Closing a $1.5M MRR Enterprise Deal Through Two Days of On-Site Negotiations
Navigated a multi-stakeholder enterprise deal from initial contact through two consecutive days of on-site contractual negotiations.
Shivam Singh
Senior Account Executive at DigitalOcean
From their time as
Regional Sales Head - India
Builder.ai • 2020 - 2022
Overview
Shivam was introduced to a large Indian social platform through a founder connection at Builder.ai. The company was spending millions of dollars per month on AWS and was exploring both cost optimization and migration of additional workloads. He became the primary point of contact and spent roughly three months mapping the account.
The Story
Shivam was introduced to a large Indian social platform through a founder connection at Builder.ai. The company was spending millions of dollars per month on AWS and was exploring both cost optimization and migration of additional workloads. He became the primary point of contact and spent roughly three months mapping the account.
He engaged the CIO, the Chief Security Officer, and the DevOps teams to understand the full scope of requirements. The team ran a proof of concept, which was successful, and the deal moved into contractual negotiations involving the customer's legal, procurement, and finance teams.
Negotiations ran for 25 to 30 days. At the final stage, Shivam sat in the customer's office for two consecutive days, working through the contract in real time while his own legal and procurement teams joined virtually. He managed the room on-site while coordinating across multiple internal stakeholders remotely.
The deal closed at $1.5M monthly recurring revenue on a 12-month commit, with a further $500K MRR in prospective migrations identified for the following phase. It was the largest deal he had closed to that point, and it changed how he approached large enterprise opportunities going forward.