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Objective

To provide organizational leadership through high caliber sales management of IT systems, solutions & services 

Expertise

I am a highly accomplished, result oriented business professional with over 17 years of experience successfully managing IT sales of software applications & services in highly competitive and fast paced markets across different parts of the world. As a permanent US resident, I am currently seeking opportunities to extend my gifts and expertise in the US markets.

  • Key account management
  • Sales team management
  • Channel management
  • Corporate strategy
  • Bid and contracts management
  • Strong understanding of technology concepts and adapting them into customer’s business transformation needs
  • Success in working in and through internal and external multi-ethnic teams
  • Problem solving, analytical & negotiation skills.
  • Strong and inspiring leadership ability
  • Effective communicator – public speaking and presentation skills
  • High integrity and commitment to excellence
  • Fluent in English, Hindi and Arabic

Work experience

Feb 2009Aug 2011

Strategic Accounts & Partnerships Division Manager

Solutions Middle East
  • Managed the sales process and won multi-million dollar contracts with the UAE Ministry of Interior to develop the region's first integrated, multi-nodal facility to deliver multi-agency government services. This project was won among global competition through a coordinated program involving some of the world's largest IT consultancy and services organizations including Wipro Consulting Services, E&Y and ADSIC. 
  • Authored and managed the Consulting Practices LOB (in partnership with Wipro, NCR, Cisco, Avaya, Xerox) to deliver IT products and services to some of the largest organizations in the region.
  • Channel development: Acquired and retained a large partner/ re-seller network across the region that today accounts for over 65% of company revenues. 
  • Defined and attained revenue and GP goals as agreed with shareholders delivering consultancy and new technology offerings
  • Increased wallet share from the top 40 accounts through enhanced multi-year MSA programs and by delivering consultancy and new technology offerings including from 3rd party vendors
  • Direct organization sales and marketing strategies: Implement best sales practices, product led market segmentation, competition analysis, rain-making, increase in retention and yield per customer
20052009

Division Head - Open Text

Solutions Middle East
  • Awarded for the largest Open Text Global Fax over IP sales (2005, 2006, 2007, 2009)
  • Won the company's best "Division Manager" award for 4 years running
  • Conceived and built the Messaging business unit within the company to become the undisputed market leader in delivering enterprise document handling & delivery solutions in the Middle East. Grew market share from 30% in 2003 to over 90% in 2010. 
  • Hired, trained and developed the best managed sales team in the region that constantly over-achieved quotas between the years 2004 to 2010. The team eventually contributed over 55% of the organization revenue and 70% of the GP earnings.
  • Expanded the company Major Accounts customer base by over 6 times with a recurring MSA billing of $9 million/year (total). 
  • Enhanced the quality of the Open Text relationship by conceiving and executing localized marketing and promotional activities, localized the product pricing strategy, improving the collections and payables metrics.
20002005

Product Manager

Solutions Middle East
  • Honored Three Times for being the fastest growing Global Open Text - FDDG partner in 2002, 2003 & 2004.
  • Honored four times for achieving the 3rd Highest Sales among Open Text - FDDG global partners (2005 through 2008)
  • Consistently over achieved territory revenue goals 
  • Conceived and executed a reseller strategy
19992000

Business Development Manager

Interconnect Network Systems

Managed the sales and business operations for the delivery of Certified Training Solutions from Microsoft, Cisco & Oracle. Setup the Dubai branch. Published a corporate magazine on the 5th anniversary of the company, that was distributed to over 200,000 corporates in the country.

19961999

Regional Sales Development Manager

DHL Worldwide Express

  • Managed the sales operations to develop the region to become the fastest growing and one of the most profitable business units in the Asia Pacific region, through a team of 25 industry best sales professionals
  • Responsible for devising strategies, conducting sales support programs, sales analysis and marketing programs.
  • Successfully headed an operational task force to reduce company receivables (DOS) from 120 days to 70 days in 5 months. Reduced the company outstanding (from contracts) by about 30% of annual billing. 
19951996

Assistant Manager – Channel Sales

Mobilink (Korea Telecom) Paging Services

Developed the dealer & franchisee network in the state.

19931995

Territory Manager

TNT Express Worldwide

Front line sales & operations leader in the assigned territory and involved in key account acquisition, retention & management

Education

19921993

Post Graduate Program in Management

T. A. Pai Management Institute
19851990

Bachelor of Engineering

Manipal Institute of Technology

Certifications

Oracle Masters in Financials rel 10.7sc

Oracle

PMP v4

Project Management Institute