Leading a team of data scientists and serving as a thought partner for NA Sales & Account Management (AM) to help achieve goals of ‘New Revenue’ and ‘Net Revenue Retention’ across Enterprise, Mid-market, SMB segments. Key enablements: 1. Growth assessment across new/existing business, products and segments to surface strengths and improvement areas 2. Deep dive into products and operational drivers 3. Next Best Action recommendation of highest value levers 4. B2B growth marketing performance/ROI and MTASet the vision and roadmap for the DS team, aligned with strategic focus areas of the business, prioritizing value add work. Hired, mentored and developed several team members ranging from Analysts, Data Scientists, Leads and ManagersXFN partnerships with Sales Strategy & Operations, Product, Strategic Finance, BIE and EngineeringIncubated and guiding the development of Business Performance Engine view that ties underlying drivers and impact in a MECE way. Socialized with Sales, Product leadership and aligned on respective levers - Sales/Acquisition drivers of pipeline health, conversion, deal velocity, pricing; Existing business growth drivers of renewal rate, products upsell, price preservation, co-marketing etc.Present portfolio health updates to Senior Execs monthly, outlining the overall trends and underlying drivers of revenue growth; Recommend opportunities across products, sales conversion funnel, retention, pricing.Partner with B2B Growth Marketing to help achieve revenue targets by generating upmarket leads with high addressability across paid media and organic channels. Optimize ROI by using multi touch attribution models for Paid leads.Envisioned, scoped the Next Best Action recommendation tool for Account Managers and facilitated its adoption. The tool rank orders the AM actions across all accounts based on estimated value they would generate. For eg. upselling products, features, co-marketing, integrations, regional/stores expansion

Built the Merchant Data Science function from ground-up to support supply side of PayPal shopping platform. Led a team of data scientists to support multiple product teams – PayPal performance marketing platform, Incrementality experimentation platform, Rewards & loyalty platform and Merchant Integrations & operations techDrove the merchant expansion program to help achieve business goals of revenue, net new actives and international growth. Helped 2X the merchant base within a year by identifying prospects, establishing value props and creating pricing tiers, leading to 20% lift in top-lineLed the experimentation strategy and monitoring across products and surfaces. The insights helped understand the product-market fit based on usage, merchant ROI and consumer savings. Also helped establish merchant value prop, guiding narratives for Go-to-Market team.Owned the PayPal cash-back model (merchant and self-funded), optimized for early grant to user (50% faster than the leading competitor) while minimizing return risk. Getting habituated, users started returning at a higher rate to begin their shopping journey with PayPal. That in-turn accelerated the commerce flywheel.Owned the OKR definition, tracking as well as prioritization of Data Science efforts aligned with Product roadmap

Served as trusted analytics advisor to support key strategic initiatives across digital store, game studios, subscription services, marketing, corporate strategy and product development.Led the Publisher intelligence vertical in partnership with first and third party game publishers to help them gain strategic and actionable insights about their gamers on PlayStation platform through - customer behavioral segmentation, genre affinity, purchase propensity, winback/re-engagement models, free-to-play/online gaming preference, in-game spend patterns, user generated content.Analytics driven thought leadership to subscription services for strategic initiatives such as growth, content inclusion, value prop - PS Plus (online multiplayer platform), PS Now (Cloud gaming), PS Video (TVOD).Led team of data scientists and data analysts to ideate, design and develop multiple statistical models to serve strategic goals of PS4 platform and services - segmentation, user acquisition, retention, conversion optimization, content affinity, forecasting, ROI analysis and recommendations.Spearheaded various marketing campaigns from strategy and analytics standpoint across customer life-cycle (acquisition, retention and win-back) and games life-cycle. Coordinated with marketing and CRM teams to formulate optimum placement and messaging as well to ensure time bound execution.Recommended next best titles to be included in the game streaming service PS Now using collaborative filtering method applied across users and games.Generated detailed LTV customer segments for PS4 platform user base of 100M users and socialized with senior leadership to serve as a foundation for future product considerations and to support Playstation growth objectives.

While working with Loring Ward (TAMP, subsidiary of Buckingham) -Led the design and development of retirement portfolio simulation tool for over 400 financial advisors managing over $14B (through Loring Ward, Turn Key Asset Management program). The tool allowed to assess risk in terminal wealth as well as retirement income space so investors could make informed decisions on optimal asset allocation, portfolio glide path and spending rule. Used Monte Carlo simulations on 14 equity and bond asset classes assuming a multivariate normal distribution.Work published in the journal of Financial Planning with acknowledgement - https://www.financialplanningassociation.org/article/journal/JUN19-asset-allocation-and-withdrawal-strategies-three-levers-managing-retirement-outcomesImplemented surplus optimization using LDI principles for retirement portfolios. Designed efficient frontiers using Markowitz mean-variance optimization in ‘surplus’ space. Through quadratic optimization techniques, minimized surplus variance w.r.t. retirement liabilities starting in 5, 15 and 25 years. Surplus function used - PV of assets over PV of retirement liability.

Travelers Insurance, US - Partnered with business and engineering stakeholders to stand up enterprise digital platform to manage, publish and track content across 15 web properties of Travelers Insurance. Owned key functional requirements – Personalization, Search, Governance, Taxonomy, Metadata tagging and Digital AnalyticsDefined and standardized KPI’s for traffic across all web properties, tracked through IBM Coremetrics – visitor quote throughput, unique visitors, sessions, page views, click through rate, retention rates, conversion rates. Deep dived into visitor segments, portal segments, marketing channels (paid and organic), devices and geographies, and generated insights to optimize conversion funnels and user experience.Set up analytics dashboards and generated adhoc reports for senior management using IBM Coremetrics, SQL and Powerpoint.Led the monitoring of digital marketing campaigns during hurricane season, targeted at ~1 million customers through email and weather.com ads; generated insights using data visualization and presented to leadership including CIO and CMO.QBE Insurance, UK -Co-led key digital transformation program for UK's top insurer QBE insurance - designed business process workflows and established system integration requirements for Xchanging underwriting platform XIAP with - K2 workflow, rating engine MI trader and document management system. Interviewed end users and subject matter experts for requirements elicitation and definitionManaged and prioritized user stories during agile iterations. Facilitated backlog grooming sessions and defined acceptance criteria for product features. Assisted developers and quality assurance team with requirements clarifications

Researched, Implemented and owned business/functional specs for new/revised pricing rates and endorsements on IBM mainframe underwriting system, to ensure compliance with regulatory requirementsDesigned Regression and unit test cases to quality check end-to-end functionality of insurance underwriting applications comprising quote, pricing, endorsements, cancellation, renewals and reinstatement features