Associate Director
CEB
Total years of experience :21 years, 3 Months
Generating C-Suite leads through professional networking, digital marketing and demand generation.
Creating and executing GTM for CEB Leadership Councils
Clocked USD $1 Million in sales for 2013/14 financial year
Email marketing, social media marketing, demand generation by creating an effective pipeline of inbound leads
Pan India responsibility for new business development and growing existing key accounts
Agility in understanding evolving business terrains and effectively articulating the CEB value proposition to prospective clients
Leading senior executives into active membership status through a consultative sales approach.
Executing a transactional sales methodology with an average sales cycle of (3) months or less.
Closing deals with an average size of $25-30k on a consistent basis
Identify potential revenue generation issues and course correct ahead of the problem
Manage and Mentor Sales Executives/Account Managers regarding relationship-building and prospect/ member engagement skills
Gather market feedback from direct reports, analyze data and provide to Practice Leads for incorporation into practice research agendas
Creating presentations in Adobe Indesign / MS Powerpoint for effective pre-sales lead engineering
Key Account Management of large enterprise accounts for Data Services (leased line, MPLS, iMPLS, etc.) and Cloud Services (BAAS, PAAS, etc.)
Initiating and converting C-level interactions into business deals from Enterprise/ SME segments
Present forecasts, account plans, opportunity plans, and overall account strategies upward to company’s management and executive management
Writing business processes for end to end management of calls, leads, funnel, order closures and customer lifecycle management
Attain annual collection targets for business continuity from existing customer base through effective CRM mapping strategy
Manage and grow existing channel partner network for incremental business
Present forecasts, account plans, opportunity plans, and overall account strategies upward to company’s management and executive management
Writing business processes for end to end management of calls, leads, funnel, order closures and customer lifecycle management
Responsible for Product Marketing for various enterprise products like Internet Leased Lines, MPLS and Cloud Solutions.
Create and publish sales forecasts and periodic performance data on weekly/monthly/quarterly/yearly dashboards for top management
Plan, develop and launch marketing programs in association with Channel Partners and System/Network Integrators
Accountabilities:
Solely responsible to generate revenue from the B2B market in India
Expanding India business by acquiring new clients and growing existing accounts
P&L responsibility for India Accounts
Maintaining and presenting sales figures in weekly/monthly/quarterly/annual meetings, etc.
Maintaining the corporate website www.absolutdata.com
Initiation and execution of SEO/SEM techniques
Marketing and business development by pitching analytics (segmentation/conjoint analysis/market-mix modelling/sales & marketing effectiveness, etc.) as a service to leading companies in India
Business development by pitching IndiaSpeaks (www.indiaspeaks.net) to clients from FMCG/Telecom/Retail/Technology/Consumer Durables/Media/Entertainment, etc. verticals who aim to leverage the panel for online market research/direct marketing activities. This would include revenue responsibility along with targets for the unit.
Advising clients on how best to execute direct marketing activities using IndiaSpeaks.
Developing B2B alliances both for panel building/sharing as well as for partnerships
Consumer marketing by developing and implementing marketing strategies for reaching out to target consumers who would join the IndiaSpeaks panel.
Identifying opportunities for new products and services that would leverage the IndiaSpeaks panel; taking them through to conceptualizing, development and roll-out of the product/service.
Managing the Inside Sales team and training the team from various knowledge transfer perspectives
Accountabilities:
Preparing & presenting the corporate presentation to qualified prospects through online meetings (Citrix Go-to meeting / Webex).
Initiating and closing business deals for the organization.
Responsible for formally presenting sales figures in monthly meetings / annual AGMs, etc.
Tracking & monitoring sales figures on a weekly / monthly / quarterly basis with a team of 10 Executives.
Defining business strategies based on specific revenue demarcations of the target market.
Developing business proposals and contracts based on specific project types and scenarios.
Devising annual costing plan for clients on retainer based projects.
Coordinating with US / India based Account Managers & Project Managers for clear definition of project scope and smooth handover from sales to PMO office.
Generating original content for various sales FAQ documents to facilitate better qualification of sales prospects.
Mapping sales workflow documents in Visio, Gliffy, etc.
Highlights:
Facilitated the organisation for breaking into large accounts such as IBM, Cisco, Citrix, Seagate, Oracle, Sybase, Roche, etc.
Formulated innovative ‘Pay for performance’ SEO and Webinar lead generation programs along with the Marketing team.
Accredited for re-vamping the Inside Sales team with effective training and hiring strategy.
Successfully converted:
Various large business deals with a notable example being annual contracts with CSC US, IBM US, etc.
One-off project based clients to an annual retainer based model.
Demonstrated skills in:
Developing key clients Cisco, Halliburton, Moneygram, Pega Systems, etc.
Re-structuring the BD team and setup new ‘Performance Based’ incentive plan.
Formalizing a comprehensive sales FAQ for inside sales team.
Got number of management appreciation mails for inside sales efforts.
Consistently achieved assigned revenue target of INR 50 lakh every quarter.
Accountabilities:
Leading a team of 8 Sales Executives and conducting market research during initial plan formulation phase for clear definition of target market.
Delivering the Adas Corporate Presentation to business prospects and closing sales deals.
Preparing corporate profiles for different domains like Software Development, Web Development, Outsourcing and Search Engine Optimisation (SEO).
Reproduction bidding and procuring projects through online and business contacts in off-shore and domestic locations.
Interacting with potential investors & making detailed business plans & business information reports (BIR).
Coordinating with the operations team to clearly define performance CTQ’s and objectives for the pilot and obtaining a sign off for the same from the client.
Working with the technology team to ensure that all web development phases are completed in the designated timelines.
Devising Search Engine Optimization (SEO) plans and suggesting right keyword content in website for faster response.
Highlights:
Recognized for re-creating and implementing consistent brand guidelines for Adas Technologies.
Effectively established Project Management Office in the organisation.
Actively involved in setting up inside Sales team (Hiring, Training, Defining KRAs, Quality Control, Feedback, etc.).
Successfully prepared comprehensive business plan to attract potential investors.
Demonstrated excellence in pulling investment and setup repayment plan.
Trained and transitioned online sales projects projects for Symantec Online Store and Seagate Data Recovery Services
Hiring, training and transition management of 400+ FTEs in Bangalore location
Worked on off-shore onsite assignments in Seagate Recovery Labs (formerly Actionfront Recovery Services) in Toronto, Canada
Accountabilities:
Functioning as a Trainer for transition queue agents and as an alongside Team Leader to improve performance of the team.
Taking supervisor calls for complicated customer queries and technical escalations.
Establishing performance metrics for agent evaluation system to gauge agent performance.
Highlights:
Accredited to be a part of Premier Early Life Support (ELS) queue from a team of 40 Technical Support Experts.
Worked as part of the Customer Service Team for Sallie Mae project
Handle supervisor calls for complicated customer queries and technical escalations.
Passed Post Graduate Diploma in International Business with a GPA of 3.75 with subjects including Marketing, Logistics, Economics
Graduated with Maths, Computer Science and Electronics