Vice President (Business Operations)
(Elementblue India) Tecnics Integration Technologies Pvt. Ltd.
Total years of experience :31 years, 2 Months
Instrumental in setting up business operations in India for Elementblue as solely responsible for India business operations, leads Elementblue’s efforts to capitalize on long-term growth opportunities and align the company's sales and support organizations with key customer segments. In this role, I am responsible for the strategy and direction of Elementblue’s sales operations across the company's diverse products, solutions and service lines.
I oversee Elementblue’s sales organization and all customer-facing functions, including global services, Product sales, Solutions sales, Specialized Services, customer success, strategic alliances, and EB Consulting since April 2014,
Key contributor to enterprise-level planning and decision-making. Valued advisor and requested consultant to board of Directors. Executed corporate strategy, raised funds, and secured in/out technology license agreements for capturing lead market position in the emerging proteomics arena.
Strong base of technology, solutions & consultative selling leveraged to demonstrate effective positioning and dominant selling.
Leveraged technology consulting knowledge and experience spread across the team for effective prospecting and customer analysis in identifying business challenges to design and built effective and beneficial business solutions and tangibly justifying customers using the TCO & ROI model.
Demonstrated unprecedented funnel base and qualified prospect base.
Achieved 300% revenue growth from last year for the 1st half of 2015.
Built a strong, motivated and skilful team for prosperous years to come.
Established strategic alliances with some of the top IT OEM’s complimenting core solutions.
Built tactical and strategic separate revenue streams, tactical for top line and strategic for bottom line for short run and long run sales cycles.
Established an IT Infrastructure organization from scratch from one men army leading it by example to almost 70 people of a family peaked at $ 3 + millions top line revenue from systems integration services.
➤ Created a “Centre of Excellence” built on ethics, people, process, and value supporting strengths of knowledge, skill, accuracy, responsiveness, attitude, timeliness, and ease of doing business.
➤ Lead by example, always on top of the job.
➤ Strategic alliance with top IT OEM’S of the globe.
➤ Basic role of the entity was to manage Territory and account management.
➤ Identify and qualify opportunities across, impact and influence with defined value proposition, attract customer personally and professionally. Justified small entity stronger and more focused then big organizations, articulated role model entity for buyers market with a customer centric approach which impacted great results to the organization.
➤ Emphasised on quality process and industry best practices which leveraged a smaller and a newer organization grow faster.
➤ Motivated and empowered the team with delegation of authority making every individual equally involved in the game as a collective objective. Built a mutually beneficial compensation & growth program which helped each player aggressive and passionate.
➤ Built cost centre approach to each team mate which made everyone responsible and proactive.
➤ Job involved large territory management coupled with industry verticals namely Telecom, BFSI, Utility, Education and Graphic Arts.
➤ Demonstrated exponential growth equally in all business segments with a market share of over 60% during my tenure.
➤ Increased sales revenues from $ 1.5 million in 2001 to 6.7 million in 2005 with an unprecedented growth in the history of Xerox production systems in Southern region of India, and increased substantial operating profits.
➤ Received highest incentive disbursement in the history of Xerox India along with the highest awards of the corporation.
➤ Masterfully transitioned & transformed Modi Xerox to Xerox corporation by leveraging my Xerox Middle East experience introduced change management to all management personnel. Stabilized fragile workforce while achieving unprecedented growth and greatly improved customer service quality.
➤ Built a partner eco system empowering knowledge and skill down to the grass root level. Built a mutually beneficial business model for partners imbibed for a common business objective.
Regional Sales Manager 1998 - 2001
Xerox Corporation (Saudi Arabia)
➤ Always a winner by name and by actions. Always accomplished all the plans and targets allocated by the organization.
➤ Won one of the largest FM deal of Middle East for the largest bank in Middle East.
➤ Job involved regional territory management coupled with industry verticals namely Telecom, BFSI, automobile, Utility, Education and Graphic Arts.
➤ Established large funnel base and qualified prospect base from across verticals and territories.
➤ Account management, understand customer landscape in terms of organization structure, political structure, identify influencers, recommenders, decision makers, understand buying process & cycle, understand Budgeting allocation process and cycle, customer business understanding, current & future business trends of customer.
➤ Customer behaviour track for partners & vendors, understand customer initiatives on best practices, understand depth of investments made on infrastructure, understand complete IT setup in line with to the seven layers of the OSI, understand current & future investments allocated on IT expansions.
➤ Understand customer pain points, limitations, weaknesses and business challenges so as to transform them into solutions and solving remedies.
➤ Customer relationship management, developing inside coaches, built customer reliance and respect.
➤ Up-sale, down-sale, cross-sale opportunities, Thorough validation of MANTD (Money, authority, need, timelines, demonstration), out of the box priority building strategies.
➤ Strong relationship with subject matter experts in-house to make them available on demand to address opportunities.
➤ Always a winner by name and by actions. Always accomplished all the plans and targets allocated by the organization.
➤ Won one of the largest FM deal of Middle East for the largest bank in Middle East.
➤ Job involved regional territory management coupled with industry verticals namely Telecom, BFSI, automobile, Utility, Education and Graphic Arts.
➤ Established large funnel base and qualified prospect base from across verticals and territories.
➤ Account management, understand customer landscape in terms of organization structure, political structure, identify influencers, recommenders, decision makers, understand buying process & cycle, understand Budgeting allocation process and cycle, customer business understanding, current & future business trends of customer.
➤ Customer behaviour track for partners & vendors, understand customer initiatives on best practices, understand depth of investments made on infrastructure, understand complete IT setup in line with to the seven layers of the OSI, understand current & future investments allocated on IT expansions.
➤ Understand customer pain points, limitations, weaknesses and business challenges so as to transform them into solutions and solving remedies.
➤ Customer relationship management, developing inside coaches, built customer reliance and respect.
➤ Up-sale, down-sale, cross-sale opportunities, Thorough validation of MANTD (Money, authority, need, timelines, demonstration), out of the box priority building strategies.
➤ Strong relationship with subject matter experts in-house to make them available on demand to address opportunities.
➤ Job involved managing a regional territory for one of the most prestigious organization which also was a platinum partner of Cisco and Lucent technologies. Solution selling, project management and customer relationship were the key responsibilities of the job.
➤ Job was a thorough training ground for learning core infrastructure technologies and building my technical abilities to understand it logically which strengthen my pre-selling capabilities.
➤ Technical / consultative selling leveraged me become a dominant salesmen which normally is unique which tends customer to depend on such skill and capability.
➤ Achieved reasonable name and credibility for myself in the organization and in customers view.
➤ Achieved all revenue targets from the 2nd year of my inception and complied to all policies and standards of the organization.
➤ Had 2 salary hikes in the tenure which was unique to middle east environment at that point in time.
➤ Put in everything i had having no stone unturned in terms of hard work, passion and aggression.
➤ Built strong relationship with the experts of the respective OEM’S.
➤ Built my inter-personal & presentational skills from the very often seminars and events conducted by the organization.
I was one of the top cricket player of the college and received awards and tropics.