Rahul Naruula
Senior Customer Manager Strategic Enterprise Accounts - Us and Canada @OpenText
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WORK HISTORY
Senior Customer Manager Strategic Enterprise Accounts - Us and Canada @OpenText
CA
Own the commercial success of a $17M ARR enterprise portfolio across 11 strategic accounts in FSI, Pharmaceutical, and Defence industry across the US and Canada. Responsible for driving retention, expansion and long-term customer value for mission-critical enterprise platforms including Content Management, Digital Experience, and Analytics solutions.Key Achievements & Responsibilities• Achieved 130% expansion revenue in FY24 and 120% expansion revenue in FY25 through strategic upsell and cross-sell initiatives.• Maintained Net Revenue Retention (NRR) of 101% in FY24 and 99% in FY25 across enterprise accounts.• Recognized with a CEO Recognition Letter for transforming a sub-$1M renewal for a Fortune 500 company into a multi-million dollar multi-year agreement, including $150K expansion revenue in year one through strategic commercial negotiation and value alignment.• Proud to have individually contributed 1/6th (16.7%) of the total global expansion achievement for the Customer Management organization in Q3 FY26.• Lead complex enterprise renewal negotiations, balancing commercial strategy with customer value realization to consistently achieve 98%+ renewal rates.• Build trusted advisor relationships with executive stakeholders, aligning support renewals with broader modernization and platform strategy discussions.• Partner with sales, solution consulting, and technical teams to identify expansion opportunities and mitigate churn risk.• Mentored and led a Customer Manager, strengthening portfolio ownership, forecasting discipline, retention strategy, and expansion planning.• Conceptualized and developed an internal Product Knowledge Dashboard enabling new Customer Managers to quickly upskill across core product groups including Content Management, Digital Experience, and Analytics.
EDUCATION
Punjab Technical University
Bachelor of Technology (B.Tech.) - Chitkara Institute of Engineering and Technology, Computer Science
T.A.Pai Management Institute, Manipal
Master of Business Administration (MBA), Marketing and IT
ABOUT RAHUL NARUULA
A computer science engineer and an MBA with 10 years of experience in value-addition, be it for the customers or for the organization I work for. I have got varied experience in sales in the technology space (client hardware, server hardware, IaaS, PaaS, SaaS, support programs). I am known for my critical thinking ability and detail-oriented approach.
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