Business Development Director
Reliance Communications
مجموع سنوات الخبرة :4 years, 6 أشهر
Revenue Growth in Data (MPLS VPN, Managed Services, SD-WAN / LAN, VSAT) / Security / Data Center / Cloud / Storage
As a Sales Hunter, was responsible for sales development and new customer acquisition. Accountable for top line of US $50Mn target attainment & ensured measures are in place to overachieve the target. Identifying prospects, establishing relationships, understanding their business challenges and requirements, discussing cost benefit analysis, securing new contracts and driving customer acquisition across APAC region. Thro BD activities, created New Opportunities, led Sales process (prospect qualification to contract signature). In co-ordination with Pre-sales team, made presentations, demos and addressed RFI / RFP response submissions. Provided accurate sales forecasting. Increased pipeline on both Named & Unnamed business verticals across region. Targeted existing customers for Up-selling & Cross-selling. Driven transformational programs for Revenue growth. Experience of navigating through complex organizations & positioning to key decision makers including at ‘C’ level. Consistently maintained an exact picture on prospect and opportunity interactions into Sales Force Automation. Led GTM strategy for new products and ensured best customer experience in the Enterprise & SME segment. Managed Commercials and Legal negotiations, Contract closure, Service Level Agreements (SLA) and hand over. Along with direct Sales, managed Channel & Alliance partners, developed new Partners & defined partnership KPIs. Successful Partners engagements with Cisco, Fortinet, Polycom, Riverbed, Brocade, Array, IBM & SI’s (Wipro & TCS). Planned & executed Industry events (Road shows & Seminars)
Significant Achievements:
# Overachieved Sales Quota by 119% during 2008-09 period - Promoted to Business Development Head (Data)
# Innovative Solutions contributed to 40% & New Logos contributed 35% of annual Revenue quota achievement
# Overachieved MPLS-VPN / Managed Services product annual revenue targets by 20% (Y-O-Y).
# Managed Services Solution (MPLS-VPN & Firewall) -Won US$1Mn deal from Manapuram Finance Ltd. in 2011
# Managed Security Solutions (Firewall) in tie-up with Fortinet - Multiyear deals from Private Universities in APAC
# Large IPLC / ILL deals valued@ US$1 Million from BPO (Sutherland Tech / RR Donnelly & Allsec Tech in 2010
# Innovative Solutions (MPLS+VC) in tie up with Polycom - Multi Conferencing & Desktop VC - Hinduja Group
# Data Center (BOOT) deal valued at US $1.5M+ from SI Bank - 1st DC Build Deal for RCom, APAC Region in 2009
Focus area of study - Marketing