Sr. Manager
Sify Technologies Limited
Total years of experience :22 years, 11 Months
Forge relationships with Enterprise and Mid Market customers, consult and map potential account for multi-BU opportunities in existing and new Enterprise and Mid-market logos directly and through Channel Partners. Pitch Cloud@core with focus towards managed services, telecom centric and cloud centric services. Ensure periodic short term and long term results that allow customers lowering It cost and increased business efficiencies. In line to business needs, constructed and implemented plans and strategies for long term and short term results.
Responsibilities and Duties
•Responsible to Channel Partner model growth and sales in West.
• Up-sell and Cross-sell in existing logos & new logos
Solution exposure in ICT and Cloud solutions like - Amazon Cloud, Azure Cloud, Data-center, Cloud (Public, Private, Hybrid), SAP on-prem, SAP S4 HAHA, Managed WiFi, SDWAN, WAN Transformation, Managed Services on Network, Data-center and Security portfolios, Online examinations, CDN, Traditional Telecom solutions- MPLS, P2P, ILL, GVPN, IPLC, IOT Services, Security solutions like DDoS Protection, IPS, Digital Signature, DC Transformation, Collaborative services, Audio and Video Conferencing, Toll Free services, Bandwidth Management, Application Optimization solutions, Link Aggregators, etc
My key responsibility was to manage Channel Partners and team comprising of Sales, Lead generation and Collections team members. Was responsible for Channel Partner's ROI and business growth, preventing revenue churn, up-sell and cross-sell opportunities from New logos and Existing customers.
Responsibility matrix included:
- Percolate and improve Managed Services Revenue
- Existing customers cross-sell and up-sell
- Sales of Managed service portfolio like
- Cloud / IDC Services - Managed Hosting, Collocation, Virtual Private Servers (VPS)
- Content Delivery Network (CDN),
- Telecom services - ILL, P2P, MPLS, GVPN,
- Location based Services(LBS) - Vehicle Tracking, Workforce Tracking, Messaging as a Service,
- Managed Security Services,
- Voice Portfolio - Toll Free, Single Number Solution, Call Registry (Missed-call) Service, Audio Conferencing Solutions,
- IOT Solutions,
Responsibility for growth of Channel Partner community by 150%
to boost sales growth strategies.
Key Deliverables included-
- Responsible to grow Business Partner community in Pune, Rest of Maharashtra & Goa
- Profiling, short listing and appointment of BP
- Target setting for the financial year for existing and new BP
- Resource planning and increasing Feet-on-street(FoS) reach
- Align Tata Communication Sales Manager with BP
- Funnel generation with Partner FoS
- Maintaining 3X funnel based on monthly Targets for each BP
- Enforcing hygiene parameters defined for BP community
- Systematic Periodical reviews on funnel with BP and FoS
- Conducting Market Promotions Seminars, Road shows, Lead generation
- Revenue, commission and fund allocation for BP as per need
- Strategic decision making with BP for market penetration
- Deriving RoI and keeping BP abreast on his performance
- Suggesting, implementing further improvement parameters for BP
- Adding Tier 2 channel partners under BP fold
- Monitoring the RoI of each Partners business and making amendments.
Responsible to kick-start the Business Partner business with adding more than 20 partners and aligning to Sales guys.
Key deliverable included:
- Responsible to grow Business Partner community in Pune, Rest of Maharashtra & Goa
- Profiling, short listing and appointment of BP
- Target setting for the financial year for existing and new BP
- Resource planning and increasing Feet-on-street(FoS) reach
- Align Tata Communication Sales Manager with BP
- Funnel generation with Partner FoS
- Maintaining 3x funnel based on monthly Targets for each BP
- Enforcing hygiene parameters defined for BP community
- Systematic Periodical reviews on funnel with BP and FoS
- Conducting Market Promotions Seminars, Road shows, Lead generation
- Revenue, commission and fund allocation for BP as per need
- Strategic decision making with BP for market penetration
- Deriving RoI and keeping BP abreast on his performance
- Suggesting, implementing further improvement parameters for BP
- Adding Tier 2 channel partners under BP fold
- Monitoring the RoI of each Partners business and making amendments.
Heading the Marketing role, my responsible included aligning activities to sales needs, advertising brand to a larger audience to bring more business, ensure media presence, preparing marketing budgets, planning and executing strategies.
Key deliverable included:
- Developing and executing all marketing plans
- Prepare and execute Annual Marketing Budget
- Designed and Implement Media Plans and monitor execution
- Electronic campaigns and lead generation
- Market presence through IT magazines, Exhibitions and Focus audience events
- Channel Partner Training and Development Programs
- Channel Incentive programs & schemes
- Designing and executing MDF sponsorship with OEMs.
- Handling a team of 6 telesales representatives
- Company collateral, portfolio and brochures
- Database procurement for lead generation
- Market Research and competition information
Regional Sales Head role with a team of 9 members including 5 sales, 2 presales and 2 enginners. Also handled dual role as Branch Manager for Delhi NCR region. Responsible for generating business from North zone with 7 states included.
Key deliverable included:
- Planning AOP for region with Management and cascading down to team members with individual targets and responsibilities
- Achieving Sales quota and business development quota
- Forging business relations with Key 15 customers directly and generating dollar deals.
- Recruit Business Partner under existing distributors and increasing reach.
- Team sales reviews, joint calls, presentations and managing OEM relations
- Scripting high margin deals with multiyear contracts
- Large SI relationship building and bulk deals.
- Manage overall branch operations.
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