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Work Background
ObrelaSales Manager - MEA
Jun. 2023Dubai, United Arab Emirates
Siliconix MediaHead - Worldwide Sales
Jan. 2022 - Nov. 2022Dubai, United Arab EmiratesSiliconiX is a One-stop platform to make your marketing journey more insightful. It all starts with market demands and ends with a client purchase. The SiliconiX platform makes your demand generation process a no-brainer. The process of demand generation has three prime elements- Detect, Direct and Convert. SiliconiX finds consistent leads to streamline your demand generation. With the SiliconiX, you pass on qualified leads to your sales team. Consequently, the sales team gets aware of the ICP(Ideal Customer Profile) and persona, making it easier to convert a qualified lead. The platform generates optimum revenue and provides an excellent buyers’ experience. As the Sales Director, I am responsible for developing and executing strategic plans to achieve global revenue targets, expand our footprint globally, and drive incremental and net new revenue. I work with the product specialist team while encouraging cross-team collaboration, building an adequate sales pipeline, and following pipeline management rigors. I also oversee the full lifecycle of the sales process from prospecting to closure managing complex commercial/legal negotiations/contracts.
Safe SecurityChannel Manager - Middle East & Africa
May. 2021 - Jan. 2022Dubai, United Arab EmiratesSafe Security is a pioneer in the “Cybersecurity and Digital Business Risk Quantification” (CRQ) space. It helps organizations measure and mitigates enterprise-wide cyber risk in real-time. As the Channel Manager for the Middle Eastern & the African market, I am responsible for developing and executing strategic plans to achieve channel targets, expand our channel base in the region, and drive incremental and net new revenue though channel I work with the product specialist team while encouraging cross-team collaboration, building an adequate sales pipeline, and following pipeline management rigors. I also oversee the full lifecycle of the sales process from prospecting to closure managing complex commercial/legal negotiations/contracts.
ENCODEChannel Manager - MEA and Emerging Markets
Feb. 2017 - May. 2021Dubai, United Arab EmiratesEncode delivers a cutting-edge Security Analytics & Response Orchestration platform, Cyber Security Operations, and Services, empowering organizations with early warning and adaptive response capabilities against advanced cyber threats. During my 4 years with Encode as the Channel Manager for MEA and Emerging Markets, I was able to profitably mature and materialize 18 channel partners, including Telco's and ISP's actualizing new revenue streams based on a defined roadmap. I developed a compelling and reliable Go to Market strategy, endorsed by exhaustive market research, competitive landscape, regulatory frameworks, and compliance requirements. Translated global market requirements to offer the highest level of products and services, while demonstrating progressive NPV, IRR, ROI, and improved efficiency. Projected fiscal estimates, funding options, allocation of financial resources to owning, leasing and outsourcing while shifting costs through CAPEX and OPEX. Developed comprehensive product and service value propositions, market segmentation-based chargeback models, and product/service definitions. Maintained positive relationships with existing customers and generated incremental revenues and upsell opportunities. Liaised with vendors and partners ecosystem alongside internal stakeholders and cross-functional teams to develop and adhere with SLA/OLA ensuring substantial revenue growth.
FVCProduct Manager - Information Security
Sep. 2015 - Feb. 2017Dubai, United Arab EmiratesFVC is a new generation value-added distributor (VAD) providing tangible solutions across three vital areas of enterprise computing – unified communications, information security, and advanced networking. As an IS Product Manager, I managed sales for security and networking solutions – BeyondTrust (PAM)t, IronKey), Watchful (Data Classification), and Datto. Was responsible for Channel Profiling for respective vendors by identifying the right channels and enabling them on vendor technologies. Drove Partner Account Planning / Partner Hygiene / Partner Health Check, i.e. coverage, LOBs depth, productivity, cross-sell / profitability / ROI for the overall business. I was also responsible for product strategy & product growth plan for the defined territory/accounts thereby working towards achieving the assigned yearly target and ensuring they are achieved linearly across every quarter. Managed to recruit new partners for the products handled, increase channel breadth in the region, and managed partner training, enablement sessions, and marketing events throughout the region for niche domains like Identity Access Management, Privilege Access Management, Mobile workforce security, etc.
