Hemanshu Rathore

A diligent professional with a successful track record of 21 years in Customer Success, People Management, Sales, and Operations. A quick learner with an analytical mind and sound business management practices. Specialize in Customer Retention, Renewal, Upsell/Cross Sell, Account Management, Forecasting, Pipeline Management, Business Development & People management,

Director – Sales at Apolis (2026-05 – Present)

• Lead enterprise customer success and inside sales strategy and business development across strategic technology accounts, with a strong focus on customer retention, account renewal and growth and expansion opportunities.
• Lead and coach inside sales account executives/mangers through structured one-on-ones, pipeline reviews, opportunity planning and performance coaching.
• Build and maintain executive relationships with customers and stakeholders, leading discovery, solution presentations, commercial discussions and contract negotiations.
• Collaborate closely with Delivery and Recruiting teams to align customer requirements, improve execution and support acquisition, retention and account expansion.
• Identify upsell, cross-sell and account expansion opportunities while strengthening long-term customer relationships and overall account value.

Principal Account Manager at Oracle Solution Services India (2021-06 – 2026-04)

• Led a 10-member enterprise account organization supporting a ~USD 3M annual business portfolio, with strong focus on customer retention, recurring business, account renewal & continuity and team performance.
• Managed a portfolio of enterprise customers through the post-sale lifecycle, working closely with customers and internal stakeholders to protect existing business, address risks and support renewals.
• Monitored account health, renewal risks, customer requirements and commercial timelines, using pipeline and CRM data to prioritize actions and improve retention outcomes.
• Conducted executive account reviews, QBRs, forecast calls and business reviews to communicate renewal status, risks, opportunities and action plans to leadership.
• Coached and developed Account Executives on customer engagement, account planning, retention strategy, negotiation preparation and expansion within existing accounts.
• Built trusted relationships with enterprise customers and executive stakeholders, acting as a senior point of contact for account issues, commercial discussions and ongoing customer needs.
• Partnered closely with Oracle Renewals, Customer Success, Marketing, Solution Engineering and Delivery teams to coordinate renewal execution, mitigate churn risk and improve customer experience.
• Identified upsell and cross-sell opportunities within the existing customer base, supporting expansion and increasing long-term account value.
• Maintained CRM discipline, account reviews and forecasting processes to improve visibility into renewal pipelines, customer risks, revenue outlook and team productivity.
• Used Fusion CRM, LinkedIn Sales Navigator, ZoomInfo and DiscoverOrg to strengthen account intelligence, identify renewal/expansion signals and support proactive customer engagement.
• Supported hiring, onboarding and capability development of inside sales professionals, with emphasis on coaching, performance management, accountability and career development.

Senior Territory Sales Manager at Oracle Solution Services India (2016-01 – 2019-12)

Manager – Business Development at Compunnel Technology India Pvt. Ltd. (2009-12 – 2015-12)

• Managed a 15-member inside sales and business development team supporting US-market technology accounts.
• Led outbound business development through strategic prospecting and executive outreach.
• Conducted discovery meetings, client presentations, proposal discussions and commercial negotiations.
• Managed sales pipeline, opportunity reviews, forecasting and CRM governance.
• Coached business development professionals through regular one-on-one sessions and call reviews.
• Partnered with recruiting and delivery teams to align customer requirements with talent acquisition.
• Designed sales cadences, follow-up frameworks and performance dashboards.
• Supported hiring, onboarding, training and capability development.
• Built long-term enterprise client relationships that contributed to repeat business.

Team Leader at HCL Technologies (2003-02 – 2009-04)

• Led cross-functional customer operations teams.
• Managed performance, coaching, workforce planning and stakeholder communication.
• Handled customer escalations and operational excellence initiatives.
• Partnered with Quality and Training teams to improve customer experience.

Bachelor of Commerce (B. Com) – University of Delhi