Regional Account Director
Imperva
Total years of experience :21 years, 7 Months
• Manage India Business for Imperva Information Security including Imperva SecureSphere, Incapsula & Imperva CounterBreach.
• Prospect and qualify existing and/or potential customers for new & upsell Cross Sell opportunities for India region.
• To drive opportunities at the strategic and tactical level with key BFSI, Insurance and Telecom customers and to develop and maintain strong relationships with client decision makers including maintaining a sales strategy based on customer’s requirements.
• To directly involve in customer service improvement activities and manage overall account relationship for Imperva in the assigned set of Accounts.
• Responsible for securing new business, additional orders, and maintenance renewal orders for all license and professional services revenue.
• To make a very strong network among CISO community and have as many customer references possible helping growth of the brand in India region.
• Responsible to keep Customers aware on new products, services, and other general information of interest, through successful completion of Imperva Sales Training and self-study.
• To show manage the revenue quota for net new business for the India region.
• Integration with large SI’s to work on various SOC RFP’s and make Imperva WAF, DAM product of choice to win and implement large SOC in the country.
• To work with marketing team to participate in key Information Security event & help generate pipeline and visibility in the India region.
•To directly involve in customer service improvement activities and manage overall account relationship for Imperva in the assigned set of Accounts.
•Responsible for securing new business, additional orders, and maintenance renewal orders for all license and professional services revenue.
•To be able keep records and generate reports on all phases of activities, including Account Plans and forecasts for assigned set of customers.
•Responsible to keep Customers aware on new products, services, and other general information of interest, through successful completion of Imperva Sales Training and self-study.
Achievements in this role till date:
35% Year on year Growth in FY 2016. Qualified for Presidents club award for business in year 2016 & 8 new logos added in the year 2016.
• Manage the IBM Security Systems product business for India West territory by meeting revenue quota for the territory, be a security consultant to top customers CISO. Draw a Security heat map and help them understand risks/gaps from the aspects of Security.
• Work extensively with large SI like Wipro, HCl, TCS, Tech M etc. to be their Trusted Partner in working along for the Security piece in large turnkey projects etc.
• Provide thorough account management of the installed base, increase wallet share.
• Exercise accurate forecasting for India West Security Software product revenues.
• The knowledge of Security Software market across West India region, to drive IBM Security Solutions that brings together our extensive Security portfolio in the areas of:
1. Security intelligence and analytics
2. Advanced fraud and threat protection
3. Identity and access management
4. Application and data security
5. Mobile and cloud security
6. Network and end point protection
Key Responsibilities:
• To drive IBM Software Business across Mumbai region in the Enterprise Accounts.
• Work closely with Customer CIO, CISO, CFO, and Application & Infra Heads to position IBM Software Solutions.
• Align to Customers objectives and help them build solutions in space of Cloud, Analytics, Mobility, and Social & Security by positioning the IBM Software Solutions.
• Responsible for achieving revenue objectives from assigned Enterprise Accounts- BFSI, Manufacturing.
• Conduct Software Workshop at Select Accounts to drive Industry Specific Solutions.
• Work with Marketing Team to conduct at least one Industry specific CXO level event every Quarter.
• Engage with the Account Management Team, Client technical Professionals, IBM Global Consulting Services Team, and IBM Technology Services Team & Solution Architect team to work on various OI generation opportunities.
December 2010 - April 2012: Tata Communications Ltd. as Partner Account Manager -SME: To manage strategic SME Accounts through Channel Business Model in the Global Data and Mobility Solutions Group.
• To act as a bridge between the organization and the channel partner and client
• Nurture / develop a relationship between the channel partner and the organization for mutual benefit
• Increase market share by maintain balance between Network Services & Managed Services
• Focus on Managed Services like Manage Hosting, Data Centre Colocation & Cloud Computing, and CDN creating extended relationships with existing customers.
• Achievement of assigned Sales & Revenue Targets from 300 customers in Mumbai.
