Phani Kiledar Email & Phone Number

Berlin, De

Santa Clara, California, Us

- Manage 16.5Mn USD TcV with net dollar retention (NDR) at 122% across 12 enterprise customers in EMEA- Lead multi contract and multi year renewals with upsells and cross sells- High touch point engagement with weekly and monthly project planning and status update calls with key stakeholders- Demonstrated collaboration and coordination with cross functional teams across global sites on multiple projects- Designed Customer Success playbook, Success Plan, technical and business review templates to ensure customers realise the value of Aryaka and return on investment (ROI)- Delivered executive business reviews and early access program initiatives with sales engineering, product and support teams for product adoption, project status, upsells and expansion - Developed customer adoption trackers, win back plans to address customer pain points and come up with action plans- Monitor and analyse product usage data to identify areas for improvement and additional opportunities for adoption.- Active participation in escalations providing real time update to end users and work with support team in providing Root Cause Analysis (RCA) and follow up with Requested Feature Enhancements (RFE)- Proactive engagement with support, product and engineering teams to analyse and resolve bottle necks and develop action plans for feature enhancements

San Francisco, California, Us

- Managed an ARR of 2Mn USD by end of fiscal year 2022 and maintained 125%net dollar retention (NDR), kept the churn less than 2%- Provided technical expertise and support during the onboarding and planningphases for new clients for their pentest requirements- Developed detailed documentation and success plans to assist clients in theirsecurity audits such as ISO27001, SOC 1, SOC 2- Identified and scoped clients’ products or applications, ensuring seamless andquick pentests- Contributed to the development of product features by relaying customerfeedback and insights to the engineering team.

Munich, Bavaria, De

- New customer acquisition and customer success- Lead a virtual legal networking event during COVID-19 pandemic which resulted in 30+ new business opportunities- Reporting directly to the CEO, managing partnership engagements in EU and Americas, and an action plan for customer outreach in the online marketplace for the law segment

San Jose, California, Us

- Stack ranking 1 in the customer engagement team. Top performer from Q4 2016 - 2019- Worked with reputed resellers, MSSPs, and partners to develop a joint business plan to agree with business objectives mutually- Provide product training to partners and inform them about complimentary services offered- Interacted with CIO, CISO, and other key executives and technology leadership team to assess and communicate security impacts during business case development along with authorized partners- Formulated a cadence to extract data in the commercial segment for the new businesses which resulted in commercial security reps in achieving 1 Mn USD new business in Q2, Q3 2017- Lead and delivered RXP Pilot project to increase cross-sell and up-sell opportunities among Fedgov and Enterprise accounts which resulted in achieving a 90% renewal rate- Functioned as the point of contact for over 2000 accounts, consulting teams related to cybersecurity and privacy across NA and EMEA

I had the opportunity to start 2 business ventures early in my career.Medhyam Automation Solutions Pvt. Ltd.- First entrepreneurial venture providing home automation solutions in the B2B sector leading the business development team- Generated long-term projects worth 3 Crores INR by targeting property builders and architects for smart homes and home automation packages- Expanded leads with potential channel partners involving 20+ property builders and architects, 15+ dealerships and 10+ individual customers through networking, cold calling, and referencesUSD Global Inc. (CannyKart)- Second entrepreneurial venture focused on IoT, e-commerce in the B2C segment- Reported directly to the CEO, managed partnership engagements, and an action plan for customer outreach in the online marketplace for the Internet of Things (IoT) segment- Successfully achieved business development target of 200 plus partners and over 4000 plus products

- Delivered an action plan for expected market share and customer base by executing an online market survey with 500+ end users/enterprises for home automation and security systems- Designed India specific product specifications by means of competition profiling and competitive assessments of products in home automation products

Worked as project trainee for final year engineering project in the field of Embedded Systems.

Redmond, Washington, Us

Campus ambassador from Microsoft. Responsible for creating the awareness of Microsoft products and new technologies through conducting workshops, seminars, hands on labs etc.

Piscataway, Nj, Us

Represented as JSSATE IEEE Student Branch Chairperson carrying out IEEE activities in the campus. Activities included conference, seminars, talks, workshops, technical fests and colloquims.

Master Thesis, Cybersecurity Mindset For Small And Medium Enterprises (Smes)

Master Of Business Administration - Mba

Bachelor Of Engineering (B.E.), Electrical, Electronics And Communications Engineering