Arjun Marella

Experience

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  Brakes India

  May 2013 - Jul 2013

  Summer Intern
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  Autotech Industries

  May 2014 - Jul 2014

  Summer Intern

  Worked on designing a fixture for a for the manufacturing of a roller tappet assembly. Also got the opportunity to work on the coding of CNC Machines, and also got to experience at first hand the Induction Hardening Process, Cryogenic Treatment and CO2 welding.

• 

  Wheels India Limited

  Nov 2015 - May 2016

  Summer Internship

  Worked on the Improvement of a tool life of an edge cutting machine. Carried out an analysis on ANSYS for the existing design and came up with a new tool design to improve the production rates.

• 

  Freshworks

  Jun 2016 - Feb 2021

  This is an extension of my previous role, I now lead the Account Management team and own the entire portfolio of the Commercial, Mid Market and Enterprise segments of Middle East & Africa. As I continue putting in my efforts as an individual contributor, I've grown into accepting a whole new set of responsibilities and challenges. Some of these include, * Working on the strategy and approach for the different countries in MEA. * Leading the efforts with Customer Marketing and Field Marketing teams to plan events, campaigns and other webinars for our Customer base. * Leading the engagement with Partners across all these different countries, to effectively expand existing business. * Drive customer advocacy, work with Sales Engineering and Customer success teams to introduce right solutions to businesses. Show less Freshworks was now focused on going upmarket and a moving into this role was a natural progression. Working with various business across different verticals in the UK, set me up for success when I took on these large enterprises in Middle East and Africa. While we had people bringing in new business in the region, I was one of the first Account Managers for the Enterprise segment in MEA. I began building relationships with various C-level execs across the top businesses in the region, built a solid pipeline and saw through the adoption of our product suite across various teams. I was often on the road meeting customers across these different countries, running their quarterly business reviews, managing major projects and implementations in collaboration with our Customer Success team. Worked with our Field Marketing team to host various events in these countries for our Key Customer base to improve customer advocacy. This role presented itself with quite a few challenges, I managed and built relationships with all of these accounts while I was constantly on the road with my time being split across meetings and events we hosted. Took these challenges head and on and it's safe to say I came out on top. I had a couple of phenomenal quarters and soon took up more responsibilities. Show less While I continued making strides as an Account Executive in the UK team, I was offered a more challenging assignment. As a company that was adopting a Multi Product strategy, the management decided to set up another engine to generate revenue. It was decided that we'll have a team to land and expand our business with existing customers. Being one of the first members of this team, it was upon us to to set up a process and define a scaleable model to ensure this project was a success. Ended two consecutive years as the highest revenue contributor in the region which included 20-25 individuals. Directly influenced more than 10% of our annual targets.In this role, I continued the consultative approach while working with Key Accounts across UK, Middle East and Africa. For every Key Account I worked with, I remained their point of contact for all things Freshworks. Some of my responsibilities included, * Develop trust relationships with these key accounts to ensure they do not turn to competition.* Acquire a thorough understanding of their needs and requirements and how well they've adopted the current solution that's been implemented. * Expand the relationships with existing customers by continuously proposing solutions that meet their objectives* Play an integral part in generating new sales that will turn into long-lasting relationships.* Worked with the revenue operations team to continuously pass feedback and define a set process for Account Managers. * Helped our team hire some top talent and took care of their training and on-boarding. Devised strategies and campaigns to expand the revenue contribution from existing businesses. Show less As an Account Executive, I worked with businesses across various verticals in the UK to transform their Customer and Employee experience with our product suite. While my objective was to onboard as many businesses as I could and increase our revenue, I was focused on taking up a consultative approach. During this stint, I learnt a great deal while working through the entire sales cycle. Right from prospecting a lead, qualifying and assessing their needs to handling the objections, closing out the negotiation and the paper work. Over the months, I was able to optimise the deal cycle, bring in more predictability and do justice to our deal velocity objective. Finished several quarters as the Chief Closer in the region. Show less

  • Lead - Account Management | MEA - Mid Market and Enterprise

    Apr 2020 - Feb 2021

  • Strategic Account Manager - Key & Enterprise Accounts | MEA

    Nov 2019 - Apr 2020

  • Strategic Account Manager (UK, Middle East and Africa)

    Jan 2018 - Oct 2019

  • Account Executive - UK

    Jun 2016 - Apr 2018
• 

  SuperOps

  Mar 2021 - now

  After establishing the initial presence for SuperOps in the US, our goal was to broaden our global reach and collaborate with more Managed Service Providers (MSPs). Given the significant concentration of MSPs in the United Kingdom, it naturally became our next strategic focus.This strategic focus paid dividends, as the UK has now become our second-largest customer base. Throughout this expansion process, I successfully onboarded some of our most substantial clients in terms of both size and revenue.To amplify our initial inbound efforts, I spearheaded additional events and outbound initiatives. Over the course of the year, I dedicated several months to immersing myself in the UK market, closely observing the operations of top MSPs and drawing some key insights.Worked closely with the product team to translate some of these key insights into product development efforts.Built a business model and hired the team required to continue these operations and expand futher in the years ahead. Show less It was time for us to expand our presence in other geographies and I took up the responsibility of scaling our customer base across these markets. While we were very close to identifying a strategy/model that worked for North America, we had to experiment and identify what worked in all the other regions. This was quite an interesting assignment, and I got to put some of my previous experience to use (Given I'd already worked in these regions in the past). As a small team we had to work multiple timezones and manage our availability, not only in terms of meeting prospective customers but also making sure we were available for all internal discussions. This was quite the challenge, and we sure did learn a lot in the process. Show less As the first Account Executive / Founding sales member for the company, I worked closely with our founding team to set up our Go to Market engine from scratch, help us attain our Product Market fit quickly and also work on scaling the team and the overall GTM operations.This was perhaps the most challenging assignment I've taken up in my career so far. While a Sales team always works towards revenue goals, this role was more than just about revenue. In the initial Private beta days as a new product entering a space that's populated with a lot of established competitors, we had to make sure we pass on the relevant feedback and propel our product efforts in the right direction. Documenting the inputs of our early users was a responsibility we shared with our product team, and we set up the process in place to capture this feedback and validate our ideas. One of the biggest goals was to ensure no information was lost in translation, and the processes we set up between the teams internally ensured just that. Show less

  • Head of Business - Rest of the World (ANZ, APAC, UK&I, EMEA)

    Feb 2024 - now

  • Head of Business - UK & Ireland

    Feb 2023 - Feb 2024

  • Lead Account Executive - Rest of the World (APAC, UK & EMEA)

    Mar 2022 - Feb 2023

  • Lead Account Executive - North America

    Mar 2021 - Apr 2022
• 

  RevGenius

  Mar 2021 - now

  Member

  RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!