Headline

Customer & Solutions Engineering | Driving Enterprise SaaS Delivery, Adoption, GTM Execution & Operational Scale

About

𝑹𝒆𝒗𝒆𝒏𝒖𝒆 𝒊𝒔 𝒕𝒉𝒆 𝒔𝒕𝒂𝒓𝒕𝒊𝒏𝒈 𝒍𝒊𝒏𝒆. 𝑫𝒖𝒓𝒂𝒃𝒍𝒆 𝒈𝒓𝒐𝒘𝒕𝒉 𝒄𝒐𝒎𝒆𝒔 𝒇𝒓𝒐𝒎 𝒄𝒍𝒐𝒔𝒊𝒏𝒈 𝒕𝒉𝒆 𝒈𝒂𝒑 𝒃𝒆𝒕𝒘𝒆𝒆𝒏 𝒕𝒉𝒆 “𝑺𝒐𝒍𝒅 𝑽𝒊𝒔𝒊𝒐𝒏” 𝒂𝒏𝒅 𝒕𝒉𝒆 “𝑫𝒆𝒍𝒊𝒗𝒆𝒓𝒆𝒅 𝑹𝒆𝒂𝒍𝒊𝒕𝒚.” In many organisations, Pre-Sales and Post-Sales still operate as separate motions. Sales creates the promise. Delivery, Support, and Customer teams inherit the reality. The gap between the two is where confidence erodes, adoption slows, and churn risk begins. That is the space I work in. I build and lead Customer & Solutions Engineering functions that connect technical discovery, solution validation, onboarding, adoption, support, and expansion into one coherent customer lifecycle. Across 14+ years in enterprise SaaS, I have worked across APAC, EMEA, and the US at the intersection of Sales, Product, Engineering, Support, and Customer Success. My focus has been on turning customer complexity into clear execution paths: disciplined discovery, realistic PoCs, structured handoffs, adoption models, operating rhythms, and feedback loops that help the business deliver what it sells. 𝐇𝐨𝐰 𝐈 𝐋𝐞𝐚𝐝 Pre-Sales: Discovery, evaluation plans, technical validation, and PoC governance that create buyer clarity and set delivery up for success. Post-Sales: Onboarding, customer engineering, support operations, and adoption motions that accelerate time-to-value and improve customer confidence. Operations: Handoffs, SLAs, OKRs, escalation paths, and execution rhythms that reduce ambiguity and make outcomes less dependent on heroics. Product & GTM Alignment: Field feedback loops that help Product, Engineering, and GTM teams understand recurring blockers, adoption patterns, and customer priorities. 𝐖𝐡𝐚𝐭 𝐨𝐫𝐠𝐚𝐧𝐢𝐬𝐚𝐭𝐢𝐨𝐧𝐬 𝐄𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐞 Fewer surprises between what is sold and what is delivered. Stronger trust between Sales, Product, Engineering, Customer teams, and enterprise customers. Clearer ownership across the customer lifecycle. Repeatable execution at scale, not hero-dependent delivery. I work best with organisations that need their technical customer-facing teams to create confidence, not just activity — for customers, for internal teams, and for the business.

Location

Bengaluru

AI stack

claude code

claude

codex

gemini

Work experience

Senior Solutions Architect at TestMu AI, Apr 2026 - Present · 7 mos, At TestMu AI, I operate across Solutions Engineering and Technical Account Management, helping enterprise QA and Engineering teams evaluate, adopt, and expand AI-led test automation. I own technical discovery, demos, PoC governance, onboarding, adoption support, and expansion signals across enterprise accounts. The role requires translating ambiguous customer needs into solution design, success criteria, rollout plans, and repeatable delivery playbooks — while keeping Sales, Product, Engineering, and Customer teams aligned. Current scope includes 30+ enterprise accounts with approximately $2.3M in account value across BFSI, Healthcare, Hi-Tech, Hospitality, and Tourism. I influence approximately $280K in quarterly revenue, support 100+ enterprise evaluation / PoC motions per quarter, and work across an 80% demo-to-PoC and 72% PoC-to-close conversion motion. I partner closely with Account Management on post-sales growth by identifying adoption patterns, technical blockers, usage signals, and expansion opportunities within existing customers. Core work includes technical discovery, solution design, demo strategy, PoC success criteria, competitive positioning, onboarding planning, product feedback loops, GTM assets, and implementation playbooks. Tools and technical areas include Selenium, Appium, Playwright, Jira, GitHub, Jenkins, GitHub Actions, Salesforce, and applied GenAI tools such as Claude, ChatGPT, and Gemini.

