Summary
Overview
Work History
Education
Skills
Hobbies and Interests
Languages
Languages
References
Timeline
Generic
VARUN JHA

VARUN JHA

Helsingborg

Summary

Enterprise SaaS and Digital Transformation Sales Leader with 12+ years of experience driving new business growth across EMEA. Specialized in full-cycle enterprise sales, Q2C (Quote-to-Cash) ecosystems, data monetization, and usage-based business models. Proven success in winning new logos, expanding key accounts, and building strong C-level relationships. Adept at managing multi-million-dollar P&L, SaaS solution selling, and executing GTM strategies in high-growth, innovation-driven environments. Passionate about enabling enterprises to unlock revenue through AI-driven insights, real-time usage data transformation, and digital innovation.

Overview

13
13
years of professional experience

Work History

Associate Director

Xebia
08.2021 - Current
  • Oversaw $5M+ P&L for key enterprise SaaS accounts, focusing on revenue growth and business development.
  • Led comprehensive SaaS sales cycles, acquiring two new enterprise clients and expanding into new verticals.
  • Closed the largest ARR SaaS deal in FY21, valued at $2M across consulting and managed services.
  • Secured two significant contracts for enterprise virtual assistants utilizing generative AI solutions for a major telecom brand.
  • Surpassed annual revenue target by 60% through strategic cross-selling of SaaS and cloud services.
  • Engaged with C-level executives to refine sales strategies and enhance QTC processes using data-driven insights.
  • Achieved a 100% renewal rate and a 95% CSAT by aligning product adoption with customer success metrics.
  • Developed and implemented joint GTM strategies with technology partners, including Salesforce and Appian.

Business Development Manager

Deloitte- Catalyst
12.2020 - 08.2021
  • Facilitated connections between innovative Israeli technology companies and global enterprises.
  • Collaborated with Tel Aviv domain managers to identify Go-to-Market opportunities.
  • Curated immersive lab experiences to engage clients with Israel's start-up ecosystem.
  • Supported European account leadership in selling Catalyst services to clients.
  • Conducted startup scouting to align emerging companies with specific use cases.
  • Assisted clients in establishing a physical presence in Israel through strategic guidance.
  • Led immersive engagement sessions highlighting high-growth start-ups and their offerings.

Business Manager

HCL Technologies
Malmö/Copenhagen
10.2012 - 10.2020
  • Managed end-to-end account management for $25 million+ PnL, driving new business penetration and continuity of existing programs.
  • Increased revenue from 17 million USD to 26 million USD within two years.
  • Renegotiated contract terms, quoted prices, and prepared sales orders efficiently.
  • Oversaw integrated delivery across Digital, SaaS, Cloud, and Infrastructure Services.
  • Executed consultative selling of HCL products while maintaining a robust pipeline.
  • Conducted business reviews with CXOs, managing operational escalations to meet customer expectations.
  • Cultivated relationships with key stakeholders, vendors, and partners in a cross-functional environment.
  • Collaborated with Delivery Managers to ensure adherence to KPIs.
  • For 2 years, Led the 10-member bid team owning large and complex bids of deal sizes ranging from $100K to over $300M.
  • Led and contributed to RFPs, RFIs, and proactive pitches and pursuits until closure by aligning with client pain points, conducting gap analysis, and creating win themes.
  • Responsible for the commercial and contractual constructs for deals, including staffing plans, considering resource optimization and productivity gains.
  • Track record of pulling over 90% of deals to the final stage.
  • Successfully led three large NN deals until deal closure, supported the transition, and MSA.

Education

Master in Business Administration -

Shiv Nadar University
03.2016

Bachelor of Technology - Computer Science & Engineering

GGSIPU
03.2012

Skills

  • Enterprise SaaS and Digital Transformation Sales
  • New Business Development and QTC Ecosystem Expertise
  • Usage-Based Data Monetization
  • C-level relationship building
  • Full sales cycle ownership
  • Data-Driven GTM Strategy
  • Contract Negotiation and Closing
  • Pipeline Generation and ABM Strategies
  • Partner and Alliance Management (Salesforce, Appian, Mendix)
  • HubSpot and Salesforce CRM expertise

Hobbies and Interests

Traveling to new places

Languages

  • English, Native
  • Swedish, C2

Languages

English
First Language
Swedish
Intermediate (B1)
B1

References

References available upon request.

Timeline

Associate Director

Xebia
08.2021 - Current

Business Development Manager

Deloitte- Catalyst
12.2020 - 08.2021

Business Manager

HCL Technologies
10.2012 - 10.2020

Master in Business Administration -

Shiv Nadar University

Bachelor of Technology - Computer Science & Engineering

GGSIPU

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VARUN JHA