Senior Sales Manager
Prologic First Software LLC
Total years of experience :20 years, 8 Months
ERP application services and collaboration solution sales. Responsible for new business acquisitions in the area of Oil & Gas & hospitality domain and its application, cloud based collaboration solutions also comprising of Web based & business intelligence (BI) application services. Positioning integrated solutions with artificial intelligence (AI) & Mobile applications. Identified & targeted upcoming hospitality business in Middle East & proposed effective solutions to yield business goal. Appointed right channel partners & driven sales for the region. Responsible for managing Partner enrolment and revenue flow via channel network. Periodic review on sales plan, funnel build plan, account mapping & closures. Defining strategies, roadmaps and designing effective on premise & cloud solutions for the B2B segment. Travelled extensively to Middle East to explore new business opportunities.
Drive revenue through direct sales to achieve assigned revenue quota. Provide accurate forecasting, tracking sales pipe and reporting. Develop a strategy, business plans with our key accounts and grow them into annuity business. Review competition and determine strengths and weaknesses to effectively communicate our differentiators and value.
Accountable for developing share of wallet for Middle East region. Identified upcoming business and followed up closely to convert leads in to multi million business deal. Build contacts with consultants, contractors, sub-contractors, operators and system integrators to explore the potential business from the market. Mapping new region & explored possible business opportunities. Frequently attended trade exhibitions & business events like Arab Health, HITECH, GITEX, INTERSEC, ATM, HNME, HOTEL SHOW & many more to explore corporate contacts within the region. Travelled extensively within the region in order to penetrate business.
Business development in the area of Communication infrastructure, Cloud based contact centre application services and Unified communications. Manage, retain and to grow revenue by 28% annually by building strategies for new business acquisition, cross selling & up selling based on the customer segmentation. Subject matter expert inputs for designing solution to the customers. Identifying business opportunity, product positioning, building strong funnel and contract negotiations. Sales & revenue growth planning for large accounts. Engage cross functional teams for new product penetration and optimization of the infrastructure to increase profitability.
Product Portfolio : Data Services(L1 L2 & L3) - Global & Domestic MPLS/VPN, VPLS WDVPN, IPLC, LL - MEN & TDM, Internet - Dedicated & Shared, Video Conferencing, Web Conferences, 3G SIM Based Solutions. Converged Voice & Data - Voice Products - Voice Minutes, PRI, Audio Conferencing Solutions, Toll Free Services - International & Reverse Toll free. Tier 3 ISO 27001 Certified Data Center Solutions - IDC Colo, Managed Services, Network Security Solutions, Remote IT Infrastructure Management. Mailing Solutions - Hosted Microsoft Exchange on SaaS Model. IT Hardware
LOB : Enterprise Business (B2B
• Significantly contributed in team handling role with Unified Communications Division for Karnataka state.
• Identifying Up country market with respect to business expansion. Tie Ups & working closely with Channel Partner / Contact Center Partners / Alliance Partners / System Integrators to generate and acquire new business.
• Service portfolio includes VOIP -Internet Telephony Services, Hosted Microsoft Exchange and Cloud Computing.
• Actively participated in Microsoft Tech Ed 2011 India and was instrumental in making Net4 India’s presence a success in Cloud Services.
• Devised Sales Strategy for offering Cloud Services within Karnataka.
• Played a major role in growing identified accounts for new business acquisitions.
• Managed key business accounts for Net4 in Karnataka.
• Channel Management - Channel partner acquisition and channel sales management.
• Managing the entire spectrum of marketing activities for ensuring optimum product penetration.
• Elevated from the role of Sales Manager to the role of Senior Sales Manager by increased turnover of branch to 210%
• Handled team of sales officers heading South India. Monitoring sales and building new strategies to reach maximum market share.
• Preparing Corporate Proposals and Presentations to IT Retail Supply Chain, Phone channel & enterprise partner (B2B) about the product & promote Palmtops and HP I-PAQ pda by demonstrating it “live“ to prospects & close the sales.
• Coordinating with Development Team for development of Software as per client’s requirement. Implementing the best marketing strategies to promote and create product awareness through advertisements, events & other marketing promotional activities.
• Educating the user to configure an e mail account in the handset like IBM Domino Server, Lotus Notes & Microsoft Exchange Server (without activating Blackberry service) using only Mobile Office. Demonstrating new concept which includes solutions like VoIP where user can call to any international number using VoIP account connecting WIFI.
• Convince the contact to purchase the device & handle all technical &non-technical objections. Meeting corporate heads & chain of retail outlets for business tie ups. Participating in various promotional campaigns conducted by Hp.
• Traveling places to motivate my team and also to provide MIS & Market Research feedback to help HP fine tune it’s marketing & sales strategy.
• Rewarded for over achieving 150% of individual order booking target of Hp IPAQ devices.
• Rewarded & recognized as the best team for achieving the sales target.
• Aggressively involved in making door to door sale & Lead generation.
• Lead generation involved Cold calling, Tele calling, Database, Reference, Promotional Campaigns & Building contacts.
• Live product demonstration to the prospects - which includes both product & concept selling, handling objections, negotiation & closing sales.
• I was also responsible for maintaining sales reports, daily activity reports, meeting corporate clients & handling customer issues/ objections.
• Actively participated in the road shows, promotional campaigns & other marketing activities of Eureka Forbes Limited.
• I was rewarded the best performer in my team for having achieved it.