Sr Account Manager - Oracle University
Oracle - United Arab Emirates
Total years of experience :22 years, 1 Months
Key Result Areas:
Managing and generating education business from the assigned top customers across UAE, Qatar, Oman, Kuwait, Bahrain, Jordan, Lebanon, and Iraq to achieve regional business targets
Managing go to market for Direct and indirect business volume with the channel partners to expand business & resolving the queries & complaints for high customer satisfaction
Networking with all stakeholders, generating business from the assigned accounts and achieving profitability as well as increasing sales growth
Preparing and presenting weekly/monthly reporting on sales KPI’s for the sales management
Managing Top Accounts (including Government Accounts) in the Middle East to achieve targets assigned for the region
Engaged in selling Enterprise offerings on Oracle University Learning Solutions
Coordinating and liaising with the partner sales teams to drive the opportunities & business revenues
Defining and implementing a structured way of managing opportunities involving client meeting / solution pitch / Request For Proposal (RFP) response / Request For Information (RFI) response / presentation and so on
Analyzing latest marketing trends, tracking competitor activities & providing valuable inputs for fine-tuning of sales & marketing strategies
Achieving sales operational objectives by contributing sales information and recommendations to strategic plans
Understanding business expansion plans and visualizing business opportunities well in advance and acting on the same
Winning the First UAE Oracle Cloud Infrastructure (Lift and Shift) deals in
the Named enterprise accounts.
* Expertise in coordinating with internal stakeholders, SAP Channel and
Technology Partners for identifying SAP opportunities and working closely
with them insuring complete control of the account and win for both SAP
Product, and Services; closed a 3 Million Euro end-to-end SAP Enterprise
application Deal in 2015; biggest deal of 2015 in Atos - North India
* Increased revenue and pipeline growth through strategic sales solutions,
analytics and channel partner alliances within short time of on-boarding
* Conducted a business & product portfolio analysis on a regular basis for
increasing revenues and getting focus right on high margin/ strategic
products/ new products penetration/new dealers performance
* Combining technical expertise with strong business expertise and
operational understanding; ensuring technical strategies & activities are
aligned with corporate goals
Key Result Areas:
* Generating business from the assigned Enterprise Named Accounts to achieve business targets
* Maintaining cordial relationships with the channel partners to expand business & resolving the queries & complaints for
high customer satisfaction
* Networking with all stakeholders, generating business from the assigned accounts and achieving profitability as well as
increasing sales growth
* Preparing and presenting weekly/monthly reporting on sales KPI’s for the sales management
* Managing Top MRD (Manufacturing, Retail, & Distribution) Accounts in UAE to achieve targets assigned for territory
* Engaged in:
o Oracle Infrastructure Cloud Services (IaaS)
o Selling MW Platforms focusing on Cloud Platforms like iPaaS, DbaaS, AppDev, CEC, MCS, IAM, IoT, and so on
o BI, and Renewing all Cloud (IaaS & PaaS) subscriptions
* Coordinating and liaising with the partner sales teams to drive the opportunities & business revenues
* Defining and implementing a structured way of managing opportunities involving client meeting / solution pitch /
Request For Proposal (RFP) response / Request For Information (RFI) response / presentation and so on
* Analyzing latest marketing trends, tracking competitor activities & providing valuable inputs for fine-tuning of sales &
marketing strategies
* Achieving sales operational objectives by contributing sales information and recommendations to strategic plans
* Understanding business expansion plans and visualizing business opportunities well in advance and acting on the same
Highlights:
* Achieved the top quota for H1,
Administered the regional sales in manufacturing, telco, media, & financial services vertical in Northern & Eastern India
* Piloted the:
o First and Largest End-to-end enterprise application deal in BFSI in 2015
o First SAP MES end-to-end implementation in 2014
o First ERP implementation deal in apparel industries and so on
* Achieved Euro 4.5 Mn of sales quota in 2015; maximum by any sales team member at an all India level
* Closed a deal worth 3 Million Euro for a BFSI customer in 2015; biggest deal in North India
* Acknowledged as a consistent performer in revenue recognition for varied and dynamic economical environments
* Performed accurate NCRM and sales forecastings
* Ensured organizational profitability by maintaining the profit margins of approx. 20% in all the deals and brought more
than 40% profitability through renewal deals
Now Tech Mahindra), New Delhi as Business Relationship
Lead-India & Bangladesh
Highlights:
* Supervised SAP sales opportunities and business development across the region in Government/PSU’s, Large Enterprises,
and set of white-space strategic accounts
* Independently drove SAP S/W License sales as SAP Product/Technology
Initiated Wipro’s SAP ERP portfolio sales in North India that focused on the MRD Vertical in 2006; generated major revenue
within the first 6 months of initiation
* Amplified the business majorly from Discreet Manufacturing (Auto, Engineering, High-Tech, and so on) Chemicals, and CPG
/ Retail verticals
Marketing
Highlights:
* Adjudged with the special recognition in 2005 for an exceptional performance as an LQM at FKOM ’06, Hyderabad
* Managed the demand generation for sales pipeline, and implemented the regional marketing plan successfully
* Managed opportunities using SAP CRM
* Attended several workshops/seminars and represented the organziation at public forums
(Major Project: Lead Generation Project)
Highlights:
* Recognized as the first person to single-handedly initiate the Citrix Lead Generation Program; after its success the
program was rolled out; created a team of 25 members to managed the same
* Received several letters of appreciation for outstanding performance
* Executed the lead/opportunity management using Vantive CRM
