Lavanya Sallagundla
Naperville,IL.
Summary
EXECUTIVE SUMMARY
Highly skilled customer-centered IT Executive specializing in building high performing IT teams, generating new business, driving revenue growth, developing new solutions, and establishing strong, mutually beneficial relationships with customers at all levels including CXO; a persuasive communicator with strong deal closing abilities and business acumen. Extremely adaptable and able to quickly grasp and apply new information.
KEY ACCOMPLISHMENTS/ VALUE OFFERED
Business Development: Closed 50+ Net new Logos in 2.5 Years for an Automation Testing Platform that includes 5 Fortune 500 companies and 95% enterprise accounts with > $1B in revenue.
Account Management: Managed large enterprise accounts with annual revenue targets of up to $18MM spanning across multiple industries.
Client Satisfaction: Proven track record of turning around failing accounts and converting them into profitable business with increased revenue, operating income, and client satisfaction. All current customers are referable with consistent 4.5+ CSAT scores each quarter.
Pre-Sales: Created innovative business and financial models to provide unique value proposition for customers. Established a platform driven Testing as a Service model with subscription-based pricing resulting in closing 95% of large enterprise deals in less than 90 days consistently displacing large incumbent partners.
Overview
18
18
years of professional experience
Work History
VP, Head of Quality Engineering
Sunera Technologies
Woodridge, IL.
10.2018 - Current
- Responsible for Sales, Pre-sales, Client Relationship Management, Product Management, Marketing and Delivery Assurance for Test Engineering and Automated Testing as a Service using proprietary Test Automation Platform
- Closed 50+ Net new logos across industries including 5 fortune 500 companies, 4 public sector entities and 95% of accounts with greater than $1B in revenue
- Setup full life cycle business units accountable for each business area that encapsulates demand generation, sales, pre-sales, subject matter experts and channel sales
- Streamlined pre-sales process and developed reusable templates for all aspects from data sheets, pricing calculators, proposals, business case creation, ROI analysis, product demos, customer testimonials etc. resulting in reduced sales cycle time by 70%.
- Zero Delivery issues or escalations with 4+ CSAT score across all customers. Only Business unit where all customers who have been with us for 3+ months are referable.
Head of Testing & RPA Practice - North America
Zensar Technologies
Chicago, IL.
12.2016 - 10.2018
- Responsible for Practice development, Solution Engineering, Business development, Client relationship Management for Digital Testing, Automated Testing and RPA offerings for USA and Mexico region.
- Set up Digital Commerce testing practice with streamlined processes, Test automation practice and Non-functional testing practice.
- Opened 7 net new accounts for testing and created pipeline of $21MM in US/Mexico region in FY18.
- Increased business in Non-functional Testing space (Performance & Security) through assessment led approach.
AVP - Test Engineering
ValueLabs Inc
Chicago, IL.
04.2016 - 11.2016
- Responsible for business development, lead generation and solution development for Digital and Testing offerings.
- Developed lead generation strategies to increase new leads in North America.
- Created a pipeline of $6.5MM across multiple enterprise clients with solutions for Agile transformation, Mobile testing as a service, Workload automation & monitoring.
Account Executive
Computer Sciences Corporation, CSC
Chicago, IL.
09.2013 - 04.2016
- Responsible for account management, business development, client relationship, delivery assurance, invoicing and P&L for accounts with revenue up to $18MM with growth targets of 10%.
- Instrumental in closing deals with 2 new clients with $1MM revenue soon after joining Banking Industry Applications group.
- Closed deals worth $6.2MM TCV in first 2 quarters of joining new group with $2.6MM IYR.
- Proposed and implemented several automation focused solutions to one of our key strategic client that enabled 20% effort savings and directly resulted in client signing 6 new contracts with $2MM revenue.
- Provided customized testing solutions for client specific needs and expanded business in existing clients and won new business.
- 3MM contracts signed as direct result of innovative solutions provided.
Service Delivery Manager
Computer Sciences Corporation, CSC
Chicago, IL.
05.2012 - 08.2013
Senior Manager
AppLabs
Chicago, IL.
06.2011 - 04.2012
Lead QA Engineer
United Airlines
Elk Grove Village, IL.
09.2006 - 05.2011
Software QA Engineer
Parasoft Inc
Lisle, IL.
06.2005 - 08.2006
Software Engineer
International Shipping Link Inc
Chicago, IL.
07.2003 - 05.2005
Education
Executive Education - Artificial Intelligence
Northwestern | Kellogg Executive Education
Chicago, IL09.2020
Master of Science - Electrical Engineering
Illinois Institute of Technology
05.2004
Bachelor of Technology - Electronics & Communications
Sree Vidyanekethan Eng. College
India08.2001
Skills
Business Development
Pre-Sales/Solution Engineering
Client Relationship Management
Key Account Management
Service Delivery Management
Product Management
Timeline
VP, Head of Quality Engineering
Sunera Technologies
10.2018 - Current
Head of Testing & RPA Practice - North America
Zensar Technologies
12.2016 - 10.2018
AVP - Test Engineering
ValueLabs Inc
04.2016 - 11.2016
Account Executive
Computer Sciences Corporation, CSC
09.2013 - 04.2016
Service Delivery Manager
Computer Sciences Corporation, CSC
05.2012 - 08.2013
Senior Manager
AppLabs
06.2011 - 04.2012
Lead QA Engineer
United Airlines
09.2006 - 05.2011
Software QA Engineer
Parasoft Inc
06.2005 - 08.2006
Software Engineer
International Shipping Link Inc
07.2003 - 05.2005
Executive Education - Artificial Intelligence
Northwestern | Kellogg Executive Education
Master of Science - Electrical Engineering
Illinois Institute of Technology
Bachelor of Technology - Electronics & Communications
Sree Vidyanekethan Eng. College