Sumant Mauskar Email & Phone Number

Atlanta, Georgia, Us

Leading GTM Strategy, International and Emerging Sales, Global Partnerships

Atlanta, Georgia, Us

Leading GTM Strategy, Revenue Operations and Partners

San Francisco, California, Us

Recruited by CBO to lead the transformation of the Customer Success organization to support the demands of a business experiencing 40% YoY growth (currently at $450M, 40K+ customers) by driving proactive engagement to maximize customer value, stabilize relationships, minimize churn, increase adoption, and drive predictable revenue/NRR growth by executing long term renewals and upsellsSome of my key accomplishments were:► Defined and executed on a multi-year strategy that included account segmentation with a differentiated success/account mgmt. strategy, internal/external operating cadences, customer health monitoring/reporting, process automation across the customer journey and organizational restructuring/recruiting.► Increased NRR by 10% to 140 and reduced churn to 3% overall with zero unplanned churn in strategic accounts► Improved NPS from 39 to 58 overall with an average of 65 across all strategic accounts► Renewed 80%+ of strategic customers with multi-year committed contracts - $600M+ in TCV► Drove revenue growth and “stickiness” by increasing product footprint. This new initiative drove a total of $47M (140% of target) in upsell bookings in the last 2 years.

Cupertino, Ca, Us

Recruited by CEO to scale the sales team, develop/execute on a repeatable go-to-market strategy and sales process for an enterprise product that was close to attaining maturity and ready to scale.Some of my key accomplishments were:► Developed and trained sales team on value-based selling including messaging, ROI tools, pricing model etc.► Closed 4 of the largest transactions in the history of the company with average ACV’s of $205K, an increase of 200%+ over previous years. Developed a pipeline of $7M in less than 6 months.► Developed and managed internal operating rhythm for managing/prioritizing SW implementation at all customers

Needham, Massachusetts, Us

Leading provider of software platform for virtual student engagement for universities.Recruited by Chairman to turn around organization with several years of flat revenues and mounting losses, suffering from client and employee attrition. Serve as public face of company and lead 40-person team.Some of my key accomplishments were:► Used B2C platform to develop SaaS-based B2B software platform to engage students throughout enrollment process, boosting critical customer KPI’s such as enrollment, yield and conversions.► Attained 90% SaaS customer retention and grew new offering to account for 40% of revenues while boosting lead generation customer retention from 55% to 75%.► Revamped go-to-market strategy and developed high velocity sales model that reduced costs $300K (55% reduction), increased ASP’s by 50% while improving productivity 110%.► Forged partnerships with brands such as The Princeton Review, National Honor Society, U.S. News Global, AVID, Military.com, and Gradschools.com while implementing data-driven strategy to reduce marketing spend 75%.► Drove $2.9M swing in overall profitability of company

Reston, Va, Us

Ellucian is a portfolio company of TPG Capital and a leading provider of ERP software for institutions of higher education.I was hired by the firm’s private equity owners to both revitalize the North American Professional Services business (representing 35% of total revenues) as well as drive software sales. In this role, I oversaw 44 employees.Some of the key ways in which I made a difference include:► Boosted software and services bookings by 40% to $140M while growing overall revenues 13% to $675M by 2014 and played key role in increasing valuation 120% to $3.5B (realized during sale of company to private equity firm). ► Created and led unified cross-functional team of product specialists, service delivery experts, and sales professionals to drive large ERP sales. Won $50M mandate from University of California, Irvine (largest deal in company’s history), successfully competing against Oracle without undercutting on price.► Restructured sales organization and developed new value-based selling process to unify sales approach of 3 previously acquired companies and to better articulate product value to customer. Increased sales to new customers 70% while focusing on higher margin services to boost average hourly rate 20%.

Boston, Massachusetts, Us

Parametric Technology is a leading provider of software used in optimizing product development processes. The company generates $1.2B+ in annual revenues.In this position, I led the entire Windchill QLM business unit, developing products to manage the quality lifecycle (predicting the reliability and potential failure rate of product components) for electronics, medical devices, aerospace & defense, etc. My key contributions to the organization were:► Created division by leading successful post-merger integration of Relex and NetRegulus and transforming operations from transactional business to serve as strategic partner to large enterprise customers. ► Propelled annual revenues 80% from $10M to $18M while nearly doubling operating margins.► Implemented value-based, consultative sales process for entire sales team, leading to 4 largest wins in acquired company’s history, including $2M mandate from HP.

Boston, Massachusetts, Us

I established our Global Partner Program to effectively collaborate with major consulting firms and technology service providers to penetrate Fortune 500 accounts as well as with value-added resellers to reach SMB customers.My best achievements were:► Nearly doubled licensing revenues with large Enterprise clients from $38M to $70M, exceeding all targets.► Delivered $9M in sales of program fees and training kits for new partners at zero incremental cost.► Recruited and managed 35 professionals globally to source and certify partners.

Boston, Massachusetts, Us

As Senior Vice President for Emerging Technologies, I led Global Services related to all new products either internally developed or acquired through M&A activity. I also served as a key member of the Corporate Development team, driving due diligence during M&A transactions and led 180 employees.My impact on the business:► Boosted revenues from $38M in 2005 to $65M by 2008 while expanding margins from 16% to 20%.► Expanded retail, footwear, and apparel business globally with teams in U.K., Germany, and India.► Played key role in evaluation of 6 potential acquisitions ranging from $50M to $500M in transaction value. ► Managed post-merger integrations of Arbortext, CoCreate, and LBS with Global Services organization.

Boston, Massachusetts, Us

In this position, I oversaw Global Services across the Eastern U.S. for our entire product offering. I successfully transformed an organization facing severe delivery issues. I also led PTC’s entry into the Retail, Footwear & Apparel vertical by spearheading the acquisition and post-merger integration of a newly purchased service company (Aptavis).Some of my key achievements:► Delivered highest growth in the Americas, expanding annual service revenues 50% to $14M.► Exceeded growth target for retail, footwear, and apparel business 200%, generating $9M in annual bookings► Protected $25M+ in annual revenues by resolving all issues with 6 major implementations in “code red”.

Boston, Massachusetts, Us

As Director of APAC Operations & Strategy, I launched the services organization across China, Korea, Taiwan, and Japan, focusing on major Enterprise customers. I oversaw 200 employees and consultants and grew revenues to $38M with 50% margins.

Ms, Manufacturing Engineering

B.E, Mechanical Engineering