RAGHUNATH SREEKUMAR

Responsible for driving Sales of Information Management & Governance Business for West Region
•Driving the entire sales process with customers on technologies like Data Privacy Solutions, Business Continuity solutions, Data Backup & Archival, Hybrid cloud Management solutions, IT Ops etc.
•Handle both Perpetual & SaaS Licence revenue models
•Upsell to existing customers & acquire new logos
•Manage relationship with Alliance & Channel Partners
•Align with Non conflicting OEM’s to work Jointly on opportunities to ensure a win-win situation
•Work Proactively to spec RFP’s to your favour

Driving the Sales for Hybrid Cloud (BU) for West Region
•Focus on new age solutions like HCI, Private & Hybrid Cloud Solutions, Virtualized Infrastructure, SD-WAN, SDS, Backup & Recovery, Security & Business Continuity solutions along with run rate Products like Servers, Storage & switches
•Driving the GTM with the Client management & Vertical Teams to ensure market penetration
•Meet the targeted Revenues for BU.
•Respond to RFPs’ & RFQ’s
•Managing OEM Relationship
•Identify the right OEM to partner in opportunities to ensure higher winning probability with better margins
•Work with Internal teams & OEM to arrive on the right solution for the customer within their Budgets

Handling the Platform & Storage (PLS) portfolio for South market( TN & Karnataka)
•Focus on Server, Storage, Back Up, Networking & Virtualization solutions
•Engage with Enterprise, PSU & Mid- Market customers for PLS Solutions
•Proactively work on & respond to RFP’S & RFQ’S
•Work Closely with Vertical & BAS teams to identify & address the PLS part in Large Bids & Application led deals.
•Engage with the right OEM early in the opportunity to increase the win probability
•Management of Vendor & OEM Relationship
•Management of relationship with Distributors
•Ensure the services numbers are also met

Managing the sales of Solution stack like Virtualization, Converged Infrastructure Solutions, Back up & Recovery & Cloud Solutions in Tamil Nadu & Karnataka
•Handling a team of Account Managers
•Management of relationship with Principal Vendors like IBM, DELL, EMC, VMware, Microsoft, Citrix, Cisco etc
•Management of relationship with Distributors
•Conducting Road shows for different solution stack in association with the principal vendors

Enterprise Application Services

Responsible for Sales ERP, HRMS & LMS on SaaS model in Tamil Nadu.
•Handling customers from different domains like Corporate, Education etc
•Lead a team of executives & drive numbers through them
•Appointment & Management of Affiliates & Channel Partners
•Conduct monthly visits to existing customers & ensure smooth functioning of solutions
•Ensure proper training for the team from time to time.
•Accompany the executive for presentations & Negotiation meetings & help close sales

Sales & Service of ERP & SI Solutions in Tamil Nadu
• Promotion of IVRS solutions to Corporate Customers in Chennai Region.
• To lead a team of Sales Managers & Implementation Engineers
• Plan & execute team strategies to meet set goals
• Increase market penetration by bringing in new institutions under fold
• Explore ways to increase business with existing customer line
• Training the new recruits
• Give product presentation to corporates & institutions
• Ensure healthy receivables status
• Ensure prompt services to the customers
• Constant interaction with development team to ensure highly customised product is delivered to the clients

Responsibilities:

•To lead a team of territory managers & sales executives/officers
•Plan & execute team strategy & tactics to meet set goals
•Manage the channel network & Distribution lines
•Create a high level of brand & product awareness
•Monitor & Maintain healthy stock flow within the various Tiers of distribution
•Monitor credit and collection status
•Collect, Collate & analyze market intelligence
•Ensure smooth functioning of C&F as per company norms
•Compliance to company policy & procedures through ethical practices
•To appoint distributors/ channel sales partners for each territory according to territory needs