• Own and grow a portfolio of strategic telco partner and subsidiary accounts; drive new bookings, revenue, renewals and contract expansion. • Act as the primary commercial contact for partner stakeholders and their internal customer organizations; monitor account health and secure executive sponsorship. • Enable partner enterprise sales teams and channel stakeholders to position, sell and adopt JioCDN‑powered solutions; lead enablement activities, workshops, roundtables and speaking engagements. • Develop account strategies and executive engagement plans; run Monthly and Quarterly Business Reviews to measure adoption, highlight new initiatives, and surface growth opportunities. • Translate customer and partner business needs into adoption plans; coordinate cross‑functional Fastly resources (sales, solutions engineering, professional services, product, engineering, support, finance) to unblock deployments and commercial progress. • Identify, qualify and drive upsell, cross‑sell and net‑new business opportunities in collaboration with Fastly Sales and Solutions teams; cross‑sell Fastly solutions to increase usage. • Advocate telco partner and customer feedback into Fastly product and go‑to‑market planning; collaborate with product, marketing and sales to improve ongoing customer support. • Manage complex, multi‑threaded commercial programs and timelines across organizations; engage customers both remotely and in person and bring in subject matter experts as needed. • Travel across India as required for partner and customer engagement.

• Own a portfolio of mid-market customers and be fully accountable for renewals and expansion • Own the end-to-end implementation of compliance frameworks with your customers, guiding them from onboarding through audit readiness • Become a trusted compliance partner, helping customers translate structured frameworks into practical, auditable processes • Build and maintain clear account plans for priority customers • Run structured renewal cycles, including pricing, scope, and procurement discussions • Proactively identify upsell and expansion opportunities and drive them to close • Run effective QBRs with clear narratives, outcomes, and next steps • Translate complex security and compliance topics into business value • Maintain accurate account health, renewal forecasts, and expansion pipeline in HubSpot • Create and improve playbooks, templates, and scalable CS processes

• Manage the customer lifecycle from day 1 through renewal. • Ensure that our customers receive the highest level of service and support. • Improve our CSM processes and set up the infrastructure (tools, processes, way we work) to be highly impactful. • Work cross-functionally with sales, marketing, engineering, and product teams to align on customer needs and company strategy. • Serve as the point of contact for your customers and drive them to specific business outcomes on their timelines. • Write and record educational and technical content for our knowledge base.

• Serve as the primary point of contact and advocate for assigned customers. • Collaborate with the Sales team to ensure a seamless and customer-focused sales, orientation, and launch engagement process. • Cultivate strong relationships with customer stakeholders, up to the C-level executives. • Develop a deep understanding of each customer’s identity and access governance landscape and their unique business challenges, providing expert advice on potential solutions leveraging the Saviynt product suite. • Build and maintain trusting relationships with customers and executive sponsors to drive product adoption and ensure they achieve full business value from their Saviynt investment. • Partner effectively with internal Saviynt teams, including Product Development and Support, to align product roadmaps and support activities with the customer's business case and strategic objectives. • Represent the voice of the customer in internal prioritization processes, advocating for their needs and ensuring their perspective is considered. • Proactively prepare for critical customer events such as go-lives and product releases, ensuring smooth transitions and minimizing potential disruptions. • Develop and maintain accurate account plans and comprehensive success plans for each customer within your portfolio, outlining key objectives and strategies for achieving them. • Develop and diligently monitor key performance indicators (KPIs) related to customer success, conducting monthly reviews to identify necessary corrective actions and ensure progress towards goals. • Monitor and analyze customer utilization trends, providing proactive recommendations based on identified risks and the evolving needs of our customers. • Plan and deliver educational initiatives for customers on new product features and releases, maximizing their understanding and adoption of new capabilities. • Manage the renewal pipeline for your assigned customers, identifying and mitigating potential at-risk accounts to ensure successful and timely renewals. • Provide assistance with the management of delivery projects, ensuring alignment with customer expectations and successful outcomes. • Contribute to transformation and process improvement initiatives across the organization, enhancing efficiency and effectiveness in our customer engagement strategies. • Act as the voice of the customer, actively collecting feedback and channeling it to relevant internal teams to drive continuous improvement across all areas, including product development and service delivery.