Malay Harsha

Built the marketing function from scratch for India's largest B2B marketplace, scaling the platform to $1.5B+ Gross Merchandise Value (GMV) across 18 markets - Designed and executed a full-funnel acquisition strategy that grew B2B accounts from near-zero to 80,000+ active accounts. - Built a 20-member marketing team spanning brand, performance marketing, automation, product marketing, and field marketing. - Expanded platform presence into 18 new markets and launched three new business lines, including private brands JSW One TMT and JSW One Homes. - Executed four major brand campaigns: JSW One TMT Brand Launch, JSW One Homes Brand, JSW One MSME ID, and platform-wide awareness campaigns. - Architected the MarTech (Marketing Technology) and automation infrastructure, improving customer retention and repeat purchase rates. - Drove 25% organic traffic growth through content strategy, SEO, and integrated brand positioning. - Won the Most Admired Marketing Leaders Award, Marketing World Congress 2023.

Led marketing, growth, and demand generation for Indonesia's leading loyalty and rewards B2B SaaS (Software-as-a-Service) platform, accelerating revenue pipeline and market expansion to Malaysia and Singapore - Delivered 4X pipeline expansion in under 4 months by rebuilding the multi-channel demand generation engine. - Developed and executed ABM (Account-Based Marketing), SEO, and content-led demand generation strategies that improved qualified lead flow significantly. - Implemented a BANT (Budget, Authority, Need, Timeline) qualification process for BDRs (Business Development Representatives), improving MQL (Marketing Qualified Lead) to SQL (Sales Qualified Lead) conversion rates. - Improved the sales funnel structure for improving deal predictability from Opp to deal closure - Led field marketing initiatives that increased enterprise account engagement and accelerated deal velocity.

Leading the global GTM(Go to Market) for CleverTap, including brand awareness, thought leadership, demand generation both online and offline. building and scaling regional marketing teams and aligning sales and marketing goals. Scaling the inside sales team. 1. Designed and implemented CMO RoundTable event IP. 2. Curated top CXO speakers, creator/influencer amplification, and partner co-marketing. 3. Delivered structured calendars, assets, event promotion and post-event reporting, ROI

Led the MEA and India markets for GTM Motion, Land and Expand, Demand Generations, brand awareness, Industry relations, and thought leadership

Transforming the business model P/L Ownership Led evangelism for IEEE's Blended Learning Programs Powered products and user experience Built and implemented the marketing plan for the business for expansion in B2B and B2C markets Built strategic partnerships starting from the scope of work to final agreements liaisoning with the IEEE legal counsel

Ownership of Leads and Revenue for the online business Owned Category Marketing and Launch plan along with budget splicing for optimization of marketing dollars spent vs. revenue generated across channels Managed B2B relationships and marketing initiatives across categories Developed the core positioning and messaging for the category. Driving Value creation for the category and products Built marketing and brand collateral to augment and drive purchase intent, along with strategic and tactical tools like website content Managed sales productivity initiatives and online marketing campaign Developed sales enablement tools and train sales teams to win in the category. Drove the complete category strategy & road-map, category development priorities, and release plans. Drove and established the brands thought leadership for the respective categories Continuous product evaluation based on customer feedback and business needs. Conducted comprehensive industry trend analysis, including market, competitive, and pricing trends.

Category Management for the high revenue product stream globally Drove and delivered sales pieces of training org-wide to benchmark pitch and proposition Established internal sales training certification as a standard personnel onboarding mechanism across teams

Managed the management portfolio and the vocational and health care in the distance learning vertical, which constituted 70% of the entire Distance learning portfolio. Successfully launched the rollout of the MBA with iPad under Direct Acquisition with Tablet computers for any time access in the market with no dependency on the channel. Grossed revenue of $2.2 million in the year of launch. Built sales enablement tools for rollover of successful product launches and hand-overs. Also, set up new sales channels and processes for business predictability and scale Lead generation and engagement to ensure a high degree of conversion through agencies and in-house Built and evangelized technological innovation products in the education space by introducing dedicated applications (Mobile and Tablet platforms) for all students. Executed a digital/ mobile campaign to ensure high technology adoption of the Learning Management System over the mobile devices. The campaign covers prospects over mobile campaigns, social media, email-direct mailer, PR campaigns. E-learning: created the online professional certifications program business at MaGE as the future of the education business model now called Manipal Prolearn. Responsible for product creation, market segmentation, lead engagement, and customer acquisition first of its kind e-commerce model replication in education.

A core member of the Erection and Commissioning Team of the Continuous Tandem Cold Rolling Mill project that helped increase productivity level by 50% Maintenance Engineer in the Cold Rolling Steel Mill Member of Hot Strip Mill automation team to look after Level 1 and Level 2 Automation Systems Project Engineer for India’s Widest Platemill project, erection, and commissioning.