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1) Took some time off to support my wife and family when she got nominated to serve on The White House's Presidential Innovation Fellow Program in Washington D.C.2) Evaluated several ideas to help improve B2B sales productivity. In spite of all the tools, gurus, and A.I. hype out there, average quota attainment remains a big issue. I took a deliberate approach to the customer development process to get to the root of the problem, and after many rounds of iterative prototyping, settled on Tribyl.

As the Go-to-Market COO to the EVP & GM of the Salesforce Platform business, I was responsible for ensuring we hit our aggressive Pipeline and ACV targets in a highly matrixed environment.1) Go-To-Market innovation: Pioneered RADAR, a Predictive analytics based segmentation approach that categorizes accounts based on their propensity to spend by Product. Devised an integrated Go-to-Market Playbook and implemented it across global Sales and Marketing teams. RADAR directly influences 80% Bookings of our high growth Products.2) Business Development: Incubate Sales programs to address untapped opportunities and whitespaces, e.g., Co-Leader of our cross-cloud “HR & Employee Engagement” initiative, sponsored by the President of Salesforce’s Enterprise Business Unit.3) Trusted Advisor: Provide data-driven recommendations to grow worldwide Platform revenues 35%+ Y/Y to $1B+ in 4 years. Lead cross-functional projects to address hot spots across the Funnel.4) Pricing and Packaging: Co-led initiatives to drive Platform adoption and reduce sales friction (e.g., ELA for large customers, per-App pricing for smaller projects, “bundles”), and boost short-term demand (e.g., targeted campaigns & promos)5) Business Operations: Own metrics-based performance management. Review KPIs and forecasts in weekly staff meetings; Drive QBRs and Executive Reviews.6) Business Planning: Led Salesforce’s annual GTM & Fiscal planning cycle for the Clouds (2 years in a row)7) Sales Productivity: Helped scale ‘specialist’ Sales Org 3X. Defined Sales Plays and Playbooks. Established Performance Scorecards.Promoted to Senior Director in Jan 2015

Part of McKinsey's High-Tech, Media, and Telecom practice. Served clients on a variety of functional topics, including growth strategy, sales and marketing, M&A, and service operations. Gained leadership experience managing high performance teams and influencing senior client executives.1) Cloud-based growth strategy. For global financial services company looking to create $1B non-card SMB business, analyzed SMB pain points, conceptualized potential service offerings (e.g., “Mint.com” for SMBs), and led build the vs. buy vs. partner decision making process; successfully recommended large telco player as strategic partner based on synergies2) Social gaming due diligence. For global Private Equity firm, led team of 2 to assess Latin American social gaming market size, purchase “funnel”, consumer behavior, key success factors, and competition; recommendation led to $25M investment3) Enterprise Mobility growth strategy. For one of largest consumer electronics players looking to double US revenues to $40B, lead team of 2 to analyze current trajectory and adjacent opportunities; Enterprise mobility was set as top-3 priority4) Thought Leadership on Digital Strategy. Core member of McKinsey’s proprietary “iConsumer” research effort to track evolving digital consumer behavior (e.g., social networking, “over-the-top” video), based on 17000 respondents and 400+ survey questions

Baring Private Equity Partners is an international network of PE funds, with approx $3B under management globally. Focus is on mid-market, growth stage opportunities, with a small allocation towards early-stage ventures. I worked on two projects over the summer - 1) Exit strategy for a growth stage high-tech portfolio company in Silicon Valley2) Investment thesis for distributing insurance products

Launched 2006, www.isango.com is an online travel site for activities, short tours, and excursions from around the world. Exited to TUI in 2013. As founding team member, I was responsible for:1) Prototype Development. Defined online consumer experience for traditionally offline products by researching consumer buying behavior and decision journey. Prototype raised $1.8M in early stage venture funding, two months ahead of launch2) Launch. Developed functional requirements and integrated project plan, covering marketing, operations, content, technology, and sourcing. Selected and managed five suppliers to launch isango.com in seven months

Now part of Orbitz Worldwide, ebookers is one of the largest online travel agencies in Europe. I was part of the management team of the Hotels and Dynamic Packaging business. Key Responsibilities: 1) Strategic partnerships. Led international, cross-functional team of 10 to analyze two competing online hotel reservation affiliates, comparing inventory, price, user experience and customer service. Secured senior management approval and launched recommended product in 13 European markets within four weeks, resulting in 60% increase in online hotel sales2) Multi-channel sales. Increased online sales by 10% by launching an innovative, hybrid (online-offline) sales support system ‘Push to Talk’ that reduced drop-offs. Worked with Sales & Operations to align incentives and processes accordingly3) Product management. Developed product requirements and roadmap for ebookers’ next generation online hotel reservation platform. Created shared vision amongst traditionally independent European offices, a historic first.

1) Product Management. Led team of 30 engineers to launch opodo.com (a top online pan-European travel site) in U.K. and France. Received written client appreciation for rapidly identifying cultural, legal, and operational nuances through workshops2) Organization building. One of the first 50 employees to join Sapient’s India office; helped establish "distributed delivery" capabilities and rapidly grow the office.

Founding team member (employee #2) of IBM's ebusiness and CRM solutions group in India. Performed a variety of roles: 1) Sales and Business Development. Carried Regional Sales Quota for 3 years. Drove entire sales cycle, from business development, discovery workshops, proposal writing, and negotiations. Contributed $1M in e-business services sales (20% of country target); Wins include India’s first online payment gateway2) Product Marketing. Performed demand generation activities, e.g., presented at conferences, developed marketing and sales enablement collateral. Won IBM President’s Outstanding Contribution Award for an innovative B2B commerce demo.