Manager Marketing - Platforms Business
SAP - World's No.1 Enterprise Software Company
Total years of experience :21 years, 1 Months
Lead marketing for the HANA Technology Platform, S/4HANA, Analytics & Big Data, Database Solutions.
- Drive Demand Generation activities with a 4X net new pipe objective,
- Developer community build,
- User Community build - INDUS \[India SAP User Group Conclaves\]
- CIO audience engagement are essential parts of my KRA
Award winning marketer experienced in marketing leading IT brands
Winner of EMC Backbone Award 2014 for driving sales aligned marketing programs contributing to business growth
Winner of Gold award & 3 Silver Awards for delivering fresh innovative approach and strategic marketing programs in strong alignment with Sales team
Role Highlights
Drive a sales aligned data driven marketing approach for the Enterprise Segment
Strategically drive Enterprise Demand through Lead Gen activities, CIO relationship programs, EMC Forum, Executive Briefings (EBCs), Account Based Marketing, Installed Base Marketing
Drive specific business priority projects - Pune Geo expansion, ESD & BRS product line growth initiatives
Tracked and drove account engagement and customer relationship through focused customized activities for opportunity discovery and sales acceleration resulting in high business impact
Cross leverage alliance partners like Cisco, SAP, VMware, VCE and strategic partners like Netmagic to jointly address the market space.
Influenced pipeline of $33Mn in 2013
Results -
Over 50% growth in Pune in a dull year with currency depreciation
Over 100% growth in ESD (High-end storage division) sales
44% growth in BRS (Backup & Recovery division) sales
Led Red Hat’s India Marketing role involving Demand & Lead generation, Field Marketing, Partner marketing, Marketing Communications, Online Marketing, PR, Branding. Supervised team comprising of 1 contract employee, PR agency, Marketing agency, Telecalling outfit and Content creation agency. Developed and maintained strong relations with editorial fraternity, channel partners and open source community members
Role Highlights
Raised Red Hat’s market awareness & presence in India as an Open Source Leader by launching its first ever Ad campaign. It was complemented with a widespread PR program, 3-city roadshow and online marketing campaign
Managed Red Hat’s Global CEO's India visit twice, to phenomenal impact with customers, government officials & PR bang. Developed and executed a power-packed schedule comprising of breakfast round-tables, one-on-ones with key prospects, influencers and decision makers, media interviews, press conference, networking dinner
Achieved a record 30% of quarterly sales resulting from marketing campaigns, and boosted by outsourced telecalling efforts and end-customer focused micro-events. Leveraged marketing automation tools like Eloqua and salesforce automation tools like Salesforce.com to tag, monitor and showcase lead generation engine from creation to closure
Proved need for documenting local success stories and introduced spiff for sales team to gather an outstanding 40 customer case studies in 6 months. 26 of these case studies were launched as a Customer Case Study Dossier which was quoted as the single most effective sales tool
Revived Channel marketing by designing and implementing Channel partner program, partner sales manager spiffs, structured leads routing, partner spotlight, case study spotlight and co-sponsored events
Drew up and launched the framework for Red Hat’s first open source community event in India - JUDCon 2012. It was its largest community event globally, attracting over 800 paid delegates
Led Zycus’ Global Lead Generation, Branding & Communications Activities. Supervised a team of 5 including 2 highly experienced managerial resources.
Role Highlights
Consistently achieved 125+% of target for generating quality sales leads by focused online marketing campaigns consisting of Website optimization, Webcasts, Web Banner ads, Contextual advertising - Google ads, SEO and SEM. Leveraged tools like Google Analytics, Eloqua and SFDC.
As a first, recommended participation and organized Zycus’ entry in Great Places to Work Institute - Economic Times survey. Zycus was ranked among Top 50 companies to work in India in 2008
Planned and systemized the Integrated Brand Communications function to include all external and internal communication functions. Worked with website team, ad agency and HR teams to streamline brand exposure
Designed, Developed & Executed Communication campaigns that achieve business objectives. Clients included - Oracle Financials, Hexaware Technologies, Tech Mahindra, KPIT Cummins, Websense, Clearstone Ventures, Teradata among others. Joined as an Account Manager managing team of 4 only to be elevated within 6 months to Sr. Account Manager to lead a team of 5 seasoned Account Managers and indirectly handling a total team strength of 20.
Role Highlights
Managed India’s first $1bn IT outsourcing deal announcement by Tech Mahindra - a multi-decibel news flashed across the front pages of every Indian newspaper and covered by every TV news channel. Press conference followed by media interviews going late into the night
Conceptualised and executed Websense’s local launch PR campaign that was awarded as the Best PR campaign in APAC by Websense. Analysed and uncovered IT security trends across various Indian cities as the basis for the PR campaign
Achieved 0% staff attrition rate by working with and motivating every single associate thus improving overall team productivity and morale. Put in place highly efficient and stable teams that delivered on superior client satisfaction and realized high client retention of 90%
Progressed through a series of role enhancements and promotion to manage a myriad set of roles including Field & Partner Marketing, Corporate Marketing, PR, Investor Relations & Market Research.
Role Highlights
Raised D-Link to Top 5 MNC IT Brands in India for overall Brand Equity in PC Quest Users’ Choice survey by systematically increasing its visibility and brand image. Did away with inefficient PR agency to internalize the function resulting in a 500% increase in PR mileage and annual savings in excess of Rs. 1.2 million
Collaborated closely across functions to plan & execute marketing campaign comprising of print Ads, 20-city customer roadshow, Direct mailers, partner showcase and product workshop. The campaign tapped over 2000 key IT decision makers and resulted in sales pipeline of Rs. 800 million over the next 6 months.
Launched the Gigabyte and Foundry Networks brands in India in 2004 and 2005 respectively. Achieved high brand awareness for Gigabyte Technologies & Foundry Networks among channel partners & end-users through sustained PR, ATL and BTL activities. Gigabyte was propelled to No. 2 motherboard brand in India.