Ashwini Dhanvijay
Abu Dhabi
Summary
Seasoned Sales and Account Management professional with 10 years of experience managing enterprise and government accounts. Proven expertise in RFP/RFI management, contract negotiations, and strategic account growth, with a proven track record in driving upsell and cross-sell opportunities. Adept at building relationships with C-level stakeholders and delivering impactful presentations to drive business growth and client retention.
Key Accounts: Enterprise and Government Clients
Overview
9
9
years of professional experience
4
4
years of post-secondary education
Work history
Business Development Manager
Blackford
Abu Dhabi
2025.09 - Current
- Built and qualified early-stage sales pipeline for cybersecurity services across energy, government, and industrial sectors in the UAE.
- Contributed to RFP/RFI responses and executive-level presentations for UAE government and semi-government organizations.
- Collaborated with leadership to shape go-to-market strategy in the UAE and GCC region.
- Established foundational sales and marketing processes for a cybersecurity business, supporting early go-to-market efforts in the UAE enterprise and government market.
- Contributed to website content development and messaging, ensuring alignment with target buyer personas, regional compliance priorities, and enterprise security pain points.
- Helped define the Ideal Customer Profile (ICP) and target segments, focusing on UAE government, energy, industrial, and regulated enterprises.
- Supported positioning and value messaging for cybersecurity services to clearly differentiate offerings for CISO-level and decision-maker audiences.
- Worked closely with leadership to align sales strategy, marketing messaging, and service positioning, improving consistency across outbound outreach and client engagements.
Regional Sales Lead & Account Manager
SecurityHQ
, India
2020.01 - 2025.10
- Owned end-to-end strategic account management and revenue responsibility for enterprise and critical-infrastructure customers including Bombay Stock Exchange (India), Gulf Business Machines (GBM), and Bahrain Airport, acting as the primary commercial owner and escalation point.
- Managed the full account lifecycle for Managed Security Services (MSSP) engagements, including SOC services, Threat and Risk Intelligence, Incident Response, Vulnerability Management, Security Maturity Assessments, and Offensive Security, ensuring smooth onboarding, service transition, and steady-state operations.
- Drove contract renewals and recurring revenue growth by proactively managing renewal cycles, commercial negotiations, and scope expansions across long-term managed services engagements, while minimizing churn.
- Provided account governance and post-sales oversight, ensuring SLA adherence, milestone tracking, and contractual deliverables through close coordination with SOC, delivery, and technical teams.
- Led executive governance forums and QBRs with senior stakeholders to review service performance, security posture, and roadmap alignment, identifying expansion opportunities across managed and advisory security services.
- Built and sustained CXO-level relationships, positioning the organization as a trusted long-term security partner aligned to regulatory, operational, and business risk objectives.
Sr. Business Development Executive
Zion Market Research
, India
2018.02 - 2020.02
- Identified business requirements through client consultations, leading to tailored market intelligence solutions.
- Generated approximately 20% of annual revenue by managing significant global consulting accounts.
- Enhanced strategic account retention and growth through quality service and insightful engagement.
- Facilitated the creation of custom research reports and actionable recommendations for clients.
- Maintained timely delivery of research by coordinating with internal teams to meet obligations.
- Fostered enduring relationships with senior stakeholders, positioning Zion Market Research favourably in the industry.
Business Development Associate
24webtech Business Solution LLP
, India
2017.04 - 2018.02
- Optimised sales process to enhance delivery with minimal resources.
- Managed over 150 sales funnels monthly end-to-end.
- Achieved twofold revenue growth within one year tenure.
- Coordinated cross-functional teams to develop customer-centric solutions.
Project Coordinator
Homi Bhabha Center for Science and Education
, India
2016.08 - 2017.04
- Conducted primary and secondary research to align with project requirements.
- Developed study materials and administered tests to evaluate student performance.
- Contributed to Government of India projects aimed at enhancing educational content.
Education
Electronics and Communication Engineer - Engineering
SNDT University
Mumbai, India 2011.01 - 2015.01
Skills
- Key Account Management
- Client retention and satisfaction
- Stakeholder engagement (C-level and senior management)
- Contract management and renewal
- Upsell and cross-sell strategy
- Risk management and issue resolution
- Executive presentations and reporting
Timeline
Business Development Manager
Blackford
2025.09 - Current
Regional Sales Lead & Account Manager
SecurityHQ
2020.01 - 2025.10
Sr. Business Development Executive
Zion Market Research
2018.02 - 2020.02
Business Development Associate
24webtech Business Solution LLP
2017.04 - 2018.02
Project Coordinator
Homi Bhabha Center for Science and Education
2016.08 - 2017.04
Electronics and Communication Engineer - Engineering
SNDT University
2011.01 - 2015.01