Enterprise Sales Manager
Reliance Jio Infocomm
Total years of experience :16 years, 6 Months
Responsible for providing telecom services to global corporations in India through a multi-function team of talented professionals across the State.
1. Drive the strategy and alignment of high touch and low touch customer success across businesses
2. Ensure customer success and transformational impact through adoption of innovative offers combined with market leading cloud solutions that accelerate business value for our customers
3. Deliver business impact and innovation to a customer’s business by understanding our customers’ key business issues and opportunities
4. Delighting them with our user experience and service. Collect feedback to improve on services
5. Build and nurture C-level relationships across accounts to solidify our partnership and commitment to the customer while penetrating the account deeper
6. Create a consistent and valued customer experience developing and scaling repeatable methodologies and proven best practices
7. Work closely with the Sales organizations to develop and execute growth plans and strategies to drive License Agreements and customer success This will also require territory and portfolio planning alignment with Sales.
8. Overachieve operational metrics in the CSG scorecard inclusive of attrition and customer adoption
9. Leverage existing and past relationships to network appropriately
10. Grow and Manage a strong team for the region with a focus on making every customer in region as successful as possible, resulting in continued loyalty to Salesforce
11. Mentor and coach team members, hire and develop key talent, and manage performance
12. Ability to evaluate and develop the existing teams and reshape it as necessary while mentoring and inspiring the team
13. Ensure any red accounts are resolved quickly, leveraging resources from across the company as needed
14. Required to be Highly collaborative and excels in highly matrixed environment
1. Position the team to grow successfully beyond its current targets, increasing the revenue of the team year on year.
2. Operating in a high-growth environment, this will likely be achieved by defining a clear and compelling plan.
3. Effective prioritization. Translating business objectives into specific goals for the given area. Identifying new opportunities in industry verticals and driving expansion into them
Utilizing internal and external C-level resources to build a compelling, consistent vision for our customers
4. Cross-functional engagement with Sales, Sales Engineering, Partner Alliances, Services & Employee Success.
5. Defining a clear and compelling annual plan, driving a culture of strong execution, orientation towards developing new customer accounts, expanding existing ones and ensuring high retention rates on existing accounts.
6. Managing the AE's to help drive and close both strategic/complex deals as well as regular run rate smaller deals.
7. Development of the team, including recruiting, hiring and training new account executives on the sales process.
8. Driving operational rigor: Overseeing the full cycle of sales: from developing sales campaigns, demand generation.
9. Weekly, monthly, quarterly forecast meetings, business reviews, monitoring of the sales activity of the team, and tracking of results.
Managing the Delivery of SD-WAN and telecom sales project for GBI in APAC region
• Defining the GTM strategies for the Country with respect to the local laws
• Engaging in C-Level discussion to understand the Vision and Mission
• Engaging in Sponsorship discussion to identify technology projects
• Preparing Branding and Marketing Strategies for the region
• Preparing the deliverable process for the Region to deliver the project
• Building and Managing the Partner Network for the region
-Handling a team of 4 Strategic Engagement Managers to achieve the desired Business Goals across West Region.
-Managing Practice Sales for Networking, Security, ITO & EMS Solutions & Services.
-Leading the team towards better Account Management and Customer Satisfaction.
-Managing the relation with multiple O.E.M.s to get the better commercials and supports for team.
-Motivate team, keeping the team updated on the latest technologies & moving towards the goal.
-Aligning the different verticals to get the best support for the team and customers.
Aligning and leading the C-level meetings
Preparing ADP for long term Business Planning
Attaining results in terms of New Business and Revenue Growth
Work through indirect teams to attain the results
Business Development for MPLS, NPLC, IPLC, ATM, IoT, Cloud and UC solutions
Client Managed: Standard Chartered Bank, Deutsche Bank, Morgan Stanley, Siemens, Cognizant Technology, Velti (mGage ), Caterpillar and Shell
Responsible for Market Research
Go to Market strategy Document preparation
Price evaluation of the Product/ Solution
Managing Large accounts for new and existing business
Revenue assurance and growth
Sales Strategy and Execution of Sales
Market penetration strategy for the Product/ Solution, Business Development
Industry taken care: Finance, Real Estate, Healthcare and Mobility
Designation: Assistant manager (BRM - Top Corporate) Enterprise Business
• Responsible for Revenue Management and New Business Acquisition from the named accounts
• Responsible for consulting the accounts for present and future business needs
• Responsible for Cloud Services ( SaaS, IAS, MES), DATA Center Services.
• Responsible for the Market Research for the upcoming market segment
• Responsible for named accounts
• Responsible for consulting the accounts for present and future business needs
• Looking after server, security & storage products
• Products CISCO, SUN, IBM, Symantec etc.
• Responsible for corporate Relation in HCL
• Responsible for handling Microsoft Software sales for HCL; as HCL is LAR of Microsoft products
• Handling sales of ERP products (SAP, Campus Dimensions, Oracle and CRM Dynamics)
• Handling BPOS and SAAS for Microsoft in HCL Info systems Limited
• Responsible for handling network security like UTms Sonic wall
• Responsible for recruiting OJTs for different projects
• Responsible for the product training for the new joiners
• Responsible for consulting the new joiners for their performance improvement
• Responsible for marketing and branding of the organization in different territories
• Responsible for Flyover & Bridge Design sales. Consulting for Bar Binding schedules
• Charged with developing business through spin to meet the given targets
• Authorized to consulting existing customers for areas of improvement, business growth
• Responsible for the joining of new engineers for the upcoming projects
• Marketing and manpower deployment
It was a 2 Year residential program from one of the premier institute IIITM - Gwalior. (Above selection not having Gwalior as city) Institute is part of the Indian Institute family of India one of the Autonomous Deemed University. The major has been done in Sales and Marketing. Completed the course with 7.44 CGPA