Download PDF

Work experience

Jan 2011Present

Managing Partner India & Middle East

ValueSelling Associates

I established ValueSelling Associates - a sales an revenue consulting firm headquartered in CA - USA in India. with no prior brand or executive presence in South Asia, we now range between $3- $4 mil on a YoY basis.

I provide solutions for revenue growth, sales management, strategic marketing, fund raising, M&A,  go-to market and geo expansion, new business setup for Telecom, Technology and Internet and Media companies.

My assignments have ranged from advising clients on business planning to conducting sales audits from building a top notch sales team to aligning sales and marketing functions, from outsourcing to raising funds. Have consulted CXO's from 50+ companies in sales process optimization, reducing sales cycle, improving average deal size, discount reduction, effective prospecting, raising funds and expanding operations to new geographies

Key Responsibilities:

  • Maintaining profitability: Building a profit center, acquiring new clients, managing and servicing key global relationships. Training and building winning teams, reduce operating costs and forging new alliances.
  • Strategic planning, marketing and new business development, new product and services launch, stakeholder management, product line expansion and partnerships.
  • Fund Raising: Help technology companies and industry associations, attract new investment and FDI opportunities.

My portfolio results:

  • Salesforce.com: New account win rate by 13%. Retention and uplift by 18%
  • Ramco Systems: Improved qualified prospects by 70%.
  • iCreate: Improved average deal size by 20% . 4 global accounts of $28 mil
  • Infotech Enterprises: Increased revenues by 34%
  • Adobe: Top 20 accounts grew by 40%
Jul 2010Jan 2011

Director Sales - Consulting

Gartner Inc
  • Responsible to motivate, manage and lead the strategic sales organization for largest technology accounts in India
  • Directly accountable for the effectiveness of Gartner sales strategies in India market and the focus on performance and delivery of results from team.
  • Demonstrate inspirational behavior to team and lead by example, coach every member of the team the skill of explaining and selling Gartner value to biggest clients
  • Managing global relationship for major accounts for India & Select Global Accounts - Responsible for building strategic relationships among CXO level executives of client organization
  • Responsible to ensure development and execution of Account Plans according to the global customers‟ expectations.
Mar 2006Jun 2010

Ovum, Cisco & Convergys

DATAMONITOR PLC. (Ovum),  Head Technology Sales                              05’08 - 06’2010

Held the P/L responsibility for the technology business in Ovum India, establishing the business from a one member team to its present size of $10 million. Developed and implemented a growth strategy and significantly over achieved the quota in first year of operations. Global Account Manager and analyst relations manager for Oracle, TCS, L&T Infotech, Patni, Tata Communications, Tata Tele, & Reliance.

Worked closely with the media and PR agencies to devise and implement an effective marketing strategy to build the brand in India.

Cisco Systems, Inc. Senior Consultant Business development                    04’07 - 05’08

I spent my early years as an industry analyst with time spent on providing information and advice on issues related to enterprise IT, management, and sales. I was responsible for the analysis of enterprises’ investment priorities, market forecast models, and product and vendor evaluations. Also responsible for the delivery of research-based consulting projects relating to the information management software markets.

My spectrum of work involved writing assessments and points of view on industry and vendors, publishing competitor analyses, and developing market forecast models in his area of expertise. Contributed significantly to bespoke consulting projects conducted by the team.

Convergys IMG Knowledge ManagementConsultant                                  03’06 - 04’07

I worked as a Knowledge Management consultant with Convergys IMG, the telecom billing software arm of Convergys. At Convergys, I was responsible for implementing the organization wide KM portal, which was based on "TKT- Tacit Knowledge Tapping model, a framework which was authored by me. I was also involved in providing in-depth strategic and financial analysis of industry trends and business drivers.

Education

Jun 2004Apr 2006

MBA - IT Marketing

International Institute of Information Technology

Average 3.03 GPA on a scale of 4. Merit Scholarship holder for 4th Trimester.

Mar 2000Mar 2003

Bachelors of Computer Application

Birla Institute of Technology - Mesra

Published Work

Awards & Achievements

Where I have done business..

What I do best.. !!

Interests & Hobbies

Startup's, Funding, Geographical Expansion,  cloud computing revenue management.

Sports: Long distance running and semi-pro squash player.  Founded HITCHHIKER'S (trekking club) at IIIT. Help students develop leadership.

Certifications

Certified consultant on ValueSelling Framework®, have coached and trained 1500+ senior sales professionals (AVP/ VP/ SVP)  on Sales Effectiveness, Prospecting, Key Account Management, Channel Management, Territory Management and Leadership.

Basics of Supply Chain Management (CPIM)  - Certified Professional in Basics of Supply Chain Management from APICS - USA

IPR, Cyber Laws and International Relations - Indian Law Institute (Top Law School in India)