Akhil Malik

• Lead a cross-functional team of solutions engineers, implementation architects, and post-sales specialists (50+) responsible for hiring, coaching, and performance across pre-sales, post-sales, and partner co-delivery functions
• Lead pre- & post-sales strategy across a $358M+ CX portfolio (2,500+ accounts), partnering with Sales, GSI and consulting partners (Accenture, Deloitte, PwC, and boutique SIs), and channel ecosystem to drive technical wins and maximize customer lifetime value
• Drive 10–20% YoY growth and 100%+ renewal performance across $190M+ ARR and consistently exceeding quota through proactive account development, partner co-sell motions, and solution-led expansion
• Own solution strategy across complex enterprise deals ($500K–$5M+ ACV), leading technical discovery, architecture design, and value articulation to accelerate deal cycles and improve win rates
• Built structured pre-sales playbooks – discovery, demos, POC frameworks and competitive responses that improved conversion across key stages: demo → POC → technical win → closed-won
• Partner with Sales leadership and C-level stakeholders on pipeline strategy, account planning, and deal execution — influencing $100M+ pipeline across strategic accounts
• Shape competitive positioning and product direction by differentiating solutions in multi-vendor environments and translating customer feedback into roadmap and GTM strategy
• Lead executive business reviews and deliver pipeline visibility, forecasting insights, and customer health frameworks to senior leadership – improving revenue predictability, surfacing expansion opportunities, and reducing retention risk across the portfolio

• Led and scaled a 30+ person global post-sales organization supporting ~$60M ARR against revenue targets – comprising customer success managers, implementation and technical support engineers across North America, EMEA, and APAC
• Partnered with Sales and channel partners on renewals and expansion deals, driving multi-million-dollar expansion through value articulation, executive alignment, and partner co-sell motions
• Built and scaled customer lifecycle and engagement frameworks, improving predictability of retention and expansion
• Implemented customer health scoring (Gainsight) and usage analytics, enabling proactive risk identification and growth opportunities
• Transformed support operations (↓65% resolution time), improving customer experience and product feedback loops

• Built the SE function from the ground up: hired, onboarded, and developed the founding SE team, and established pre-sales process, POC methodology, and repeatable playbooks that scaled with the sales motion
• Drove $20M+ pipeline through value-based selling and alignment of customer requirements with platform capabilities
• Translated complex data and AI platform capabilities into scalable, secure solutions aligned to enterprise stakeholder requirements
• Partnered with Product and Engineering to influence roadmap and product-market fit based on field signals from enterprise evaluations

• Led end-to-end enterprise implementations across regulated industries, supporting $20M+ enterprise deals and driving $5M+ expansion revenue through solution delivery and customer engagement
• Partnered cross-functionally to ensure successful deployment, adoption, and long-term customer value realization

• Identified $24M+ post-sales revenue opportunities through entitlement analysis, data-driven optimization, and revenue leakage reporting frameworks

• Led customer-facing operations and built foundation in GTM execution and lifecycle management