Snehal Srikrishna
Summary
Disruptive business development leader with proven track record of rapidly scaling enterprise and start-up businesses in Cloud/SaaS software, Data/AI, and Management Consulting within healthcare and life sciences. Serial business builder with extensive executive relationship network through helping global Top 50 Pharma organizations realize significant ROI from large investments in digital transformation and AI initiatives. Skilled at scaling global sales and strategy teams to achieve substantial year-over-year growth, institute culture of team-based selling, and optimize sales processes to incentivize longer term results.
Technology, management and leadership developed through multiple career transitions between various industries and functional domains supported by interdisciplinary undergraduate and graduate programs in robotics and engineering management.
Overview
22
22
years of professional experience
Work History
Senior Director, Strategy & G17 Business Leader
VEEVA SYSTEMS
Boston, USA
02.2023 - Current
- "GM" leader accountable for driving vertical market strategy to grow Global 17 market, largest life sciences segment with $1.1Bn+ TAM and $400M+ ACV
- Direct report to President of Quality Cloud business and responsible for industry thought leadership, customer engagement, business development, and driving efficient GTM motion across sales, strategy, solution consulting, and services for accelerating closure of key deals
- Developed executive relationships with senior business and technology leaders and hosted the first Annual Veeva Executive Forum
- Reviewed and updated GTM strategy annually including territory, sales capacity, coverage model, 5-year growth plan, team sales targets, and pricing policies
- Established and led GTM execution cadence through weekly cross team meetings for review of key deals, key hires, and key projects with cross-team leadership for Sales, Strategy, Marketing, Solution Consulting, Services, and Business Consulting
- Planned and executed annual "Customer Innovation Days" that jointly defined vision and longer range strategic roadmap and accelerated realization of ROI for significant investments on Digital & AI transformation initiatives
- Launched Veeva AI across G17 customers, developed core messaging and positioning, identified priorities for launch of standard AI agents, and established longer term roadmap of high value use cases to be enabled by standard AI agents
- Developed ecosystem of strategic partners including management consulting firms and led enablement initiatives for AI partner program and custom AI development
- Awarded "deal of the year" for leadership of team-based sales achievements at Pfizer (2022), Amgen (2023), and Teva (2024)
- Conduct bi-weekly account and pipeline reviews with Sales leadership and organize SP2 for key deals to pressure test and refine sales strategy
- Manage sales team including talent pipeline, hiring & onboarding, 30-60-90 day goals, review account plans, conduct monthly check-ins, and complete Annual Performance & Compensation Reviews
- Conducted enablement and coaching sessions to up level sales effectiveness including stakeholder influence, product-market fit, resolve technical & regulatory complexity, and develop robust pricing & negotiation tactics to expedite deal close for revenue recognition
- Led team to prepare for annual Field Kick Off (FKO) including content for key sessions to build confidence, excitement, and enablement for sales and strategy teams
- Collaborated with Finance and Legal to structure contract terms for enterprise licensing of large complex deals
Director, Strategy & Operations Leader
Veeva Systems
Boston, Massachusetts
07.2019 - 01.2023
- Leader of global "virtual CEO" team of Strategy leads supporting multiple market segments: Enterprise, Generics & Contract partners (CDMO and CRO), Japan, and India
- Coached sales and strategy teams across US, Europe, and Asia to ensure consistent execution and high performance toward achieving ACV growth targets established for segments and regions
- Spearheaded strategic planning for the business to foster collaboration and achieve operational excellence orchestrated annual Growth Planning and Hill to Climb Planning for SaaS/Cloud business
- Conducted strategic analysis of historical sales performance across products, market segments, and geographies identified opportunities to optimize operational efficiency, recommended strategic initiatives, and established ACV growth targets across products, segments, and geographies
- Owned multiple strategic projects for vertical market expansion for SaaS business, built and scaled four "start-up" businesses from Zero to One for Enterprise, Japan, India, and Generics & CDMO segments.
- Directed scaling efforts for startups, achieved significant ARR milestones, and expanded market by winning key deals; assessed product-market fit, developed GTM strategy including territory coverage plan and marketing plan; established and communicated sales targets, acquired first customer(s), and hired dedicated Strategy and Sales leaders to transition ownership for steady state execution
- Established processes for quarterly business reviews (pipeline, forecast, and deal closures), bi-weekly review of key deals, and weekly review of market reports
Director, PLS Operations Transformation
STRATEGY& (part of PwC Network)
Boston, USA
07.2016 - 06.2019
- Promoted to build a consulting business managing a focused team of 20+ consultants for Pharma & Life sciences clients' strategic priorities for transformation programs in GxP Quality.
