Business Head
Enoch Network Systems Pvt Ltd
Total years of experience :14 years, 5 Months
Business Head for Enoch Network System’s Consulting & Corporate Training Division (BOOSTurSKILLS).
• Accountable for:
o Forming new business division & taking it to profitable stage.
o Acquired consulting assignment with MNC on moving them from existing System (Oracle to MongoDB) to New Optimised System.
o Involved in Developing of new product Web App to support consulting assignment.
o Acquired corporate training assignment on new technologies.
Dec 2013-Nov 2014: Key Account Manager -System Integration Projects.
• Accountable for:
o Business Expansion & Client Acquisition in terms of System Integration & Network office automation Projects.
o Negotiating with OEM like Cisco, Juniper, HP & Distributor like Redington & Ingram Micro.
o Negotiation with client on Project design & commercial.
o Deploying Project Execution Team, Maintaining client escalation.
o PAN India Business Expansion.
o Generating revenue from existing clients, maintaining business relation with client.
o Acquired turnkey system integration project with including designing-consulting-cable laying-Switch & Storage implementation & handover.
Reporting to Managing director & Vice President (Commercial)
oLeading a team of 6 Key Account Executives (4 Indian & 2 Japanese), 5 Member Sales operations team & Presales Team from company’s multiple verticals
oHandling different business vertical by liaising between client decision makers & internal team and sales operations with a team of 5 members with total team of 11 members
•Acted as the Key Account Manager for Toyota Kirloskar Motors (one of TTNI major customer with contribution of 80% of company top line), Toyota Financial Services, Toyota Tsusho India Pvt. Ltd., Toyota Material Handling & other Japanese client
oSupervising weekly reviews & discussions with top management on client issues, progress on running projects, deal acquisition status, strategy designing for deal closure, overdue & cash collection status
oMaintaining existing contract.
oCreating new pipeline by frequent mapping & tracking deals in pipeline.
oPresenting monthly results to top management by verifying monthly invoice report, explaining sales achievement on forecasted versus actual
oOwning overall annual sales number with management expected top line & gross profit, distributing and tracking yearly sales quota to all sales executives
oCoordinating between TTNI branches in other countries for strategic business relationship & regular project reviews
oEnhancing strategic relationship with OEMs like CISCO, DELL, MICROSOFT, IBM, R&M, Honeywell Juniper SAP HP, Siemens & OEM Channel Partners and Distributors like Redington & Ingram. Received appreciation certificate from R&M & enable channel partner relationship with Dell with acquisition of Major accounts with revenue more than INR 30 Million,
oDaily escalations & issues of key accounts & providing regular updates on the same
oMonthly reviews with client key decision makers on running project concern & mapping roadmap for new opportunities
oReviewing contract documents with team & client
oSigning off contracts like MSA, SOW, NDA between client & company
oOrganising on job training sessions for new Sales Executive
oAddressing client concerns and ensuring timely resolution of the issues
oClosing monthly sales numbers & invoice reports by liaising with finance and confirming on actual sales
oRevenue recognition, tracking status of projects booked under WIP and intimating different project owners for closure of same
oNegotiating with clients for deal closure keeping client & company interest in mind and with partners & OEM to increase company profit & reduce incoming price by presenting relevant business case to OEM
oPushing key account executive for deal closure within short span of time to minimize pre sales investment
oOrganizing various events for clients using OEM support from promotions of different product & solutions
•Major & strategic closure deals detail:
oSystem integration & OA Projects :Entire Hospital IT Set: Turn Key project incuding Project Management/Material Delivery IT Non IT/
oDatacenter hosting services: Won contract from 3 year with value more than INR 50 Million
oManaged services & IT FMS deal: Won long term contract, one of main pillar for the company.
oApplication development & hosting deals for financial & Trading Company: Major 3 deals with value more than INR 10 million.
oEnd-user computing deal & networking deal by taking over from existing vendor: Strategically worked with internal team & client decision maker, deal value more than INR 15 Million yearly.
oAcquired International assignment in Europe-Dubai & Texas on Consulting, Network Project Management & Consulting Enabling Company to expand business internationally.
oStrategic Business consulting Deal for TKAP ( Toyota Kirloskar Auto Parts) where we revamped entire systems from CISCO to JUNIPER. Deal Size: INR 7.5 Milion
• Developed:
o Proposals with commercial & technical detail by coordinating with technical team
o Pricing strategy for different product & solution
• Ensured invoice submission & follow ups with client for timely payments
• Handled sales for Solution/Outsourcing Services & SI Network Integration Project
• Accountable for:
o Meeting clients for requirement gathering & sharing with internal technical team for proposal designing
o Submitting quotation to client with internal management approval & technical details
o Following up with clients for releasing PO against quote submitted
o Handling client negotiations with different division for deal closure
o Developing presentation for clients, handling clients query individually with support of technical team
• Major & strategic closure deals detail:
o Automobile plant IT setup
o AMC deals with Annual renewals
o Closely working with presales team & pitching clients for new business opportunity
o Developing quotation, invoice, debit note & credit note and overseeing submission to client
o Following up with clients for payments
o Leading a Network Integration Project Team for understanding different aspect of project