Work experience

Work experience
Jan 2010 - Present

Account Executive

  • Responsible for sales and business development of Gartner's IT research and advisory services to enterprise clients in UAE.
May 2008 - Jun 2009

Key Account Manager

  • Responsible for business leadership, strategy and product management of syndicated business research services of IDC in the MEA region.
  • Performed sales and marketing calls to reserve meetings with prospective clients. Drafted customized presentations, collaterals and proposals articulating the value proposition of product, solution, and service offerings.
  • Identified and developed consulting opportunities across all lines of research.
  • Timely forecast expected revenues from different products and accounts. Ensured the build up of healthy pipeline for accurate business planning.
  • Coordinate efforts to improve customer experience whilst using our research. Manage product sales growth, individual sales effectiveness and account base by reviewing sales activity schedule.
May 2004 - Mar 2008

Business Development Manager

April 2007 – March 2008: Business Development Manager – Middle East Market

January 2007 – March 2007: Sales Manager – North American & European Market

May 2005 – December 2006: Team Leader – North American & European Market

May 2004 – May 2005: Account Executive – Technical Insights – North American Market

  • Sales: Frost & Sullivan’s product portfolio, which includes Growth Partnership Services (Annual renewable programs), Consulting Contracts, Strategic Growth Workshops, White Papers, ad hoc reports, subscriptions and all additional value added services.
  • Business Development: Develop a good working relationship with key decision makers (C-level contacts). Educate/Demonstrate how we can assist them in their strategic planning and Market development activities of their organizations. Generate new opportunities via various channels i.e. Internet, news media, referral, conference etc.
  • Consulting: Responsible for managing RFP/RFI’s from clients and drafting consulting proposals in conjunction with the Market/Technology Consultant. Manage the complete pre and post sales activities in the consulting cycle. Assume thorough responsibility for the business development & sales of defined verticals in the region.
  • Client Acquisition: Build up clientele and do business development over phone and Internet. Developed delighted prospects from tier-1 accounts with revenues mostly over multi-billion dollars. Maintained a retention rate of 80% to 100% within my assigned territory. Identify growth potential within the same accounts and cross sell to all appropriate departments.
  • Territory and Business Pipeline Management: Build a strong business pipeline to ensure consistent flow of revenue from the territory.
  • Management: As a Manager and Senior Member in the Chennai Business Development Team,  helped the team to create sales strategies through interactive sessions and war rooms. Forecast new business and renewal of existing business on a monthly basis with a +/- 10% accuracy rate. Motivated the team to achieve monthly and yearly target with a consistent performance and growth.


Jun 2007 - May 2008

PG Diploma in Management

Loyola Institute of Business Administration
  • Marketing Management, Strategic and Services Marketing
  • Adversitising and Promotion Management
  • Sales & Distribution Management
May 1999 - Apr 2003

Bachelor of Engineering

Crescent Engineering College
  • Electronics & Semiconductors
  • Mobile & Wireless Communications
  • Engineering Economics