Mohammed Ali Warsi

SENIOR SALES MANAGER | CLOUD PLATFORM | LEAD ACCOUNT MANAGER-BAJAJ GROUP
“Oracle” has crossed the Chasm to become a number one Cloud Company in the World, moving its complete Solution offerings from On-Prem to Cloud. Ali is currently managing Oracle's Cloud Technology Platform portfolio for the Pune Territory, Bajaj Group being one of the biggest and focussed account.
Responsibilities
• To Achieve Quarterly and Annual Revenue quota assigned by the Company.
• To Maintain Forecasting Accuracy for the Quarter and monthly seasonality.
• Qualified Pipe Line Generation: To Develop Qualified pipeline at least 3.5X the annual budget.
• Opportunity Management: To generate new opportunity and manage it till successful closure.
• To Develop large deals in the territory with multiple solution stacks.
• Customer Relationship Management: To develop, through direct customer contact, an effective, ongoing business relationship with major clients in the Territory.
• Relationships with Partners/Consultants/Nodal Agencies/Subject Matter Experts: To Demonstrate Strong Relationships in the Territory with the given Influencers, thereby directly impacting Pipeline.
• Account Management: To map & probe various LoBs in an account and identify their business pain points.
• To develop & propose Innovative solutions and Use Cases at the same time keeping competitions at bay.
• Sales Process Acumen: To comply with the internal Sales and external (Customer’s) processes.
• To Articulate Oracle’s value proposition to customer through hands on workshops, demos, trials and PoCs.
• Evangelize Cloud Offerings Including PaaS, IaaS and Engineered Systems and to articulate it benefits.

Achievement
• Over Achieved leadership Target for FY 2020 within 1st two Quarters & became the “Accelerated Achiever” by selling the 1st EXACC Generation 2.0 Cloud Services Globally, the largest APAC Cloud Deal in terms of TCV.
• Over Achieved leadership Target for FY 2019 and exceed by meeting 125% of Quota.
• Awarded with “Unmatched Performers” for Cloud Platform Business FY 2019.
• Exceeded leadership Target for FY 2018 by meeting 217% of Quota.
• Closed a Strategic Million Dollar deal with FSI Customer - Bajaj Allianz.
• Retained and Expanded Cloud Customer footprint.
• Has fostered strong relationships between Oracle and Customer, as a result, Top Delegates: MD/C-Level Executives of Bajaj Group visited Oracle HQ in US to further strengthen the executive bond.

BRANCH MANAGER - NAGPUR / MADHYA PRADESH
“IBM” Celebrated Centennial Year in 2011, Ali was part of this 100 B USD giant, when IBM was driving “Smarter Plant” initiative. Worked as a Branch Manager for Nagpur Branch covering Vidarbha regions and later managed state of Madhya Pradesh which had two offices Bhopal & Indore Branch covering customers from across Industries & Sectors.
Responsibilities
• Customer Relationship Management: To develop, through direct customer contact, an effective, ongoing business relationship with major clients in one or more industry segments.
• Account & Territory Partner Management: To Map Account across C-Level Executives, Select and prioritize the high-growth account & high revenue opportunities, select territory distribution channels for solution Delivery.
• Sales Management & Pipeline Development: To identify opportunities, provide solutions to clients' business needs to improve their business and financial performance.
• Consultative Selling: To develop client value propositions that clearly identify financial and other business benefits and select the appropriate offerings that will meet client's business objectives.
• Business Development & Territory Marketing: To Identify and utilize all marketing resources.
• Revenue Generation: To generate revenue, plan & manage IBM revenue and profit & achieve growth targets.
• Collaboration: To Collaborate with Brands and Participate in or lead cross functional sales and marketing teams.
• Customer Satisfaction: Accountable for total customer satisfaction and market share.


Achievement
• Exceeded leadership Target and Quota for FY 2013/2012 /2011 /2010
• Given Highest Growth to Madhya Pradesh Territory in year 2012. Won some big deals on IBM Power Platform
• Highest number for SAP/ERP & CBS Application on IBM Infrastructure in my territory.

With a charter to develop New Geographies (Vidharbha & Chhattisgarh) for Microsoft World Wide Emerging Geography initiative and being one Microsoft face in these territories my key responsibilities were as follows:
Responsibilities
•Sales (Current Revenue): To build partner sales engine: recruit & develop partners; Plan & manage for opportunities from a partnership and own large & strategic opportunities in the assigned territory.
•Business Development (Future Revenue): To identify, recognize & drive future revenue opportunities through partnership activities; align partner needs with Microsoft capabilities build their capacity & competencies.
•Relationship Management: To understand partner business and needs; establish and manage framework (business plan) for mutual success; to educate the partner and deliver support for their needs.
•Cross Group Collaboration and Conflict resolution: Pipeline management with IS & RM, effective funnel management and minimize channel conflicts, to ensure territory coverage through management of IS & RM.
•To do Strategic planning for the territory for long term business development &short term sales opportunity.
•To drive core sales &marketing focus to achieve attainment of specific score card matrix & revenue goals.
•To develop joint partner business plans and partner solutions plan including joint sales goals, marketing activities, sales and technical readiness and customer campaigns.
•To Combat Competition &increase MS share by winning against them through effective solution selling.
•To conduct regular seminars and training sessions for customers and partners and their association.
Achievements
•Achieved 250 % growth year on year from my territory for fiscal year 2008.
•Achieved growth of 50% y-o-y for fiscal year 2009 despite of volatile macroeconomic environment.
•Won “Team to Win” contest, an internal recognition for doing PS business.
•Successfully established sub-distributors and channel partners across Tiers

Worked with HP’s Personal System Group (PSG) and managed Corporate Accounts for Commercial-PSG product line such as Desktops, Notebooks, Workstations and Client Virtualization Technology.
Responsibilities
•Revenue Generation: To achieve direct and indirect quota for the region.
•Business development: To do BD for PSG Commercial products across verticals in the region.
•Account Management: To do Account development and prospecting of Global, Direct and Indirect Accounts,
•Acquire new accounts and breaking into competition accounts.
•To ensure right mix of options and attach for each product range

Worked as a Microsoft OEM resource and managed “System Builder Channel” for Microsoft’s OEM Business.
Responsibilities & Achievements
•To do Business development and Revenue generation of Microsoft OEM Software products by identifying,
recruiting and engaging with channel partner and monitoring Sale through authorized national distributors.
•To drive schemes, assigning targets by judging potential and managing partner’s rebate and incentives.
•Achieved 150% of targets in May ’05 (within 2nd month of joining)
•Got vertical transfer from ‘Class C’ to ‘Class A’ city within 7 months.
•Surpassed budget for March 2006 by 400% and for May 2006 by 300%.
•Won a “Trip to Malaysia” for best performance across the country in H2 FY’06.
•Won a “Master Blaster” award for best performance in Q1 FY’07.

TPIL’ was the leading IT Distributor in Asia Pacific region for premium brands. My product line consisted of Microsoft, Adobe, Oracle, HP, APC, Canon, Samsung, Epson, Moser Baer and few others.
Responsibilities & Achievements
•Revenue Generation: through development of distribution network channels & sales.
•Logistics and Distribution: To do overall supervision of the distribution network and inventory control.
•Increased and controlled the distribution business of HP supplies from Rs. 0.9 Million to 1.8 Million per month.
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•THE ASSOCIATES

Selling Consumer Loans to retailers.