Iniya Rathinavelu
About Iniya Rathinavelu
Iniya Rathinavelu serves as the Associate Director of Business Development at Searce Inc, where he has been employed since 2023. He has extensive experience in sales strategy and analytics, having held various leadership roles in companies such as Entropik Tech and Quantiphi.
Work at Searce
Iniya Rathinavelu serves as the Associate Director of Business Development at Searce Inc, a position held since 2023. Based in Pune, Maharashtra, India, she has been instrumental in developing Go-To-Market strategies utilizing a Feature-Benefit-Value ladder approach. This strategy aims to address customer pain points and articulate value propositions effectively. Iniya is also responsible for reporting and analytics on a weekly, monthly, and quarterly basis, which aids in forecasting meetings, opportunities, and pipeline generation.
Previous Experience in Business Development
Prior to her role at Searce, Iniya Rathinavelu worked at Entropik Tech as Director of Business Development for the Americas and Europe from 2022 to 2023. She also held the position of Global Head of Inside Sales at Quantiphi from 2020 to 2021. Her experience includes leading a team of over 40 members in Inside Sales, Market Research, and Sales Operations, achieving significant pipeline generation. Additionally, she worked at OnlineSales.ai as Director of Global Sales Development and at Automation Anywhere as Team Lead in Sales and Business Development.
Educational Background
Iniya Rathinavelu earned her Bachelor of Engineering (BE) in Electrical and Electronics Engineering from Sethu Institute of Technology, where she studied from 2005 to 2009. She also holds a Post Graduate Program in Management (PGPM) from the International Academy of Management & Entrepreneurship, completed between 2010 and 2012. Furthermore, she obtained an MBA in Human Resources from Anna University Coimbatore during the same period. Her foundational education includes completing her SSLC at O.C.P.M Girls Hr. Sec School.
Skills and Tools Utilized
Iniya Rathinavelu has extensive experience in utilizing various sales and marketing tools to enhance business development efforts. She has employed platforms such as Zoominfo, Apollo.io, Lusha, and LinkedIn for defining Total Addressable Market and identifying Ideal Customer Profiles. Her expertise includes executing demand generation strategies through LinkedIn Ad Campaigns, content syndication, and organizing webinars and events. Additionally, she has adopted sales engagement tools like Salesloft, Outreach, and Hubspot to improve sales tactics and team performance.
Leadership and Team Management
Iniya Rathinavelu has demonstrated strong leadership capabilities throughout her career. She has led teams in various capacities, focusing on consultative, omni-channel, multi-touch, and multi-threading approaches in sales prospecting cadences. Her implementation of a comprehensive Inside Sales process includes designing key performance indicators (KPIs), metrics, and incentive structures, contributing to a significant increase in pipeline generation.