Behind the Scenes of OnTheVantage

OntheVantage is an initiative by Sani Sharsar who has deep interests and expertise in the field of  SaaS Business, Customer Success, Start-Ups and Angel Investing. He also spends a lot of his time researching on leadership and geo-politics. 

Sani has over 12 years of experience in domains such as Sales, Partnerships, Customer Success, Growth, Consulting and Human Resources having worked in companies such as LinkedIn, EdCast, Aon, Infosys and Wipro.

He has completed his schooling from St. Josephs , Darjeeling, is a B.Com (Hons) graduate from from Shri Ram College of Commerce, Delhi, has completed his Post Graduate in HRM from Tata Institute of Social Sciences and a Management Development Program from Indian Institute of Management, Bangalore.

Career Graph

Designation: Associate Vice President, Markets & Partnerships , 2020

My main role was to drive the partnerships led sales and direct sales for EdCast across AMEA with a total target of approx. $1 million. My key areas of value creation and impact were as follows: –

  1. Partnership Led Indirect Sales: –
    • Design GTM strategies to assess market potential, new partnerships and prospective clients to drive sales
    • Identify, evaluate, onboard and enable partners to expand market reach and build a symbiotic ecosystem
    • Deploy Named Account Strategies, design Partner Evaluation Scorecard, Pricing Structure, Joint Proposition & Enablement Plans to build a robust partnership framework and process
  2. Direct Sales: –
    • Drove the direct sales channel for the Middle East Region
  3. Marketing: –
    • Design and implement Media Marketing Plans in the AMEA region to build awareness of EdCasts’ Value Proposition

Designation: Senior Customer Success Manager, 2014

As a Senior Customer Success Manger, my key areas of value creation and impact were as follows: –

  1. Driving Customer Value through LinkedIn Solutions and Products: –
    • Partnered with sales to drive revenue growth across 20 clients with a net investment of around $2.2 million
    • Drove discovery conversations, built & implemented customer success plans with clear metrics to ensure clients achieved their objectives
    • Connected with customers to identify future needs and translated them to upsell / cross-sell opportunities
    • Gross retention rate of 100% for 2015, 2017, 2018 & 2019. Growth of 25% of Total Book Value for 2019-20
  2. Building and Amplifying Executive Connect: –
    • Built strong executive connect with CXOs & decision makers to drive value-based initiatives and product adoption
    • Guided with expertise and knowledge in areas such as Technology, Digital, Talent, Data Intelligence, Branding, HR, Social Media etc
  3. India Metrics Lead: –
    • Guided the Customer Consulting Team with key metrics & insights to articulate client and organization success
  4. India Lead for Product Innovation and Improvement
    • Lead for capturing user trends, habits, feedback & identifying usability gaps to drive product improvement

My key achievements: –

  1. Key support to the LinkedIn Public Policy Team through engagement with Policy Makers and Cabinet Ministers
  2. India Product Champion for LinkedIn Talent Solutions 2018-20
  3. Winner Cross-Functional Partner of the Year 2018- 19
  4. Deal of Year 2018-19 (2X growth for a major Telecom Client) & 2017-18 (14X growth for an India based Unicorn)
  5. Published LinkedIn Case Studies for 2016, 2017, 2018, 2019.  2019 Case Study covered by People Matters

Designation: Assistant Manager, HR Business Partner, 2013 

Led and drove the alignment of business objectives with HR objectives across business units comprising 3500+ employees.

My Key achievements were: –

  • Led key initiatives related to Compensation & Talent Review, Succession Planning, Employee
  • Nominated for the Wipro Creator Awards for 2014 for excellence in delivering value

International Consultant- Aon Hewitt Middle East, Gurgaon and Dubai, 2012

Part of the Aon Hewitt’s Future Partner Program and advised clients across industries on Rewards, Job Evaluation, Grade Structuring, Organizational Design, Performance Management, Competency Framework etc.

My Key achievements were: –

  • Designing and developing the Aon Hewitt Methodology and approach on organizational structuring and design
  • Lead for the Aon Hewitt’s prestigious research initiative, Qudurat, which aimed at providing clients’ evidence-based solutions to key nationalization related opportunities and challenges in the GCC region
  • Recognized and rewarded for “Delivering Distinctive Client Value” for the year 2012

Senior Executive, Human Resources, 2006

Part of a unique Infosys Fast Track Program with comprehensive stints in Talent Acquisition and Rewards.

My Key achievements were: –

  • Lead Editor for the Infosys monthly newsletter PerforMAX
  • Winner of the RAMP award for Launching a Referral Program which increased referral rate by more than 300%

Part of the Infosys-IIMB Accelerator Program and enrolled for the Executive Development Program in HR

Internships : 2010-2012