Executive Director
Azuga Inc.
Total years of experience :26 years, 6 Months
As Executive Director of Sales, I head all of Azuga's SMB sales globally. My team of 200 professionals includes:
- Sales Specialists
- Account Managers
- Lead Generation Specialists
- Lead Research Specialists
- Sales Enablement staff including
- SMO (Sales Management Office)
- Operations & MIS
- Training
As a part of the senior management team, I play a strategic role in setting the trajectory of the company.
Design & deployment of the Global Sales Enablement & Operations Organisation. I Head & managed the end to end operations of the
Sales Operations Team
Market Analysis & Research Team
Demand Generation Team
I also directly manage the ME & APAC territories.
Key Responsibilities
Design & deploy the global sales strategy
Head of the Demand Generation Team
Head of the Sales Operations Team
Head of the Market Analysis & Research Team
Head of the Europe Sales Team
Head of the NA ISV Sales Team
Head of the Marketing Department
Member of the Senior Management team responsible for Budget creation & Target allocation
Key Achievements
Created a streamlined and robust demand generation engine achieving a 40+% hit rate
Created the Sales operations team
Created the ‘Innovations’ team focussed on Market Analysis & Research to provide intelligence to both the demand generation and sales teams
Project managing the customisation & Implementation of a new CRM system, including the design of all process workflows
Project managing the deployment of the company’s new branding (Website, microsites, collateral, messaging, GTM, etc.)
Key Responsibilities
Create, manage and run the sales operation for outsourcing and offshoring services, globally.
Create and implement new sales and marketing strategies
Increase the customer base and create an account mining strategy for all existing customers
Key Achievements
Instrumental in the creation of a Retail Digital Platform to enable retail chains adopt a multi-channel strategy and enhance their ROI cycles by driving online sales through digital marketing. The platform was successfully launched at ReTechCon 2011 in June 2011 and was highly appreciated.
Created the sales strategy and all relevant operational policies
Recruited and manage a sales, pre sales and bid management teams
Key Responsibilities
Manage and run the Software Services Line of Business, globally, including P&L, Sales Delivery and Operations.
Create and implement new sales strategies for both linear and non linear growth.
Increase the customer base by 100%
Create and implement a sustainable account mining strategy
Key Achievements
Instrumental in creating and managing a pipeline of more than $ 29 Million in year 1
Instrumental in creating and implementing a key account target strategy which has resulted in IBS Software being selected as a preferred vendor for some of the largest and most well known airline, hospitality, tour-operator and train companies, in the world
Successfully implemented a headcount-role-revenue parity operations model
Designed and deployed a suite of successful solution frameworks as a market penetration strategy, this led to the creation of an active and healthy pipeline within 8 weeks of launch.
One of the above frameworks, has been awarded the best IT solution for 2009 by ArabianBusiness.com, a leading Middle Eastern online media company which focuses on business affairs
Designed a consultative selling tool, to assist my global sales force in selling outsourcing and offshoring services
Key Responsibilities
Create and manage new accounts in the Airlines vertical focussing on Software Services in the European region
Account management of all current accounts
Help design and run focussed marketing campaigns to generate a healthy pipeline
Key Achievements
Achieved preferred vendor status and a multi-year contract replacing current incumbent, to design, develop, deploy and support a mission critical and revenue generating application for one of Europe’s largest travel companies.
Achieved preferred vendor status and a multi-year contract replacing the incumbent for one of UK’s most well-known train companies.
Generated a healthy pipeline resulting in numerous companies short-listing and inviting IBS to tender for large, multi-year and multi-million mission-critical Software Services applications.
Key Responsibilities
Create and manage new accounts in the Banking & Financial Services vertical focussing on FTSE 100 financial organizations
Account management of all current accounts
Design and run focussed marketing campaigns to generate a healthy pipeline for Software Services business
Responsible for creating key alliances & relationships.
Key Achievements
Achieved a Multi-year order to create an outsourcing strategy to set up and run an offshore development centre for one of London’s largest hedge fund companies.
Achieved preferred vendor status from one of UK’s largest banking institutions.
Achieved a Multi-year contract from one of Europe’s largest banking institutions
Account managed a large European bank and grew UK revenues by close to 80%.
Key Responsibilities
Manage the sales and marketing for the Banking and Financial Services vertical
Increase the customer base by focussed sales campaigns targeting FTSE 250 financial organisations
Account management of current accounts
Responsible for budget analysis, key alliances & relationships.
Key Achievements
Increased customer base by 50% by engaging with very large banks and investment banks.
Achieved preferred vendor status with one of Europe’s top banks by creating and executing an outsourcing plan together with the bank’s CIO
Increased overall revenue by over 150% and revenue from current customers by 100%.
Initialised focus on niche areas like Compliance (Basel II, SOX, etc.), Testing, Performance management, etc.
Key Responsibilities
Increase the client base and by managing the complete sales cycle of Software Services
Account management of all current accounts.
Devise new strategies to penetrate markets
Lead the sales team to achieve and surpass targets
Lead the marketing team in all promotional activities and direct the creation of all Marketing collateral including product case studies, brochures, ad-copies, etc.
Key Achievements
Increased Client and Partner base by 50% resulting in new business of more than $ 2 Million per annum. Increased repeat order ratio by handling account management role for most of the current clients, thereby achieving close to $ 1 Million in repeat orders.
Repackaged and re-launched the ION product Suite and made successful product sales to global blue chips. ION’s product Suite was commended to be one of the most innovate products at the Property Computer Show 2003
Created an innovative and highly successful partner program for the SME sector, by packaging individual services and offering them a ‘pay per choice’ option.
Key Responsibilities
Set-up of the business, creation of client base, generating revenue
Sales of Software Services capabilities and products and resource management
Product Manager for all Banking and Insurance products
Head the Marketing Communications team
Key Achievements
Achieved $ 2 Million in New Business
Successfully promoted and sold the Banking product into the UK market. This was one the first banking product sales outside of India.
Associated with the international event management team winning the best stall and the most innovative product award at IT.COM, an annual International IT event held at Bangalore, India
- Top 5% of the class - Instrumental in organising the first India wide cultural program - Amity '95 - Represented the institution in Debates, Essay Writing, Poetry, as a part of the Quiz team, the cricket and the athletics teams
- Best Student award for excellence in academics, events, competitions and sports - Unanimously selected as Cultural Secretary - Represented the institution in Debates, Essay Writing, Poetry, as a part of the Quiz team, the cricket and the athletics teams