• Nominated in the top 3 Partner Account Manager for H1 2011-12 nationally.
• Qualified for the Monthly Premier League (Sales Competiton) for Q3 2011-12 from Mumbai Region.
Developing SME Account based strategy i.e. understanding the existing telecom
Solutions and proposing solutions to maximize wallet share.
September 2009- Dec 2010: IBM India Pvt. Ltd. as Regional Manager Mid-Market Channels:
• Key Responsibilities: To drive IBM STG, Software and Services Business across
West region (Maharashtra, Gujarat and Goa) through Business Partners in Mid- Market Accounts.
• Focus on Small Deal revenue for the region from Mid Market Accounts.
• Manage ISV relationships and Help Build Pipeline through Marketing Activities.
• Driving Solutions Business through Integration Factory Initiative for Mid Market Customers.
• Owner of the Mid Market Benefit Pack program to generate pipeline for IBM Hardware and IBM Software products from Mid-Market or SME Customers.
• Consecutive achiever for Best CRBP for Q2 & Q3 2010 for the for Mid-Market Business across the country.
April 2008 -September 2009: IBM India Pvt. Ltd. as Business Partner Sales Manager for the Systems and Technology Group.
• Key Responsibilities: Volume / Promo server Business across West region
(Maharashtra and Gujarat) for Business Partner Organization.
• Revenue targets for Promo Server and Storage for West region.
• Business Partner Management ensuring Channel Programs and Revenue Targets
• Responsible to deliver close to 38% of the Volume Business nationwide from West Region.
• Received recognition for the best region Volume Sales for IBM System x sales in the country.
❑ September 2007 to March 2008- Tata Teleservices Maharashtra Ltd. as Area Sales Manager
* Handling Business Partners for Data Card Territory of Mumbai.
* Handling OEM Relationships with HP, Acer, Lenovo, Dell for Marketing activities for Data-Card connect with Notebooks
* Working with the Enterprise team in TTML for increasing market share for Data Card Business with the help of Notebook/ Laptops OEMs.
❑ March 2006 to September 2007- Lenovo India Pvt. Ltd. as Business Partner Relationship Manager in the Transactional Business.
* Handling Business Partners for Central and Harbour Territiory of Mumbai.
* Handling retail business for Lenovo with the help of Business Partners.
* Taking care of Partner issues relating to product, service, Branding, and out borne activities and roadshows etc.
* Channel Expansion, Retail Development, Building New Partners
* Business Development through Tier2 and reseller channel.
* Received the best Retail Coverage award for Q3 2006-07 for Mumbai Region.
• March 2005 to February 2006 - Pooja Trades as Business Manager- Channels
o Handling Channel Sales for distribution of Acer, Compaq, Toshiba and Fujitsu Laptops across Partners in Mumbai.
❑ October 2002 to Feb 2005 - Pooja Trades as Business Development Manager
* Corporate Sales for Systems and Services of Computers, Networks, Servers & Peripherals
* Team working Developed through group projects and trainings
* Problem solving Strong analytical and decision-making skills
* Communication Effective presentation and persuading skills
* Positive attitude, Honesty, Good Communication skills, Positive attitude, Confident, Enthusiastic & have adaptability
* Persuasive, Ability to work in and initiate to lead a team, understand importance of teamwork, flexibility and coordination
* Analytical thinking capability, comprehensive problem solving abilities, willingness to learn & commitment towards work
Role of Instrumentation in EHV (Electrical High Voltage) - Applications M.S.E.B. KALWA.
Name of the Institution Degree Year of passing Welingkar Institute of Management, Mumbai PGDBA Retail 2008
Rajiv Gandhi Institute of Technology, Mumbai B.E. (Instrumentation) 2002
Jai Hind College of Arts, Science and Commerce Churchgate Higher secondary 1997
Our Lady of Perpetual Succour High School Chembur, Mumbai Senior Secondary 1995