Solutions Engineer at TestMu AI, Sep 2024 - Apr 2026 · 1 yr 8 mos, Noida, Uttar Pradesh, India, Serve as a strategic technical partner across the pre-sales and early post-sales lifecycle, ensuring continuity from deal intent through onboarding and early adoption. Shape technical validation and solution design with a strong emphasis on implementation readiness and long-term fit, reducing friction as customers move from “sold” to “live.” Partner with Sales to align evaluation criteria, PoCs, and stakeholder expectations, setting clear success conditions that translate cleanly into post-sale execution. Designed and built internal automation, including AI/ML-assisted workflows, to streamline pre-sales and early adoption processes—reducing manual overhead and enabling engineers to focus on higher-value customer engagement. Operationalized lead routing and engagement logic, leveraging intelligent signals to ensure timely response, clear ownership, and balanced coverage across priority opportunities. Support early adoption and onboarding motions for complex customers, helping teams realize value quickly and with minimal rework. Act as a structured conduit between customers and Product Engineering, translating early adoption signals—particularly from AI-driven features and workflows—into product clarity and roadmap input.

Technology Advisor at Stealth Startup, Nov 2023 - Aug 2024 · 10 mos, Remote, Served as a strategic technology advisor to the founding team of an early-stage, AI-first SaaS venture, supporting the transition from early product concept to market-facing execution. Partnered with founders to define the initial technical roadmap and release cadence, balancing speed, stability, and future scalability in an AI-centric product environment ahead of commercial launch. Contributed to shaping the startup’s early go-to-market motion, including how AI-enabled capabilities were positioned, demoed, and piloted with initial customers. Worked closely with the team to translate early customer and market feedback into engineering priorities, refining product direction toward higher-value use cases and practical AI adoption. Audited and strengthened the foundational architecture and infrastructure, establishing a cloud-native base capable of supporting growth, evolving security requirements, and AI-driven workloads. Acted as a trusted sounding board on build vs. buy decisions, tooling, and delivery trade-offs common in zero-to-one and AI-native environments. Supported preparation for early customer conversations and investor-facing technical narratives, ensuring the product story around AI capabilities was credible, grounded, and execution-ready.

Customer Engineering Manager at Bluescape, May 2022 - Dec 2023 · 1 yr 8 mos, Remote, Led a unified post-sales organisation across Technical Support as a Senior Manager and Customer Engineering as a Manager, accountable for adoption, technical resolution, and retention readiness. Directed Support’s operating model while leading Customer Engineering execution, ensuring continuity from onboarding through steady-state usage and renewal. Audited and restructured post-sales workflows and tooling, introducing CRM and process optimizations that reduced friction and delivered sustained cost efficiencies. Established proactive customer health and engagement frameworks, shifting the org from reactive firefighting to structured, forward-looking account management. Defined and operationalized SLAs, OKRs, and execution cadence, creating a predictable, high-trust post-sales operating environment. Built career paths, coaching structures, and performance expectations across support and customer engineering teams, strengthening capability and retention. Partnered with Product and Engineering on onboarding design and escalation handling, serving as a consistent operational voice of the customer.

Customer Engineering Manager at BrowserStack, Aug 2020 - May 2022 · 1 yr 10 mos, Mumbai, Maharashtra, India, Built and scaled a global Pre-Sales Customer Engineering organization, supporting mid-market and enterprise customers across APAC, EMEA, and the US during a period of rapid growth. Led the strategic expansion and structuring of the team, establishing a resilient global model capable of supporting enterprise buying cycles and continuous coverage. Designed and codified the Sales-to-Engineering handshake, creating clear governance across discovery, technical validation, and handoff—improving execution consistency and accountability across the revenue organization. Partnered closely with Sales on enterprise deal strategy and high-complexity PoCs, ensuring technical validation built confidence not just for the deal, but for long-term adoption. Led technical validation for strategic enterprise customers including Lenskart and Avast, ensuring solutions were architected for durability and scale. Built scalable onboarding and enablement programs, standardizing technical excellence and reducing reliance on individual heroics as the team grew. Established structured feedback loops between field teams and Product Engineering, ensuring customer requirements and adoption signals informed roadmap priorities.

Senior Software Engineer at TIAA, Dec 2017 - Aug 2020 · 2 yrs 9 mos, Pune Area, India, Served as a senior engineer within a highly regulated financial services environment, contributing to platform reliability, frontend performance, and engineering quality across customer-facing applications. Led a performance-focused engineering pod, setting technical standards while mentoring engineers and influencing execution discipline across teams. Designed and built internal automation frameworks and tools that materially improved engineering throughput, reducing manual effort across testing, performance analysis, and release validation. Developed AI-assisted interview and evaluation tooling to streamline hiring workflows, improving signal quality while reducing time and operational overhead in technical recruitment. Implemented automation to improve result collection, analysis, and reporting, enabling faster feedback loops and more consistent decision-making across engineering teams. Partnered closely with cross-functional stakeholders to ensure automation initiatives aligned with security, compliance, and scalability requirements inherent to financial services platforms. Recognized for identifying repeatable inefficiencies and converting them into systems-level improvements that delivered sustained time and cost efficiencies.

Solutions Architect at Akamai Technologies, Oct 2014 - Dec 2017 · 3 y 2 mo, Bangalore

Software Engineer at Accenture, Jun 2012 - Oct 2014 · 2 y 4 mo, Bangalore

Education

Master of Computer Applications (MCA), Computer Application, Kalinga Institute of Industrial Technology, Bhubaneswar

BCA, Techno India Institute of Technology