Revenue Operations · Commercial Strategy
Arulmurugan Kalaialagan (Kam)
Revenue Operations Manager
Commercial Strategy/Go-to-Market Excellence/CRM Transformation
PANEL / 01 SUMMARY
Revenue Operations and Commercial Strategy professional with 9+ years of experience designing commercial systems that improve enterprise revenue execution. Expertise spans lead-to-revenue process design, CRM transformation, competitive intelligence, buyer journey optimization, market positioning, and go-to-market execution, with domain knowledge in Energy Management and Sustainability. Known for translating customer insights, market intelligence, and business strategy into scalable operating frameworks that strengthen sales execution, improve leadership decision-making, and support sustainable business growth.
PANEL / 02 CORE COMPETENCIES
Revenue Operations
Lead-to-Revenue, CRM Architecture, Pipeline Governance, Lead Qualification, Sales Process
Commercial Strategy
GTM Strategy, Competitive Intelligence, Market Intelligence, Pricing & Positioning, Buyer Journey
Sales Enablement
Persona-Based Messaging, Sales Playbooks, Case Studies, Executive Presentations, Solution Positioning
Leadership
Cross-functional Collaboration, Executive Advisory, Stakeholder Management, Strategic Planning
Industry
Energy Management Systems, Building Management Systems, Sustainability, Smart Buildings, Industrial IoT
PANEL / 03 PROFESSIONAL EXPERIENCE
- Re-engineered the lead-to-revenue operating model by redesigning CRM architecture across 6 commercial modules, 6-8 layouts, and 150+ structured data fields, improving pipeline visibility, data consistency, qualification discipline, and commercial handoffs.
- Redesigned the enterprise sales journey around customer decision behavior by introducing milestone-based qualification, paid site survey checkpoints, and a contract-first model with a structured 90-day exit option, reducing late-stage friction while preserving customer confidence.
- Institutionalized competitive intelligence as a strategic capability by profiling 50+ competitors across 4 countries and 3 continents, including first-hand review of competitor sales motions, pricing, technical positioning, executive narratives, and customer engagement models.
- Converted competitive and market intelligence into executive recommendations that informed pricing discussions, GTM strategy, market positioning, customer narratives, and expansion priorities across Energy Management and Sustainability segments.
- Built persona-based commercial messaging frameworks for CXOs, Operations Heads, and Facility Managers, aligning solution narratives with role-specific priorities to reduce resistance, improve stakeholder engagement, and support complex enterprise buying committees.
- Participated in 70+ enterprise customer discussions and translated field insights into sales process improvements, CRM qualification criteria, customer-facing collateral, product positioning inputs, and leadership decision briefs.
- Developed a commercial proof asset system by converting data-team insights and customer outcomes into 20+ case studies, 10+ one-pagers, 5 whitepapers, customer decks, technical presentations, and battlecards that strengthened enterprise sales conversations.
- Designed event-specific GTM and thought leadership strategies for 15+ industry conferences and exhibitions, aligning audience-fit analysis, executive speaker narratives, booth conversations, pre-event assets, post-event follow-up, and lead profiling.
- Supported product commercialization and digital strategy for Yantra and Racanaa's website revamp by developing use cases, product philosophy, solution architecture inputs, UI direction, and market-facing documentation aligned with customer needs.
- Partnered with executive leadership on high-value enterprise pursuits across India and the Middle East, supporting long-term customer engagements with an aggregate contract value exceeding ₹50 crore through CRM transformation, commercial strategy, sales enablement, proposal development, and competitive intelligence.
Earlier Experience
- Led consultative B2C sales for a Data Science master's program, managing lead engagement, pipeline progression, objection handling, and revenue conversion in a fast-paced ed-tech sales environment.
- Led and coached a 6-member sales team to exceed weekly revenue targets of INR 30 lakhs+ by improving sales discipline, lead prioritization, follow-up structure, and sales-marketing alignment.
- Optimized sales pipeline execution by strengthening lead flow, CRM hygiene, conversion follow-up, and prospect engagement practices across the team.
- Co-founded a sales and marketing consulting venture supporting educational institutions with student acquisition, digital campaigns, B2B and B2C partnerships, and international market outreach across Europe, the Middle East, and Asia.
- Built sales and marketing strategies, campaign plans, partner acquisition approaches, and event-led market development initiatives for education-sector clients.
- Managed sales projects, B2B summit programs, marketing campaigns, lead reports, and partner engagement across European, Middle Eastern, and African markets.
- Improved marketing performance by 21% within 7 months through performance reporting, scoring techniques, campaign tracking, and strategic marketing planning while leading a 4-member team.
Earlier Experience: Junior Java Developer Intern, UNIQ Technologies, Chennai | Mar 2014 — Oct 2014
PANEL / 04 EDUCATION & CERTIFICATIONS
Education
Certifications
- Introduction to Business Analytics with R — University of Illinois Urbana-Champaign2023
- Master's Program in Digital Marketing Specialist — Simplilearn2023
- Marketing Strategy Program — UpGrad2020
- Inbound Marketing Certification — HubSpot Academy2017
PANEL / 05 TECHNICAL SKILLS & LANGUAGES