Nikhil Joshi Email & Phone Number

California, United States

Mountain View, Ca, Us

As a member of the Life Sciences leadership team, I am responsible for defining and driving the segment strategy, launching products for regulated environment use cases in clinical development and commercialization, and driving net new revenue.Voice of the Customer• Serve as a subject matter expert on customer calls with Sponsors and CROs; dissect friction points in customers' use of Egnyte to identify potential solutions via continued product innovation or our ecosystem that provide for an expanded TAM.Product• Developed one, two, and three year high-level Life Sciences roadmap in close collaboration with the VP of Product Management for capabilities that include enhanced document classification, richer dashboards in the Controlled Document Management and eTMF applications, and preconfigured workflow templates.• Identified the need for and oversaw development of a direct integration with Lorenz Docubridge to provide Egnyte customers with a seamless eCTD (Common Technical Document) publishing option for INDs and NDAs.Packaging and Pricing• Reformulated platform pricing for limited, standalone use cases in statistical computing and controlled document management to provide emerging biotechs cost-effective options to leverage Egnyte's GxP features.• Repackaged Egnyte for Life Sciences and GxP offerings to better support customers' fundraising and diligence activities and to drive incremental ARR seat expansion.Enablement• Created sales plays for Medical Communications and CROs with top of the funnel targets and conversion estimates. • Developed key messaging for relevant personas, internal enablement materials, and served as dedicated SME for client calls.

San Francisco, California, Us

Lead sales efforts for Benchling’s strategic account segment (biotechs >$1B in revenue or market cap).• Own end-to-end sales process: lead qualification, RFI/RFPs, proof of concept, business value justification and close of sale.• Exceeded 2021 revenue target by 40% via the acquisition of new Enterprise logos and existing client expansion. $1.6M in ACV in 2022 YTD.• Closed 7 new logos (5 Enterprise Biopharma/1 Medical Device/1 Academic Medical Center); recognized at company kickoff for ‘Most Golden Lands’ across strategic and enterprise segments (combined size 30 FTEs).• Help drive annual planning process to roll-up segment revenue in line with company growth targets.

Amsterdam, North Holland, Nl

Lead Go-To-Market in North America for Mendeley Data, a recently launched software as a service (SaaS) subscription enabling research institutions to manage research datasets.• Built and optimized sales forecasts by modeling time series data: sales pipeline, volume of historically published data and change in incremental demand resulting from introduction of new product features.• Lead assessments of customer LTV and repositioned the product, identifying clear opportunities for 25% increase in ARR. • Own relationships with development partners and clients; manage go-to-market effort for $800K NOAM sales region. • Own technical responses to large bids (RFPs), including one of the largest funders of patient outcome-centered research. • Conduct technical assessments to support product integrations with ERP systems, storage (cloud S3) and local networks (WebDAV); design and implement promotional campaigns to increase conversion of free to paid users.• Lead regular business reviews by providing insight on market developments, performance of market segments and potential growth opportunities.

Amsterdam, North Holland, Nl

Deploy information workflow tools that help R&D intensive corporations shorten time to market and increase operational efficiency within design and production. Highlights: • Mitigated attrition due to customer M&A by competitively benchmarking customers against their peers. • Utilized logistic regression techniques to investigate customer usage patterns, helping to identify a 10% increase in at-risk customers (representing $250K in business) requiring engagement. • Spearhead creation of 4 standalone business use-cases, clearly demonstrating how customers in target Aerospace, Chemicals, Design/Construction industries can save 2+ hours by streamlining calculations. Distributed for use to all of Engineering Sales.

Amsterdam, North Holland, Nl

Led customer engagement for Elsevier's core product portfolio, which includes full-text and bibliometric databases and workflow support tools, to large, research intensive universities. Highlights:• Achieved 96% renewal rate on $15M business portfolio (2015); 99% in H1 2016; greater than $400K in new transactions.• Conducted extensive diligence on deals > $1M to strengthen negotiating positions and ensure offers met commercial mandate.• Co-led the North American A&G Employee Opinion Group, resulting in the issuance of recommendations to Senior Management regarding improvements in sales culture, management, compensation, and career development.

Dunedin, Otago, Nz

• Increased sales of scientific analysis software by over 60% from FY 2011 to FY 2013 in the diverse life-science R&D market by providing technical consultation to Senior research personnel at major pharmaceutical companies, research intensive universities and CROs.• Sold over $1.8M and demonstrated 25% YoY increase in acquisition of new accounts in the pharmaceutical, medical device, and academic markets.• Engaged with users to create macros to automate repetitive software tasks, saving the customer an average of 1-2 hours per experiment across 60% of the user base.

Newark, Nj, Us

• Conducted proof of concept studies demonstrating the efficacy of rotating wall vessel (RWV) bioreactors to grow differentiated human Mesenchymal Stem Cells for use in engineered tissue • Used fluorescence microscopy and models of fluid dynamics and nutrient transport to gain better insight into the suitability of the bioreactor for cartilage tissue engineering.

Newark, Nj, Us

As an instructor in the TRiO program, I was responsible for curriculum development, instruction, grading and mentorship. My students were first-generation college students that were interested in preparing for the rigors of a STEM education.

Seattle, Wa, Us

Developed mechanical testing protocols to measure bone, tendon, & suture pull-out strengths for different arthroscopic rotator cuff repair techniques.Used regression techniques to make predictions as to which technique was best suited to long term patient health & quality of life.

Seattle, Wa, Us

Responsible for independent design of poly-laminate microfluidic devices in AutoCAD & assembly.Devices used as part of point-of-care (POC) technology aimed at diagnosing disease in developing world.Gained familiarity with assays used for analyte detection such as SPR & ELISA.

Master Of Business Administration - Mba

M.S, Biomedical Engineering

B.S, Bioengineering