Sales Head
Smartapp
Total years of experience :19 years, 1 Months
• Supporting the strategic and corporate planning process by undertaking an environmental scan, competitive and comparative analyses for IOTAP (Middle East)
• Performing analysis related to business strategies, involving internal analysis, market analysis, opportunity identification & assessment, revenue forecasting & budgeting.
• Researched, identified new opportunities and generated successful sales leads for Microsoft Dynamics CRM, SharePoint, Office 365, Windows Azure and Amazon Web Services.
• Responsible for sales of different Microsoft and AWS solution.
• Leading and participating in, project teams. As a project lead, setting clear objectives with the team members and ensure team members are well informed across IOTAP.
• Interacting with the key decision makers, CXO’s, top management of various organizations across various industries, understanding their key business challenges and requirements and proposing the befitting solution for the same.
• Customer Account management & driving business development with a positive impact and visibility at the customer end, through regular interaction and proactive communication.
• Understanding technology partner (Microsoft) annual plans and other necessary information (based on industry issues and associated client needs) to develop communication and marketing strategies.
• Negotiated price and contract terms and prepared sales contracts.
• Responding to RFIs and RFPs understanding differentiators and compelling proposition for the client, collaboration with delivery team for technical solution and presenting the solution in the most effective way in the proposal.
• Develop and manage all business development related budgeting and plans, Develop and manage quarterly/annual company sales initiatives.
• Develop effective campaigns to contact top decision makers and develop effective business relationships.
• Develop a result oriented social media strategy to encompass the website, branding desired by top management at IOTAP.
• Identifying top line and bottom line growth opportunities based on strategic importance of partnerships and client vendor association.
• Supporting marketing intelligence on brochures and website content to develop a strong unified marketing message.
• Recommended and enforced suggestions and ideas to refine service offerings for specific market segment.
• Conceptualizing occasional reports & blogs to create market awareness and establish credibility in the Research and Analysis sectors.
• Providing functional supervision for business delivery teams to include assigning/ reviewing work, recommending alternate information sources and provide consultation regarding scope of project and deliverables.
Worked as Regional Manager- North/East and India Subcontinents(APAC Team) for Infor, India.
• Working with Financial Solution Group-Dealing with SunSystems(Service Industry ERP) and its extended solutions
• Developing channel business and generating revenue through partners
• Strategize, evaluate, define and negotiate new partnership opportunities for Infor and find new go-to-market.
• Work with the strategic partners on the Depth and the Breadth plan for the addressable market along with the marketing team to ensure the long-term impact on the addressable market.
• Drive and own the entire named and non-named business for the region along with the team.
• Manage the high-tough accounts on own to ensure the due attention and visibility.
Currently working as Regional Manager- North/East and India Subcontinents for Infor Global Solutions
• Working with Financial Solution Group-Dealing with SunSystems (Service Industry ERP) and its extended solutions
• Developing channel business and generating revenue through partners
• Prospecting & Planning, Profiling, Proposing & Closing, Validating Value, Building a Business Case and ensuring annuity business with post sales satisfaction.
• To achieve the sales / revenue target contribution directly to top line and bottom line of the company through acquisition of new clients and up selling to existing clients.
• To forecast and proactively adapt to the dynamic market conditions, competition and other factors influencing sales and provide timely feedback of the same
Worked as International Sales Manager with Newgen Software Technologies (October 2010 till December 2011) - Handled Middle East &Eastern Europe Areas (EMEA)
Job Profile:
• Ensuring revenue growth for the territory (Turkey, CIS Countries, Saudi, Oman & UAE)
• Build up business by targeting Banking, Financial services, Manufacturing, Airline, Telecom and other verticals.
• Develop Business strategy for the geographical and vertical market that the target organization operates in.
• Prospecting & Planning, Profiling, Proposing & Closing, Validating Value, Building a Business Case and ensuring annuity business with post sales satisfaction.
• Working along with Team of Hunters/Farmers, Business associates and managing partners to drive for more market share
• Initiated and drove various SI / Solution Vendors partnerships.
• Drive alliance agreements with large strategic partners (HP, SAP) for technology.
• Engaged in creating space for large 'multi-year' 'multi-million' engagements with BFSI vertical for services in ECM & BPM implementations.
• Ensuring additional and assured business from key accounts across the regional banks.
• Grow total license and maintenance revenue from new and existing customers within the assigned region
• To meet the C level executives and map the account. Ensuring the account is secured enough to be converted to a reference customer
• To have the leads generated from the team and then provide solutions according to their needs
• Making presentations to the management of the prospective clients
• To achieve the sales / revenue target contribution directly to top line and bottom line of the company through acquisition of new clients and up selling to existing clients.
• Implement Sales strategies and goals within the team, ensuring alignment with local Sales goals and objective through preparation of pipeline, MIS and order forecasts with periodic status.
