearsay Social (now Hearsay Systems), I helped sales teams within financial services and insurance companies harness social media intelligence to attract prospects, retain customers, and grow business. Easy-to-use capabilities such as social signals alerts, scheduling, and libraries of ready-to-publish content provide everything sales representatives need to efficiently sell socially.

At Hearsay, I led new business development, up-sells/cross-sells, and renewals across 37 Enterprise FSI prospects. Clients included CRO, CSO, CIO, CTO, and CISO executives at companies like AXA, BNY Mellon, Federated Investors, Fidelity, Liberty Mutual, MetLife, and Morgan Stanley.

- H1-2015: 100% of $1.4M net-new, $2M renewal.
- 2014: 80% of $1.1M net-new, 100% of $1.5M renewal.
- H2-2013: 200% of $605,000 net-new ($1,226,000).

Hearsay Social

Senior Account Executive

Developed integrated media solutions and managed new business development initiatives for Genpact’s digital consulting services global practice and newly acquired Empower Research, an integrated media research, analytics and consulting firm headquartered in New York. 

Our practice enables clients to leverage the power of smarter processes via our Lean Six Sigma DNA, smarter analytics and smarter technology to drive intelligence across their enterprise. As one of the largest analytics and research organizations, Genpact offers a comprehensive set of solutions that include: 

-	Business, Market and Social Media Research
-	Customer Experience Management and Customer Loyalty Analytics
-	Direct Marketing
-	Sales Force Effectiveness
-	Predictive Scoring, Simulation and Forecasting
-	Financial Modeling and Forecasting
-	Logistics and Pricing Analytics 
-	Strategic Sourcing

Additional Information: http://www.genpact.com/home/solutions/analytics-research

GENPACT LLC

AVP, Business Development, Digital Consulting Services

Helped drive business growth, capitalized on new revenue potential, and managed all aspects of daily business development operations and clients' project needs as part of the client development team.

At Nielsen McKinsey Incite, I led new business development and cross-sell/up-sell opportunities for financial services, travel, and digital agency industries. Clients included CMO, CCO, and CIO executives at companies like Carnival Corp., HSBC, J.P. Morgan Chase, and MetLife.

- Exceeded 2011 annual quota of $1.5M by 155% ($2.3M). 
- Met 100% of 2010 quota ($700,000).

NM Incite

Senior Director, Client Development, Financial Services

Helped drive business growth, capitalize on new revenue potential, and manage all aspects of daily business development operations and clients' project needs as part of the business development team.

Director, Client Development, Financial Services

Analyzed potential economic damages for two $375 million market timing cases and presented results to the SEC’s elected Independent Distribution Counsel.

Conducted market and product segmentation analyses to reduce intellectual property damage estimates from $1 billion to under $100 million for a $2.7 billion IT research client

Participated in organizational development by interviewing junior candidates, setting up technology training sessions for staff, and proposing a unique employee orientation program that combined relationship-building with volunteer work

Primary responsibilities included: conducting financial analysis and building Excel and SAS models, formulating and executing market, industry, and competitive research, summarizing expert reports and developing client presentations, and managing and training junior staff.

CRA International

Associate, Finance Practice

Entrusted with five premium clients totaling $500,000 in revenue within the first quarter of employment

Salvaged two at-risk client relationships ($10.8 billion and $1.2 billion accounts, respectively) worth $200,000

Contributed to business development efforts by managing sales leads for my industry practice; helped cross-sell and lead two $70,000 industry surveys targeting 130 buy- and sell-side analysts

Organized and participated in analyst recruitment, including conducting informational sessions and interviews

Responsibilities included: tracking and communicating financial market developments to clients via real-time phone calls and reports, researching competitive investor relations strategies and shareholder profiles, leading surveys to quantify buy- and sell-side analysts’ insights into the industry and clients, and creating ad-hoc summary reports and client presentations.

Prash Srinivasan