Arnab Chakraborty - GTM Strategy and Ops Leader, Whatfix

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Work Background

WhatfixLeading GTM Strategy & Planning | Revenue Operations

Nov. 2022Bengaluru, Karnataka, IndiaPromoted every year since joining. Pushing for senior leadership. ● Orchestrating GTM strategy to drive 40%+ new ARR growth & 15% efficiency gains YoY. Providing strategic advisory to C-Suite ● Strategic Leadership: Spearheading a team of 10+ RevOps members to develop & execute data-driven strategic initiatives to attain 40% YoY new ARR growth and YoY 33%+ growth in pipe generation. Building a best-in-class strategic advisory team ● Annual Operating Plan: Leading firm-wide GTM strategy across Finance, CxOs’ Offices, & RevOps, delivering 40% ARR growth and 15%+ YoY efficiency gains. Aligning revenue goals with corporate strategy to improve pipe conversion & ARR growth ● GTM ReOrg Management: Planned and executed a wholesale region-first reorg of the GTM teams in FY25, ensuring minimal disruption in the win and drop rates. Carved out vertical strategies and designed a focused team to target 30%+ of FY25 ARR ● New Revenue Identification: Testing new GTM strategies to unlock sales from new product lines, targeting $10M+ in 2 years, leveraging Outbound & ABM. Creating playbooks for 100%+ YoY ARR growth in emerging markets across the next 3 years ● Competition: Engineered competitive displacement strategy, integrating sales & marketing, and driving ~25% YoY growth ● Forecasting: Engineered multivariate forecast models with 10% variance tolerance, improving pipeline predictability. Liaised with SalesOps leader to design and implement multi-level forecast cadence to accurately predict & track CQ & CQ+1 ARR ● Compensation Strategy: Heading the GTM compensation team; A) aligned comp plans to company OKRs, B) reduced net comp spend by 5 points YoY, C) saved $100k by replacing legacy incentive platform, deploying new vendor in 4 months ● Corporate Development: Contributed to raising a $125M Series E round by aiding investor due diligence efforts. ● Deal Desk Operations: Reshaping the Deal Desk team from being backend Ops to front-ending pricing & deal negotiations

SalesforceSenior Associate | Competition & Strategy

Jul. 2021 - Oct. 2022Bengaluru, Karnataka, India● Revenue Impact: Developed data-driven business cases to guide ~15 enterprise clients to identify over $150M in potential benefits through the deployment of established industry cloud solutions, with an average payback period of 2 years. ● Value Realisation: Spearheaded post-sales value realization efforts for Fortune 500 companies, delivering $12M+ in realized benefits in just 6 months by deploying cloud solutions in several industries such as media, telecom, energy & utilities. ● Growth Strategy: Uncovered $200M+ in potential revenue from new cloud products & devised a 60% YoY ACV growth plan.

Capgemini InventManager | Strategic Projects

Jun. 2019 - Jun. 2021Bengaluru, Karnataka, IndiaCustomer Experience Transformation - Shaped deals and opportunities for digital transformation from an end-to-end CX perspective - Pursued 10+ opportunities in 6 European countries; target contract value of €50m for FY'21 Thought Leadership Co-developed articles on the future of work and innovation, analyzed organizational and Co-wrote 3 COVID sector-impact research notes; garnered int’l press coverage; 100+ citations Strategic Assignments • Bank (Rev $25B)+; developed sales pitch to raise account booking value by ~25% in FY '20-'21 • Bank (Rev $26B+); assessed & identified 4 greenfield core banking soln. vendor partnerships Key Assignment #1: India 2020 Project | Program Management | Corporate Strategy • Identified ~10% potential savings; segmented 60k+ FTEs across 10+ skill/technology domains • Deployed by India COO as PMO for pan-India (100k+ FTEs) skill framework building exercise - Managed 100+ SMEs in 6 BUs; analyzed potential ~20% lower attrition; conducted 10+ calls Key Assignment #2: Launching Automation-as-a-Service | GTM Strategy | Business Development • Devised top and bottom-line growth strategies for the Digital Acceleration Center of the NA BU • Created a draft selling strategy for the launch of Automation-as-a-service for new NA clients • Handled pre-sales (RFP responses) and promotional (workshops, video manuals, etc.) activities Key Assignment #3: Office of the CTIO of Financial Services SBU | Business Development • Operationalized the FS Technovision 2020 document; 75+ case studies identified; 10+ banking & insurance clients mapped; identified FinTech relationships for major Indian nationalized bank • Helped drive FS Architecture Revamp Program to achieve year’s target count of 600 architects • Handled 100+ stakeholders from 3 internal teams; collaborated with 5+ regional architect leads

Deloitte India (Offices of the US)Intern | Strategy Consulting

Apr. 2018 - May. 2018Hyderabad Area, IndiaDevised the Global Business Strategy for the IT Services of a Global Industrial Products Client • Transformed service delivery model (SDM) of 1000+ FTE of client (Mkt Cap: $24B+, Rev: $13B+) • Achieved $20M/yr. labour savings, reduced 50% FTE (in-house), managed transition to services • Created 12-month transition roadmap, devised sourcing strategies, increased captive utilization • Interviewed US stakeholders in IT Apps & Infra divisions, investigated gaps in current-state SDM • Identified core/non-core areas, conducted detailed activity analysis, defined target-state SDM

Bureau of Indian StandardsScientist | Assistant Director

May. 2014 - May. 2017New Delhi Area, IndiaWork Locations: Chennai | Durgapur | Coimbatore | New Delhi Accolades: • Valued among top 5% of 650 officers pan India, rated Outstanding; 1/5 selected for nat'l project • 1/70 Grade-A Officers (Scientific Cadre) recruited from a nationwide pool of 100k+ candidates • Certified (1st/70 in batch) Assaying & Hallmarking Centre Auditor (Indian Standards compliant) Product Certification: • Reduced cost by 10%, saved 2 person-hours/day, devised quality schedule for cement plants • Eliminated backlogs of 5 months (3 offices), conducted record 312 certification audits in 1.5years National Building Code of India • Revised India’s building code, handpicked (1/5 nationally) to a specialized team of engineers • Spearheaded NBC release meet, footfall 400+ including Cabinet Ministers & Secretaries • Liaised with ministers and secretaries of MoHUPA, MoUD & MoSJE to enable code provisions • Coordinator,19th NBC Sectional Committee Meet (footfall 85+, industry & academic experts)

M. N. Dastur & Co. (P) Ltd.Structural Engineer

Aug. 2013 - Apr. 2014Kolkata Area, India• Designed Heavy Industrial Steel Structures for Indian Iron and Steel Major (Revenue: US$19B+) • Generated Microsoft Excel spreadsheets to analyze and design structural elements • Generated drawing specifications and reviewed designs using STAAD

Larsen & ToubroSummer Intern

May. 2012 - Jun. 2012Kolkata Area, India• Designed RCC Industrial Hot-Stove Hydraulic Building using the Limit State Method • Generated Microsoft Excel spreadsheets to analyze and design structural elements • Generated drawing specifications and reviewing of GA drawings using AutoCAD and STAAD

SKM Geosurvey (An Affiliate of SK Mitra & Associates)Summer Intern

May. 2011 - Jun. 2011Kolkata Area, IndiaGeotechnical Investigation and Testing