Umesh Kumar

Go-To-Market Specialist

21years of work

10years in sales

SeniorFintech

12years leading teams

Overview

Enterprise sales and GTM leader with experience across fintech, CPaaS/conversational AI, payments, telecom VAS, and travel technology. Has led enterprise hunting, channel/partner ecosystems, RFQ/RFP processes, and C-suite stakeholder negotiations, with responsibility for revenue growth and distribution expansion. Career includes sales leadership roles from early management through senior alliance and go-to-market leadership.

Phone

Timeline

AVP Sales / Head of Alliances & GTM · Head+

FindiBankIT · Full-Time

Aug 2025 to Aug 2026 1 Year New Delhi In office

Led enterprise sales and channel strategy for a travel-tech platform, including launching API-enabled travel products across multiple zones. Built and managed a regional sales team, improving quarterly performance and expanding presence into tier-2 and semi-urban markets. Drove partnerships for B2B provisioning and supported competitive pricing for flights, buses, and hotel bookings.

VP Sales / Head of Alliances & GTM · Head+

CERF Solutions · Full-Time

Jun 2024 to Aug 2025 1 Year 2 Months Noida In office

Owned enterprise sales for CPaaS and conversational AI offerings, securing large multi-million-dollar deals across BFSI, retail, and e-commerce segments. Managed RFQ/RFP processes and developed pricing models to win new enterprise accounts. Expanded a partner ecosystem and improved channel-generated pipeline through strategic alliance management and partner success activities.

Country Manager / B2B Sales Head · Lead

Yatra · Full-Time

Oct 2023 to May 2024 7 Months Gurgaon In office

Led pan-India B2B sales and API distribution for travel products, focusing on growth of transaction value within a short period. Designed and rolled out partner incentive programs to improve partner earnings while controlling churn. Managed channel rollout and partner performance to support distribution expansion.

General Manager – Sales & Distribution · Lead

Spice Money · Full-Time

Jan 2020 to Oct 2023 3 Years 9 Months In office

Managed enterprise merchant acquiring and digital payments portfolios, driving growth in monthly processed volumes. Oversaw sales and channel partners across Assam and North East regions for AEPS, lending, bill payments, and POS solutions. Built a go-to-market engine to add enterprise logos, improve cross-sell revenue, and coordinate onboarding and issue resolution across teams.

AVP – Sales Consultant (Real Estate Business) · Head+

CHD Developers · Full-Time

Jun 2017 to Jan 2019 1 Year 7 Months Gurgaon In office

Supported business development for real-estate channel partners, including training partner teams and assisting with customer-facing deal creation. Managed sales and customer experience for residential projects with a multi-person team to exceed revenue targets. Planned and executed demand-generation activities to improve lead conversion and overall sales effectiveness.

Zonal Head / (Telecommunication Sales) · Middle

Reliance Communications · Full-Time

Dec 2014 to May 2017 2 Years 5 Months Indore In office

Oversaw prepaid sales and distribution within the assigned cluster and drove growth in ARPU and market share in a competitive region. Managed geographic coverage and acquisition performance for the cluster. Coordinated sales execution to expand distribution footprint and improve monetization outcomes.

Regional Head – Mobile VAS Business · Middle

Bubble Motion Inc. · Full-Time

Nov 2012 to Nov 2014 2 Years In office

Led business development for mobile VAS infotainment services and built carrier relationships across North India. Owned pipeline creation and managed the sales cycle from lead generation through closure. Monitored MIS reporting to identify gaps and adjust actions to improve performance.

Zonal Head – Mobile VAS Business · Middle

Blackngreen · Full-Time

Nov 2010 to Nov 2012 2 Years In office

Built and led a founding team in Bangladesh, designing and launching new VAS products across entertainment, music, religion, and voice chat categories. Developed partner pipelines and closed content and VAS deals to generate significant annual operator revenue. Managed ongoing client needs and supported onboarding, integration, and customization requests with internal teams.

Regional Head (East) – Mobile VAS Business · Middle

SPICEDIGITAL · Full-Time

Dec 2007 to Nov 2010 2 Years 11 Months In office

Managed carrier relationships and account management for mobile VAS and content initiatives in the eastern region. Sourced content and optimized monetization, acting as the main liaison for report requests, invoice follow-ups, and issue handling. Built and grew alliances that generated additional annual operator topline revenue.

Branch Manager – Life Insurance · Lead

HDFC Standard Life · Full-Time

Dec 2004 to Dec 2007 3 Years Nagpur In office

Led a zone with area sales managers and relationship managers, delivering above-target performance and driving cross-sell of insurance products. Managed territory operations through new customer acquisitions and expansion within existing customer bases. Oversaw sales and branch operations to improve productivity and achieve business goals.

Job preferences

Work permits: India
Salary: from $60k per year
Employment type: Full-Time
Locations: Dubai, Abu Dhabi, Riyadh

Open to AI agents: they read this profile and start a dialog through Alionalion.io/@umesh-kumar-2/mcp