- Prospected and acquired new business for multi-year GxP Quality transformation programs at Takeda and BMS. Exceeded both $8M/yr sales target and $6M/yr revenue managed target by 25-30% in 2017 and 2018
- Established and conducted Top 25 Pharma Heads of R&D Quality and Heads of QMS Roundtables to build executive relationships and develop industry thought leadership on key topics
- Established GTM team to develop new Quality 4.0 service offering and acquired new business of ~$7MM with 3 biopharma clients
- Admitted as a Junior Partner to PwC’s Partnership Candidate Leadership Development program
Senior Manager, PLS West Coast Advisory Practice
PricewaterhouseCoopers
San Francisco, California
07.2013 - 06.2016
- Transferred to PwC US as a Multi-national Executive (L1 EB1-A visa) as a Chief of Staff to PwC West Managing Partner responsible for growth of Pharma & Life Sciences (PLS) business
- Generated pipeline through targeted business development initiatives and developing long term relationships and delivered strategic programs for Top 20 West market clients including Amgen, Bill & Melinda Gates Foundation, Fortive ASP, and Gilead
- Led GTM team to drive focused education campaign across PLS West clients on emerging Conflict Minerals regulation; provided services to enable Bio-Rad to assess and prepare global supply chain for compliance
- Co-authored white paper on Pharma Metrics initiative in collaboration with Xavier Health and submitted response to FDA
Manager, India Acceleration Center
PRTM India (acquired by PwC US)
Bangalore, India
07.2012 - 06.2013
- Chief of staff to Managing Partner to establish a captive team in India, hired and trained team of 50+ consultants from Top 10 India MBA programs to support PwC US client teams with Analytics services
- Led preparation and execution of "roadshows" to educate PwC US Partners and Engagement Directors on Analytics services provided by India Acceleration Center
- Established pipeline and staffing processes to deploy India consultants on US-based client teams and deliver high quality management consulting services
- Established KPIs and implemented processes to track progress and collect continuous feedback for bi-weekly reporting to senior leadership
Senior Associate, Operations Practice
PRTM India
Bangalore, India
01.2010 - 06.2012
- Supported global client engagements to define India-specific strategies for global Fortune 500 clients across Automotive, Aerospace, Life Sciences, and Technology industries including
- Led strategy projects for India market entry & business expansion, build-out of local manufacturing capacity to support global network transformation, and leverage local talent to build captive capability centers to improve operational efficiencies in front and back-office functions
- Hired as an experienced Consultant to build PRTM's consulting business in India and promoted to Associate (Jan 2011) and Senior Associate (May 2011)
Chief Catalyst Officer
KRISH & KING
Bangalore, India
10.2008 - 12.2009
- Undertook interim-management of family business providing CFO-on-hire and Accounting services for Small & Medium Businesses (SMBs) clients in South India
- Executed sale to exit family business and transferred management to new ownership
- Evaluated raising a search-fund for investing in family owned businesses in India developed network of angel investors, family offices, and private equity firms willing to invest in small family-run suppliers to large Indian aerospace primes
Staff Consultant, Supply Chain & Innovation
Capgemini Consulting
Chicago, USA
03.2006 - 10.2008
- Developed foundational consulting skills through structured training and apprenticeship-based rotational program on client engagements across Automotive, Technology, and Life Sciences industries
- Advanced business acumen by conducting rigorous analysis, undertaking implementation of clients' performance improvement initiatives, realizing significant cycle time and cost efficiencies across Supply Chain Operations including strategic sourcing, product development, manufacturing, and logistics
- Co-authored 2008 Global Innovation white paper based on survey of 100+ executives across 12 industries
Project Associate, Center for NDE
Indian Institute of Technology - Madras
Chennai, India
12.2003 - 08.2004
- Developed neural network algorithms (aka Narrow AI) for processing A/B/C scan images from ultrasonic non-destructive evaluation of structural aircraft defects to generate 3D visualization
- Successfully secured USAF grant to develop prototype for predictive aircraft maintenance based on initial results from innovative technology developed
- Gained support from Head of Center of NDE to pursue graduate education at top tier engineering schools in the US.
Education
Executive Certificate in Management & Leadership -
MIT Sloan Executive Education
03-2023
Master of Science - Mechanical Engineering
University of Michigan
12 2005
Bachelor of Engineering - Mechanical Engineering
R.V College of Engineering
06-2003
Diploma in Information Science -
National Institute of Information Technology
03-2003
Skills
- Servant leadership and cross-functional influence in matrixed teams
- Mentorship and coaching
- Critical thinking, continuous learning
- Executive relationship management, communication with influence
- Negotiations, large complex deal closures
- Strategic growth planning and new vertical market strategy
- P&L and budget management, sales territory planning, pipeline, and forecasting
- New SaaS and AI agent product launches
- End-to-end 'R&D to Commercial' digital transformation, life science regulatory strategy
- AI applications from 'Molecule to Market'
Timeline
Senior Director, Strategy & G17 Business Leader
VEEVA SYSTEMS
02.2023 - Current
Director, Strategy & Operations Leader
Veeva Systems
07.2019 - 01.2023
Director, PLS Operations Transformation
STRATEGY& (part of PwC Network)
07.2016 - 06.2019
Senior Manager, PLS West Coast Advisory Practice
PricewaterhouseCoopers
07.2013 - 06.2016
Manager, India Acceleration Center
PRTM India (acquired by PwC US)
07.2012 - 06.2013
Senior Associate, Operations Practice
PRTM India
01.2010 - 06.2012
Chief Catalyst Officer
KRISH & KING
10.2008 - 12.2009
Staff Consultant, Supply Chain & Innovation
Capgemini Consulting
03.2006 - 10.2008
Project Associate, Center for NDE
Indian Institute of Technology - Madras
12.2003 - 08.2004
Executive Certificate in Management & Leadership -
MIT Sloan Executive Education
Master of Science - Mechanical Engineering
University of Michigan
Bachelor of Engineering - Mechanical Engineering
R.V College of Engineering
Diploma in Information Science -
National Institute of Information Technology