MDS apInside Sales Representative
Oct. 2012 - May. 2015Dubai, United Arab EmiratesMDSap helps run businesses better using technologies from SAP and other best-of-breed solution providers, delivering world-class integrated solutions including Data Management, Enterprise Performance Management (EPM), Group Finance, Business Analytics, and Omni-Channel eBanking Solutions. I supported the regional head of marketing and worked with the MENA sales team in demand generation and pipeline building programs using optimized online/offline marketing tools and tactics. Measured and reported on effectiveness and cost of demand generation output from MQL to Pipeline Opportunity /Closure for MENA, CEE, and Turkey. Identified sales opportunities with existing and new customers through telemarketing/ email campaigns and developed leads and worked with the Account Managers to manage, maximize, and close sales in a defined horizontal territory. Performed sales process health check throughout opportunities sales-cycle along with daily/weekly/monthly forecast & pipeline analysis. Helped in the generation of awareness within a narrow target audience to achieve a steady stream of target prospects and sales opportunities using salesforce.com and Marketo. Successfully organized partner/ third party events throughout the GCC market, resulting in an increase of 200% in the pipeline and I generated revenue of $2 million through SMB and Channel Partners. I received the outstanding achiever award for 2014.
Aptec - an Ingram Micro CompanySales Specialist - McAfee
Oct. 2011 - Sep. 2012Dubai, United Arab EmiratesIngram Micro Gulf is the Middle East, Turkey, and Africa’s largest technology Value-Added distributor and a leading technology sales, marketing, and logistics company. I worked as a McAfee Sales Specialist for the GCC Market, where I managed partner account relationship, strategy, and business plan, including forecasting with Partners' and was responsible for revenue, Gross Profit & Incremental growth to the company through retention and development of key business accounts. Was responsible for the complete sales cycle, including Pre-sales, Consulting, and Account Management, and acted as the single point of contact for the customer for the complete sales cycle including upgrading and technical aspects to a certain extent. Conducted data analysis pertaining to market share, quarter-on-quarter growth, profitability growth, maximizing profitability, target setting, competition analysis, funnel tracking, etc. I was able to extend channel enablement by registering over 30 partners across the Middle East and Successfully delivered partner promotion programs in collaboration with the marketing team of McAfee.
SalesifyBusiness Development Manager
Apr. 2009 - Sep. 2011Pune, Maharashtra, IndiaSalesify offers solutions that arm data-driven B2B marketers and sales professionals with critical B2B customer data. As their Business Development Manager, I was responsible for the US region where I identified high potential sales opportunities and prioritized them while building rapport and educating customers with the use of internal and external resources. I led the development of the account strategy using customer's growth plans, budget, and project timelines and was responsible for demand generation activities (email campaigns, telemarketing, etc.). I was also responsible for looking after existing relationships and managing existing accounts for the term of our client's contracts, managing the resolution of all open actions for the customers. Acted as the senior account contact for the client within the business and took full accountability for service and solutions delivered to the client and oversaw the implementation of the proposed solution by the integrated account team to achieve high post-sales satisfaction. I was able to generate over $600k annually, with an average profit margin of 20%, and won the Stevie Award for Sales Department of the Year - Gold Winner.
Sansui Software Pvt LtdMarketing Executive
Aug. 2008 - Apr. 2009Pune, Maharashtra, IndiaIn this position, I worked with the sales and account management teams to create PR, media, and marketing opportunities while building and managing a database of clients, gathering data on competitors, and analyzing prices, sales, and methods of marketing and distribution. Implemented marketing strategies to meet and exceed demand generation and revenue targets and implemented global content and collateral strategy for key partners.
Survik Software Private LimitedBusiness Development Executive
Jun. 2007 - Jul. 2008Pune, Maharashtra, IndiaSurvik Software is a multifaceted company that offers a comprehensive array of outsourcing and consulting services for its customers, with recruitment being the centrifugal force which also includes other perks viz; HR Services, payroll management, vendor management, and outplacement services. During my tenure as a Business Development Executive, I helped market the company's services and solutions to potential clients in the U.S while achieving sales targets by generating sales leads, identifying the right prospects, establishing necessary contacts, and setting up phone appointments for progressing in the sales generation process. I built and managed a database of clients, gathered data on competitors, and analyzed prices, sales, and methods of marketing and distribution. I worked extensively on promotions as well, working with the sales team with specific campaigns for Trade shows. Actively participated and contributed to the sales process, sales-leads generation, identified the right prospects and conducted consistent customer follow-up.
Rajesh Enterprises - IndiaMarketing Executive
May. 2004 - May. 2005Pune, Maharashtra, IndiaRajesh Enterprises is an OE supplier to both Tata Motors Jamshedpur and TISCO, producing precision auto components like high-pressure fuel lines for Tata diesel engines and sheet metal components for both Tata Motors/Open Market and agricultural equipment. As a Marketing Executive, I was responsible for coordinating with the management to drive growth and achieve all targets for all channels. I was able to analyze and identify opportunities to secure new businesses and optimize profit and increase revenues.
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