Director - Business Development - APAC
SAS
مجموع سنوات الخبرة :24 years, 3 أشهر
SAS is a global industry leader in providing analytics solutions including cloud / SaaS for the most complex challenges
faced by governments, Business across Industry verticals, regulators, educational institutions, NGO’s etc
• Despite challenging situations consistently overachieved the Quota
Financial Year 2015 2016 2017 2018 2019
Quota Achievement % 112% 120% 150% 116% 98.5%
• Built strong market & mindshare resulting in revenue and broad-based growth in the India & South Asia region.
• Increased the sales to 62% with a robust ecosystem framework and won largest deals & new LOGOs in ISA.
• Ensured customer/partner success by collaborating and aligning with internal & external stakeholders. It
helped increased TOR revenue including the mindshare on cloud / SaaS.
• Handled conflicts & escalations and leveraged it to strengthen ties, which resulted in improved experience.
• Successfully expanded the team and mentored them to achieve the goals and grow with timely recognition.
• Designed, implemented and executed go-to-market strategy for business success by building effective
measurements that clearly demonstrated incremental revenue achievements including.
• Led complex deal structuring and commercial negotiation with multiple external & internal stakeholders.
• Created demand generation programs to build strong funnel and create accurate sales forecasts for management.
• Successfully identified, evaluated and managed large-scale multi line of new business in the region.
Risk Analytics is under Software Division and it comprises of OpenPages (eGRC - Operational Risk, Enterprise Compliance Management, Internal Audit, IT Governance, SOX etc) and Algorithmics (Credit, Market, Operational Risk, ALM, FTP, ICAPP, Liquidity etc).
•Devised Go To market including competitive strategy that helped us established the newly acquired Risk Analytics
business in India South Asia region.
•Distinction of registering highest revenue growth of 150%, which was highest in the entire GMU.
•Secured the most diverse, complex & strategic deals that helped us with much needed customer references.
•Ensured successful delivery of solution by working closely internal services teams and partners.
•Despite of constant internal challenges established the Risk Analytics business in the larger matrix organization.
•Mentor & train teams, help to qualify / disqualify opportunities and successfully progress the appropriate ones.
•Fostered strategic alliance that helped us build a strong mindshare & acceptability in the market.
•Leveraged Cloud / SaaS, ASP route.
Company Brief - Oracle Financial Services Software Ltd is leader in providing enterprise software products (Oralce FLEXCUBE - Core banking Sharia & Conventional, Wealth Management, Internet Banking, LOS and Reveleus / OFSAA Risk Management, GRC etc) and services (implementation, consulting) to Banking, Financial Services & Institutions (BFSI) across the globe.
•Established strong relations with the C-suite executives / decision makers in the financial sector of Middle East.
•Won new logos / customers and managed to increase the wallet share of existing customers.
•Gained significant traction in untapped / complex markets and fortified our position.
•Increased the revenues by 35% with a healthy bottom-line through new business.
•Built a robust sales pipeline / funnel that strengthen our revenues and forecast.
•Prudently resolved the perennial issues of existing customer that helped us secured 45% incremental business.
•Establish strong relations with the C-suite executives and decision makers and created a strong mindshare.
Company Brief - Wipro amongst India’s top 5 IT company and is engaged in providing IT Enterprise Solutions & Services, Enterprise Application Maintenance, Support & Up gradation to its esteemed customers in different verticals.
•Identified some of the very strategic and highly potential opportunities in Healthcare IT within a very short span
of time that provided the company a platform to demonstrate and excel.
•Successfully identified and reached an understanding with consultants / agencies, decision makers, which
significantly helped to progress the engagements.
•Managed to resolve some of the most critical issues that increased our visibility with the prospects.
Company Brief - Growel Softech is the part of a diversified business groups listed in India. The company is engaged in providing one stop IT Services, Solutions & Support for ERP, CRM, HCM for Manufacturing for PSU, Manufacturing, Pharma, Oil & Gas and Services / institutional market.
•Formulate strategies (new LoB, geographical expansion, account focus and investment) that helped business
penetration In the market.
•Consistently over-achieved the revenue targets by 20-30%.
•Mentor & manage teams and align their development with organizational growth.
•Closely work the executive management for strategizing and growing the business.
•Grown the new education & learning / training business by more than 60%.
Company Brief - Indicom Softech Pvt Ltd, was a IT start up engaged in Software Development and testing, ERP, CRM, HRMS implementation and support including AMS for PSU, Manufacturing, Pharma, Oil & Gas and institutional market.
• As part of the core team assisted the management in business development and strategy formation.
• Comprehend customer’s business challenges and extend the solutions & services.
• Conduct detailed study to analyze trends and track competitor activities and incorporate in business strategy.
• Expanded business and client base to MNC’s / large corporate, government / defence establishments.
• Lead and transformed the new learning / training division by signing the large institutional and corporate deals.
• Demonstrated ability to articulate and drive the team towards a strategic vision and roadmap.
Graduated with distinction.
Graduated with distinction