Varun Kukreja — Résumé

Engineer · Enterprise Tech Sales & Solutions Engineering Leadership · EMEA

Amsterdam, Netherlands · varunkukrejaster@gmail.com · www.varunkukreja.fyi · linkedin.com/in/kukrejavarun

// profile

Profile

Engineer by training, enterprise tech-sales professional by trade. Fifteen years running complex, multi-stakeholder enterprise SaaS deals ($500K–$2M) in the Source-to-Pay and Contract Lifecycle Management space — spanning both sides of the go-to-market: carrying commercial responsibility for pipeline, forecast and close, and leading solutions/sales engineering teams that design and prove the solution. Practiced in insight-led, value-based selling: building executive-level ROI models and business cases that mobilise CFO, General Counsel and Shared-Services buying committees around a case for change. Apply MEDDPICC qualification and disciplined forecasting across 12–18 month cycles, and differentiate against entrenched point-solution competitors (SAP Ariba, Coupa, Ivalua, Jaggaer) through an end-to-end value narrative rather than price. Deep domain expertise in Source-to-Pay — and open to adjacent complex enterprise domains.

// competencies

Core Competencies

→Insight-Led & Value-Based Selling

→Solutions / Sales Engineering Leadership

→CFO / General Counsel / Shared-Services Committees

→MEDDPICC Qualification & Forecasting Discipline

→Business Case Development & ROI Modelling

→Solution Design, Demo Strategy & POC Governance

→Competitive Positioning (End-to-End vs. Point Tools)

→Multi-Threaded Enterprise Deal Management

→Agentic AI & GenAI Value Framing

→Salesforce CRM & Pipeline Management

// experience

Professional Experience

Associate Director, Solutions Engineering

May 2022 – Present

Zycus Infotech — Amsterdam, Netherlands

·Partner with regional Account Executives to drive pipeline progression and deal closure on $500K–$2M enterprise opportunities, contributing to EMEA ARR exceeding €25M.
·Engage at CPO, CFO, General Counsel and COO level — conducting outcome-based discovery, building financial business cases, and aligning solution capabilities to each customer's strategic transformation agenda.
·Lead a team of 6–10 Solution Architects across EMEA, responsible for value-based positioning of the full Source-to-Pay suite — including the iContract CLM solution — across enterprise sales cycles with Fortune 500 and Global 2000 accounts.
·Expanded and scaled co-sell relationships with EY and KPMG into full joint GTM practices — creating structured access to senior stakeholders at strategic enterprise accounts and materially accelerating buying decisions.
·Leverage AI-driven presales tools and Salesforce CRM to prioritise pipeline, manage deal risk, and maintain accurate revenue forecasts across 12–18 month deal cycles.
·Design and execute EMEA territory strategy — coordinating self-generated pipeline with BDR, field sales and marketing across Europe, UK, Middle East and Africa.
·Differentiate against SAP Ariba, Coupa, Ivalua and Jaggaer through deep domain expertise — consistently winning on value rather than price in competitive bake-offs.

Senior Solutions Architect

June 2020 – April 2022

Zycus Infotech — Amsterdam, Netherlands

·Led discovery, solution design and proof-of-concept delivery for high-value EMEA enterprise pursuits, partnering closely with Account Executives across complex, multi-stakeholder buying cycles.
·Built executive-level ROI models and contract risk frameworks that enabled CPOs, CFOs and General Counsels to construct the internal business cases required to justify enterprise investment.
·Initiated co-sell engagements with EY and KPMG — laying the groundwork for joint GTM practices by coordinating technical and commercial inputs on partner-led transformation programmes.
·Introduced MEDDPICC qualification practices into the EMEA presales function, improving pipeline accuracy and enabling tighter commercial alignment between presales and sales leadership.

Lead Consultant, Source-to-Pay Solutions — EMEA

August 2018 – May 2020

Zycus Infotech — Amsterdam, Netherlands

·Served as senior presales lead on complex EMEA enterprise pursuits — owning solution narrative, executive presentations and competitive positioning across multi-geography buying processes.
·Closed landmark enterprise accounts including SwissPort and Swift, navigating procurement, legal, finance and operations buying committees simultaneously.
·Built reusable ROI and business case frameworks adopted across the EMEA presales team — credited with shortening average deal cycle length and improving regional close rates.

Senior Solutions Consultant

April 2017 – July 2018

Zycus Infotech — Amsterdam, Netherlands

·Supported 20+ enterprise sales cycle closures across Europe and the UK, translating complex procurement technology into board-level language for CPOs, CFOs and Heads of Legal.
·Navigated multi-geography buying committees spanning procurement, legal, finance, IT and operations — building alignment across stakeholders to accelerate deal progression.

Solutions Consultant

January 2015 – March 2017

Zycus Infotech — Mumbai / EMEA

·Supported enterprise sales cycles across EMEA, developing early expertise in solution design, discovery facilitation and executive-level presentation.
·Contributed to deal closures including Danone and Bolt — building the domain knowledge and sales craft that underpinned subsequent EMEA roles.

Assistant Manager, Business Development

June 2013 – December 2014

Zycus Infotech — Mumbai, India (US Market)

·Led a BDR team focused on US enterprise pipeline generation — building qualification rigour, account research discipline and outbound prospecting processes from the ground up.
·Won the Zycus Presidents Club 2013 for exceptional new business revenue contribution.

Senior Executive, Business Development

July 2011 – May 2013

Zycus Infotech — Mumbai, India (US Market)

·Consistently exceeded quarterly and annual quota targets as an individual-contributor business development representative — establishing the commercial foundation for a 15-year career in enterprise SaaS.
·Won the Zycus Champion Seller Award as the youngest recipient in company history. Named Most Productive Employee in Marketing & Business Development (2012).

// toolkit

Tools, Methodology & Languages

Tools: Salesforce CRM · ZoomInfo · LinkedIn Sales Navigator · SiftHub
Methodology: MEDDPICC · Value-Based Selling · Consultative Selling · Challenger Sale
GSI Partners: EY · KPMG (co-sell, joint GTM practice development)
Languages: English (fluent) · Hindi (native) · Dutch (A2)

// education

Education

B.Tech, Electronics & Telecommunication

Amity Institute of Telecom Technology & Management

// recognition

Recognition

Zycus Presidents Club — 2013
Zycus Champion Seller Award — youngest recipient in company history
Most Productive Employee, Marketing & Business Development — 2012