Arunima Debnath

GTM Strategy & Planning

• Strategic partner to EMEA Digital Leadership; defined the operations playbook and GTM frameworks to drive predictable revenue growth and improve sales performance, while driving adoption of tools, processes, and best practices to enhance sales efficiency and consistency.
• Led strategic project leadership for the "Mid-Market" segment launch; structured market segmentation, territory design, and coverage optimisation to ensure effective pipeline management.
• Developed a complex account alignment strategy, identifying high-propensity targets and aligning AEs to improve conversion rates and revenue drivers, while simplifying and scaling sales processes and workflows across the commercial organisation.
• Partnered cross-functionally with Finance and HR to support annual planning, including quota setting, capacity planning, and aligning headcount budgets with growth strategy.

Sales Forecasting, Insights & Performance

• Refined scalable operational cadences for deal reviews, pipeline reviews, and QBRs; analyzed sales and customer data to uncover performance insights, win/loss trends, and key business drivers.
• Improved forecasting methodology and forecast accuracy by analyzing pipeline velocity, stage conversion rates, and overall pipeline quality.
• Applied structured problem-solving and critical thinking to identify root causes, highlight risks, and recommend actionable improvements to sales performance.
• Contributed to 78% YoY NNACV growth and a 28% increase in new logo expansion.
• Championed Operational Excellence by automating documentation and process hygiene, ensuring complex workflows were scalable across the global organization.

Data, Dashboards & Analytics

• Built and maintained dashboards to provide real-time visibility into pipeline health, conversion rates, and quota attainment, and drove adoption of dashboards to improve decision-making and sales efficiency across teams.
• Partnered with BI teams to improve data accessibility, streamline reporting, and reduce manual workflows.
• Managed data integrity for global reporting, proactively identifying gaps and risks impacting pipeline quality and business performance.

• Owned the end-to-end bid process, including bid preparation, validation, and pipeline alignment. For example, coordinated with Sales and Marketing to assess opportunity viability, verified deal inputs, and ensured alignment with revenue targets before submission, improving win predictability and forecast reliability.
• Supported senior sales leadership by maintaining CRM accuracy, pipeline hygiene, and forecast integrity, enabling more informed revenue planning.
• Built and managed dashboards in Dynamics CRM and Power BI to surface performance trends, forecast changes, and deal risks for Sales, PMO, and leadership teams.
• Presented sales forecasts and performance insights directly to C-level leaders, contributing to confident pipeline and resource decisions.
• Acted as a coordination point between Sales, Marketing, and Microsoft partners, ensuring smooth lead handoffs, reporting compliance, and accurate revenue attribution.

• Prospected and engaged SMB and Enterprise customers, including CxO-level stakeholders, via calls, video conferencing, and social media; developed new business through targeted outreach and market research.
• Closed strategic deals with high-profile clients such as Air India, AIIMS Rishikesh & Bhopal, NIIT University, and PopXo, delivering Dell Technologies enterprise solutions.