مارتن روشان

• Strong sales management and operations experience, end to end
• Strong business process knowledge of verticals like BSFI, Oil & Gas, Telco.
• Always seeking out, identify, develop and close business opportunities
• Enhance customer relationships.
• Achieve sales targets, monthly, quarterly and annually.
• Manage sales pipeline to deliver accurate forecasting. Experience with using CRM.
• Manage and coordinate activities between Exceed and the customers.
• Create Sales Account plans which will identify, quantify, and recommend Sales action plans to address new business opportunities consistent with overall company strategy.
• Identify key customer requirements and coordinate workshops and follow-up.
• Produce and deliver formal business proposals and presentations in collaboration with solution leads.
• Take the lead of during bidding projects and contract negotiations.
• Tracking revenue and follow up invoicing and cash collection.
• To effectively develop and provide value to multiple CXO relationships (CFO, CIO, COO, possibility CEO) and VP LOB relationships.
• Scale through teams and can sell to multiple vertical solutions.
• Deliver effective governance to management on major deals
• Produce and maintain accurate organizational maps for accounts
• Serve as Exceed evangelist for customers

• To plan effective Go to market sales strategy for IT Infrastructure Solutions and services, Enterprise Business Applications and Business Intelligence.
• Responsible for managing both the revenue and cost elements (profit & loss (P&L),
• Manage support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.
• Develop and deliver persuasive Solution design, positioning and selling for large enterprises
• Identify & Manage key decision makers in assigned accounts, develop and maintain strong and effective strategic relationships with them.
• Pre/Post-sale relationship building and setting expectations with client stakeholders
• Lead kick off meetings and seek / monitor client commitments to specific tasks and the service
• Lead review calls and ensuring clients and our internal teams are adhering and completing key check-lists and tasks each week
• Provide quick responses to client questions and requests, problem solving, issue resolution and a continuous focus on quality of delivery
• Address all the relevant RFI / RFQ / Tenders in line with the products available in the Business Unit.
• Hands on Experience in managing small, mid and large-scale projects for Internal and client requirements.

• Responsible to minimize the sales cycle by responding to any product and or technical questions/issues that may arise during the selling process.
• Play a key role in the assessment of technical viability of new products, emerging technologies, platforms and services.
• Lead/initiate internal or client facing pre-sales meetings to understand the business/technical requirements.
• Maintain close contacts with Vendor’s PAM, product managers and marketing dept. to support marketing plans, demand generation, product awareness.
• Vendor Relationship Management including business plan & sales strategy development.
• Instrumental in taking the company to the highest level of partnership and maintain the same with Oracle, Microsoft, SAP, HP, VMware, Citrix and Red Hat.
• Maintain and monitor competition and market trends.
• Hands on Experience in managing small, mid and large-scale projects for Internal and client requirements.
• Identify and build new competencies within Principal Vendor’s Business and drive required trainings to achieve the same.
• Build and manage a healthy pipeline which will help grow internal and external partner business.

• Assess potential application of company products to meet customer needs and prepare detailed product specifications.
• Responsible for installations for pre-sales evaluation and support for Proof of Concept testing.
• Provide consultation to prospective users and assists customers in system sizing and architecture design.
• Design system policies and procedures that meet requirements to monitor the flow of information.

• Develop and deliver persuasive technical sales presentations and product demonstrations that communicate Tumbleweed's Enterprise product and technology direction and competitive advantages.
• Provide pre-sale technical marketing support for the development and implementation of customer applications dealing with complex operating systems. Provide technical support in sales presentations and product demonstrations.
• Answer to customer inquiries concerning system software and applications.
• Responsible for installation and maintenance of company products to ensure that the system is functioning according to specifications.
• Follow-up support in disseminating technical information on specific applications to service personnel, company sales representatives and customer.

• Develops product support plans on medium complexity product families.
• Represents services on product core teams and provides service requirements into product development stages/phases, e.g., Product warranty support and cost analysis, and Service Product Marketing content/collateral.
• Sets product service metric goals, monitors product support business performance and identifies what corrective action is required.
• Collaborates with regions/Worldwide (WW) regarding service and support planning, implementation and performance.
• Performing business analysis identifying improvements
• Leads activities within specific area of portfolio and/or geographic responsibility to achieve results within same organization.
• Was Responsible to handle escalated issues from L1-L2 engineers, Provide technical guidance and support to L1-L2 engineers.

Tele selling/tele marketing financial products, Preparing, creating and operating independent customer data base for operations, Developing & maintaining customer relationship management.

As an IT Solutions Exec I have worked as a member of the sales team to provide in-depth technical knowledge and support during the sales cycle, enabling end-user customers, channel and industry partners in the deployment of products.