Account Manager
PositiveEdge Solutions
Total years of experience :12 years, 10 Months
Account Manager - Middle East
• Identify potential business deals through research of industry and related events, potential partners, publications, and announcements to detect trendsetting ideas
• Sell Software Implementation/Support Services for Microsoft Technologies with a primary focus on CRM/ERP/O365/Azure
• Carry out market analysis to identify niche segments in the markets where Microsoft Products and Positive Edge Solutions’ services offerings can be sold
• Grow and retain existing accounts by recommending implementation strategies to clients, strategies which would help them derive more value from their solutions
• Close new business deals by coordinating requirements and managing a multicultural team sitting in different countries
• Develop and negotiate contracts; integrate contract requirements with business operations
• Supervise Tele-sales team in India to ensure that an alternate source for leads is maintained
• Drive Cloud business and acquire new SaaS customers for Dynamics CRM and Office 365
• Drive regional marketing strategy; successfully made recommendations to the board to increase the gamut of Microsoft Services offered by us
Significant Highlights:
Achieved over 80% against annual target for 2015
Current Achievement for 2016 is 40% against annual target
Generated a pipeline of over 4 million dollars for Microsoft Dynamics CRM/Office365/Azure/GP
Acquired several new SaaS customers for the company, thereby kick starting the cloud practice for UAE
Entered two new market segments - Acquired customers in the healthcare industry and the professional services industry
Responsible for Acquiring the biggest customer for the UAE market
Manager Channel Sales - Middle East
Manage existing strategic channel partnerships in UAE, Oman, Qatar & Kuwait and generate business through them
Hand hold channel partners in the entire sales lifecycle until they are capable of selling on their own
Negotiate final commercials with customers and partners to ensure that both 3i Infotech and Partners
Create a partner network capable to sell all of 3i Infotech’s products in the market and an ecosystem of partners in the market so as to get a larger market share for 3i Infotech
Acquire new partners across Middle East, get their business plans prepared and have them signed off as Partners
Create process guidelines for the channel partner program
Manage strategic vendor alliances and leverage them for further revenue growth
Significant Highlights:
Achieved a license revenue of 265, 000 USD against a H1 2014 target of 300, 000 USD with cash collection over 80%
Generated a pipeline of USD 1, 150, 000 (license revenue) through channel partners
Created a Training Program for all partners, new and old, in conjunction with various stakeholders in the company
Enabled Channel Partners to sell independently
Assistant Manager - Marketing Services Jan’10 - Feb’ 11
Manager - Marketing Services Feb’11 - Mar’12
Key account manager with primary responsibility to sustain and enhance client base
Created experiential Marketing Solutions after understanding the client’s brand identity, the brief at hand and came up with creative solutions
Developed a sound and practical understanding of key brand management and brand communication concepts through real world application
Ensured a steady stream of business from assigned accounts by developing a network within each of the accounts
Negotiated commercials with marketing managers, finance managers and other members of the senior management to ensure acceptable profitable levels
Managed BTL campaigns for various client projects and event publicity
Designed communication and collaterals for several events, activations and exhibitions
Significant Highlights:
Provided end-to-end assistance for numerous events and campaigns for Hero Honda 25 years celebration and dealers conventions for which the agency won EEMA Gold and WOW awards in various event categories
Worked on the project to take the brand Hero Moto Corp. abroad (for the first time) and make an impact at the Sao Paulo Motor Show
Worked on the BTL aspect of the Hero Moto Corp. rebranding campaign, through various internal events, press conferences, exhibitions etc
Got the agency empaneled at the Ministry of Food Processing Industries, the first ever government client for our agency
Managed the first ever High profile customer meet for Jindal steel at their plant location at Jindalgarh
Planned and Managed the launch event for Lanco’s new brand identity
Converted leads into billing of INR 8 Million, where gross profit achieved was approximately INR 3 Million on various projects functioning as a project manager
Clients Handled: Hero MotoCorp., Volkswagen, Jindal Steel & Power Limited, Ministry of Food Processing Industries (The Ministry of the Indian Government that governs policies pertaining to the food processing industries in India), Becton Dickinson
Managed events in over 20 cities in India, UAE, Brazil, UK & Indonesia
Apr, 2012- Mar, 2013 Global Masters in Business Administration Major: Contemporary Marketing Management S P Jain School of Global Management Action Learning Program: Prepare a Marketing strategy for the launch of a Mobile TV Application by Hungama Mobile in partnership with Etisalat in Dubai: Elements covered include market segmentation, product portfolio offering, pricing and launch strategy formulation Applied Research Project: Impact of current trends on consumption pattern in the Soft Beverage Industry and recommendations to PepsiCo., Singapore Dubai Singapore
July 2003 - April 2006 Bachelor of Hospitality & Hotel Administration Institute of Hotel Management, Mumbai India
