Varun Khanna
Engagement Leader @ A.T. Kearney | Commercial Transformation, Go-to-Market Strategy & Operations, Value Advisory in Tech
- Role
- Engagement Lead at Kearney
- Location
- Chicago, IL, US
- LinkedIn followers
- 500 followers
About Varun Khanna
GTM and commercial transformation leader in enterprise software. At SAP, Varun leads GTM…
Experience
Engagement Lead
Dec 2019 — Present · Chicago, IL, US
Engagement lead focused on project delivery, client management, executive communication and business development across major technology clients.Recent engagements:(1) Improved lead and sales opportunity mgmt. at a tier 1 hyperscaler by developing and deploying a globally aligned pre-sales process with defined entry/exit criteria and performance scorecards.(2) Drove commercial transformation for a global semiconductor manufacturer by analyzing market and customer health, optimizing channel and account strategies, and enhancing partner programs.(3) Supported a cybersecurity company\'s transformation and IPO journey by defining the go-to-market approach to achieve target profitability, alongside a plan to enhance sales productivity through account planning, sales incentive planning, and operating model optimization.(4) Drove AI use case discovery / design and user research for knowledge mgmt; led partner selection and implementation, reducing proposal development time by 20% and enhancing business development effectiveness with tailored content.(5) Led RFP process and direct negotiations to select a key managed infrastructure innovation partner for a US Telco, engaging 6+ GSIs in technical and strategic workshops over 2 months, securing $30M+ in run-rate savings
Skills
- Easyxdm
- Agile Methodologies
- Cas Framework
- Jboss Application Server
- Rad
- Client Management and Communications
- Jsp
- Technology Consulting
- Java
- Global E-Commerce Consulting
- Java Enterprise Edition
- Data Analysis
- Maven
- J2ee Application Development
- Team Leadership
- Business Strategy
- Javascript
- Hibernate
- Websphere
- Spring Framework
- Ibatis
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