Infoline LLC, Bahwan Group Company (In Muscat, Oman) -Sr. Manager - Business Development -IT (ERP/CRM) /ITES (November 2007-October 2010)
Job Profile:
• Understanding and coordinating client needs / enhancements, customization of product accordingly and consult with technical team to provide solutions as per the delivery schedules.
• Conducting extensive market research to analyse and assess market potential, tracking competitor activities for providing valuable inputs to fine-tune selling & marketing strategies.
• Exposure to sales of Software Products from vendors like Microsoft Dynamics, Oracle, SAP, and hence has the necessary experience of software solution selling.
• Business Development: responsible for driving revenues from the assigned account scope across the entire opportunity management cycle.
• Pre-sales support for new business development work closely with the top management and the sales team to build a market penetration strategy in the prospect base for the business unit.
• Involved in all phases of customer interaction including bids and proposals, installation (hardware & application software), system study & design & after sales support. Also responsible for BPO business in the region.
• Acting as an interface between the Client and the in-house technical team to analyse, prepare and offer the best Outsourcing solution for the customer.
• Actively involved in identifying the grey areas and suggesting a complete solution for outsourcing accordingly. Developing an outsourced model for clients to enhance and close business opportunities. Prepare and make presentations to the client to showcase the benefits of an outsourced model.
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Verticals: Across All Verticals / Banking, Public Sector, Manufacturing, Retail, Auto
Geography: India / Middle East
KLG Systel Ltd -- Sr. Manager -Business Development SAP
(June 2006-October 2007)
Job Profile
• Deploying suitable market research and survey tools to gauge region wise market trends and competitor activities, consumer behaviour etc., to gain competitive edge.
• Establishing annual/monthly targets based on analysis of market potential through actual data
• A techno-commercial profile with core responsibilities of Business Head, Product Management, Business Development, Client Initiation & Account Management.
• Managing Business Development activities, Market Identification, Lead Generation, Initiating contacts, Visit, Presentations & Meetings.
• Pre-selling activities, interacting with clients, presenting functional demonstration of the solution & acquainting them with technical flow.
• Handling the initial requirement analysis phase & technical discussion, submitting a techno-commercial proposal.
• Exploring new business potential markets, planning price strategy & target plans.
• Identifying Key Clients, Corporate, SME Accounts and making Presentation to Corporate Client for securing the order
• Managing the team in achieving targets.
• Interface with Clients for suggesting the most viable product, solution range and cultivate relationship with them to secure referral Business and repeat Business.
• Rendering technical assistance, pursuing them the Total Solutions to Clients and negotiate for Orders.
• Providing the client with presentation and write-ups on our product and service offerings. Visiting existing and upcoming accounts to develop the market
Saigun Technologies (SEI CMM Level 3) as Sales- Manager
(April 2004-June 2006)
Job profile:
- Job involved meeting prospects, understanding needs, identifying Business/technical issues & conceptualizing IT solutions to address these issues.
- Developing deal making process and preparing techno-commercial proposals with various cost options.
- Pre-selling activities, interacting with clients, presenting functional demonstration of the solution & acquainting them with technical flow.
- -Handling the initial requirement analysis phase & technical discussion, submitting a techno-commercial proposal.
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To follow up Technical Team of the Company for complete installation of Software, after sales Service/support to the satisfaction of the clients.
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Handling a team of Sales Executives--Making Business Plan on quarterly and yearly basis for them.
Ideas Design Solutions Pvt. Ltd. (Aug 2002- April 2004) as Sales- Manager
The company is an authorized distributor for Ideas Design Solution provides end-to-end customer support, from software training to concept building and best practices implementation, helping customers achieve the desired results within a minimum timeframe. The company also offers CAM, Reverse engineering, Tool Development and high end structural/sheet metal/forging analysis software and CNC machines, providing a complete solution to the manufacturing industry.
Web plains Information Systems Pvt Ltd (Nov 2001-Aug 2002) as Marketing Executive -Sales and Marketing
Job profile:
• Sales of ranges of Software Products like ERP Packages, Recruitment management solutions.
• Responsible for generation of new clients and serving existing clients. Perusing clients for up gradation of current IT infrastructure/solutions.
Computer Skills
Operating System: Windows, Basics of Linux.
Programming Tools: C, C++, Core Java, Visual Age for
Java - Enterprise edition..
Backend Tools: Oracle 8 (PL/SQL)
Networking: TCP/IP, Socket
Programming using C on Linux platform.
Web Technologies: HTML, Java Script, VB Script, ASP
1997 - 2001 - B.E in Electronics & Telecommunications Amaravati University, Maharashtra
1994 - 1996 62% Intermediate D.E.M.S, Orissa (CBSE Board)
1993 - 1994 73% SSLC D.E.M.S, Orissa (CBSE Board)