Manish Pillai
GTM and Business lead| Sales,Category Management and GTM | Driving growth through consultative selling and strategic New Business Aquisition
Bengaluru
9+ years of work experience
Apr 20224 yrs 8 mosPresent
Bengaluru, Karnataka, India
1.Multi-Channel Launch & Rapid Conversion (AU): Architected an integrated launch campaign (Inbound, Outbound, Digital, D2C) across SMB and mid-market accounts ; aligned sellers via 'CSP Bonanza Week', modified call scripts, and established tiered conversion incentives ($50 for first 20 clients), converting 947 new accounts (80% outbound / 20% inbound).
2. Farming – Tier-1 EA to CSP Conversion & Copilot Workshop: Targeted a 1,500-seat Tier-1 partner on Enterprise Agreements (EA); engineered an end-to-end Copilot business case and interactive employee use-case workshop (automating email responses, personalized EDM campaigns), successfully converting the client with 1,000 E3 licenses, 300 Copilot seats, and a $100K Azure subscription.
3.Hunting Excellence – Outbound Pipeline Engine & Quota Attainment: Built an active $15M outbound CSP pipeline by segmenting 500 SMB/mid-market accounts and establishing a dedicated BANT-based lead-generation Center of Excellence (COE) with 6 tele-specialists and 3 partner agencies; sustained 150%+ quota attainment for 3 consecutive years.
4. Deep Discovery & Solution Architecture: Spearheaded consultative discovery workshops for 100+ client leadership teams to diagnose operational bottlenecks; designed custom SaaS and cloud architectures that expanded average revenue per customer by $14K across 10 top resellers.
5.AI-Powered Sales Transformation: Pioneered an open-source AI pricing simulator scraping real-time market data to optimize price points, slashing sales quote turnaround from 2 days to 30 minutes and driving a 10-point margin expansion across 8 global markets.
6. Ecosystem Navigation & Supply Development: Expanded sustainability portfolio into 7 new countries via partner-led playbooks; , streamlining operations from 24 to 10 man-days in EMEA via Power BI/Power Automate, and deployed NLP chatbots reducing escalations by 16%.
Sep 20217 mosMar 2022
Bengaluru, Karnataka, India
●Owned P&L for wearables marketplace portfolio (₹2,268 Cr at 18% CAGR) on Amazon India, developing Joint Business Plans (JBP) with vendors to align enablement objectives with digital sales levers across 12 product categories.
● Led catalog enablement and selection improvement charter across 12 categories, increasing SKU catalog by 1,000 and platform visits by 15% through structured partner onboarding and on-time product listing frameworks.
● Built partner performance dashboards analyzing customer journey, sell-through data, and conversion metrics — enabling data-driven decision-making for leadership and financial reconciliation.
● Coordinated cross-functional stakeholder alignment and CXO alignment across merchandising, finance, and vendor teams to ensure end-to-end readiness for brand campaign go-lives on the platform.
Jun 20192 yrs 3 mosAug 2021
Kolkata, West Bengal, India
● Consolidated distributor network from 20 to 7, increasing channel ROI by 30% demonstrating ability to optimize a channel ecosystem for health, performance, and scalability.
● Mentored 26 seasoned sales professionals for driving ₹26 Cr Revenue achieving 11% YoY growth through cross-channel optimization and distributor consolidation (20→7 distributors), improving distributor ROI by 30%.
● Achieved 75% numerical distribution for new launches across four channels via go-to-market frameworks and strong rhythm of business execution.
● Consolidated distributor network from 20 to 7, increasing channel ROI by 30% demonstrating ability to optimize a channel ecosystem for health, performance, and scalability.
● Built stakeholder alignment frameworks coordinating across distributors, field sales reps, and internal teams to deliver against aggressive sales targets across a ₹26 Cr territory with full P&L ownership.
● Drove go-to-market enablement for new product launches across 4 channels, achieving 75% numerical distribution through structured partner onboarding and trade marketing activation playbooks.
● Coached and developed a field sales team through structured enablement programs, enrolling 85% of retail outlets into merchandising programs and improving sell-through performance.
Apr 20182 mosMay 2018
Mumbai Metropolitan Region
• Worked on the prospective for Prescription to OTC shift for a digestive enzyme which was acquired recently
• Performed Consumer Journey Mapping by doing 96 Point of Sale interaction and Segmenting the consumers by profiling them
• Identified which segment can become a Source of Growth of 20 % for next 2-3 Years
• Suggested the Brand Positioning and formulated the initial version of Brand elements on which the marketing should be based
• Developed the Digital Campaigns which would help the brand achieve the required positioning
May 20173 mosJul 2017
Mumbai Metropolitan Region
Managing the digital marketing of the e commerce site by incorporating SEO and SEM with the help of google analytics and back-linking from renowned websites
May 20152 yMay 2017
Vadodara
Manish’s AI Stack
Education
Master of Business Administration (M.B.A.), Business Administration and Management, General
Goa Institute of Management (GIM)
20172 yrs2019
Bachelor of Engineering (B.E.), Mechanical Engineering
MSU baroda
20114 yrs2015
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