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Executive Summary

Well-rounded sales, and business leader with 20 years of sales experience (direct / verticals / channels), consulting, pre-sales, software development, BPO, operations, marketing, and other teams in North America, Asia, and EMEA with clients ranging from $100M to the Fortune 500.

  • Energetic global leader in Software, Hardware, Systems Integration, BPO, Outsourcing, Managed Services, Staffing, Learning Services, Business Consulting. Transformational leadership of 140-strong teams, comprising sales, marketing, channels, and consulting. Four sales awards and highest rating sales executive for two companies. Biggest contract in the history 2 different organizations - $140M and $123M.
  • Turned around 5 sales teams (23-117 people) in North America, Asia, Latin America and Australia with vastly differing skill levels, cultures, challenges, and routes-to-market channels: partners, field and inside. Created blended selling models, comprising consulting, sales, marketing, and industry vertical insights.
  • Ability to cold call CXOs and engage in strategic discussions reflected in winning $28M-140M+ outsourcing contracts; and management of accounts, individually delivering $14M+ in annual revenues. Numerous $1-5M deals for a variety of managed services solutions.
  • Led dispersed sales and marketing teams from scratch, stretching across multiple geographies, integrating them to drive sales efficiency and effectiveness programs, such as sales plan design, territory/quota allocation, training, sales metrics and cadence. Deployed multiple CRM programs, globally and regionally. Drove adoption of forecasting compensation for achieving specific goals, such as revenue attainment, pipeline management, negotiations, account growth, complex deals and cross-functional teaming.

Summary

  • Integrated Sales & Marketing Strategy - Strategic Planning & Tactical Day to Day Execution.
  • Coach, Mentor, Hunter, Farmer, Client Partner, Channel Sales.
  • Cross-Functional Team Leadership, Collaborative Sales Leadership Style, P&L Management and Executive Leadership.
  • Mergers & Acquisitions (M&A), Venture Capital, Equity, VAR’s, OEM’s, Channel Partners.
  • Rainmaker, Business Development, National and International Sales.

REFERENCES

“Snehal is not only results driven and successful, but also an all-round inspiring professional. Snehal Shah is an innovative, customer focused, achievement oriented and a wise team player; a highly organized and resourceful individual with a big background and experience who sets examples. Snehal has a consistent drive to get results, enjoys his work, and does what comes naturally. Self-motivated, Snehal can be trusted with critical situations and is capable of quickly and successfully adapting to new environments. His expertise and intelligence makes Snehal Shah view solutions instead of problems.”

-Poly Pantin

Best Day Travel Group

“Snehal is an exemplary sale leader that excels both in coaching tactical as well as strategic concepts that his team can apply in a very practical way. His ability to overlay services on complex business issues within some of the largest organizations in the country give him and his sales people a big competitive advantage.”

 -Steve Heise

Randstad

“Snehal is an instinctive, aggressive and affable leader. His sharpness and ability to adjust per the needs to the organization makes him a good choice for any sales leadership role. He brings to the table good industry specific knowledge and solutions that would add value to any organization that he is part of.”

-Andre Silveira

Tata Consultancy Services (TCS)

“It was a pleasure to work with Snehal. He is extremely enthusiastic about his work which is infectious. Besides being a joy to work with, Snehal is a take-charge person who can present creative solutions to complex problems and communicate the benefits to our company. I would have no hesitation in working with Snehal again in the future.”

-Salim Fazal

Polycom

“Snehal is a brilliant and highly regarded professional who quickly grasps and understands the strategic issues within an organization. He relates well to executives and can craft compelling solutions, integrating technology and operations that create sustainable results for the organization. His presentation style is open and inviting to questions, engaging, and thorough making it an easy-going client - vendor collaboration. Highly recommended!”

-Muaz Ataalsid

Turner Broadcasting

“Snehal is an extremely capable and engaging professional. His warm personality has a way of enabling people to easily identify with him. I truly enjoyed working with him and would encourage any professional to seek out his enthusiasm, focus, expertise and knowledgeable background. He always keeps the customer’s best interests in the forefront of his mind and recognizes that sales cannot be just about revenue growth; it is about delivering on a promise, solving a problem and providing something of value to the client.”

-Nik Mithani

Bank of America

Work Experience

Executive Vice President, Sales & Marketing

Neusoft America
Jan 2011Present

Manage overall sales and marketing for North and South America for global IT and BPO organization with annual revenues of $2B. Integrated Sales and Marketing strategies that include focused CRM, mentoring / coaching, vertical and horizontal strategies, regular 1-on-1’s, pipeline management, individual contributions, focused strategies for managed services, staffing, new markets, business development, alliances, VARs, channel partners, and acquisitions. Successfully positioned the business to attract multiple investments from Intel, Cisco and BMW in US, Europe, and China and acquisitions that included the technology unit of Harman International.

  • Sales Growth: Grew annual profits 73% over 5 years and captured between 5% and 18% market share in varied segments through diversified services and product lines, and extensive marketing channels. Aggressively pursued new solutions in Enterprise Information services, ERP, infrastructure services, cloud (AWS), and analytics, to shore up struggling focus and delivered an accelerated initiative to provide new & visionary enterprise products & services generating $65M in revenue within 48 months.
  • Sales Management: Overhauled sales and consulting engagement process, enhancing market coverage, sales productivity tools, deal visibility, enabling talented sellers and consultants to deliver $175M on a targeted $110M for FY2015. Grew gross margins by 54% through tighter channel management. Drove performance improvements, creative messaging, branding, and event activities (clients and staff) to build new relationships, better partnerships, and service existing clients.
  • Select Large Deals: Individually contributed in driving and closing sales over $10M with various Fortune 500 organizations including Intel, BMW, Cisco, and International Paper. Won a $123M outsourcing contract after being earlier viewed as a non-contender and led pursuit teams that extended a 5-year (up from 3-year) $58M contract. Doubled sales in Latin America with multiple $1M deals in Mexico, and Brazil.
  • Transformation / Strategy: Drove a total transformation of overall B2B sales strategy, business processes, and acquisitions, broadening appeal to achieve a 300% increase in NEW customers. Implemented an empowering sales methodology, sales force automation (SFDC), forecasting tools, and a business development process to deliver customer-driven innovation.
  • 4x valuation within 48 months: Attracted 7 legitimate acquisitions and negotiated to acquire and integrate 3 organizations. Grew alliance sales from $7M in 2011 to $170M in 2015. Enabled channel and partner strategies, maximizing market reach and cutting cost of sales by rolling out a multi-tier, CRM linked channel marketing program, ensuring that the right channels (VARs, regional SI’s, Distributors, resellers) were used for the right customers/deals. This was enabled by joint revenue plans, horizontal and vertical solution sets, investments, training, joint presentations, and communication to both evangelize and build awareness.

Vice President, Strategic Sales

Manpower
Jan 2009Jan 2011

Exceeded 100% of aggressive sales goals selling to and servicing large strategic corporate customers in the Manufacturing, Retail, and Healthcare industries nationally. Secured 14 new logos with over $150M spend for all lines of business; contributed to an additional 60% growth in active customers during the 2009 lean phase. Joined Fortune 500 organization with the challenge to lead and successfully develop a strategic solution sales team (hunting and farming) and to manage a strong a cost-effective team across various divisions offering Managed Services solutions including IT solutions, BPO, Staffing, RPO, MSP, Engineering, and Auditing.

  • Sales Management / Growth / Strategy: Accelerated sales funnel and growth by targeting, negotiating, and executing contracts with businesses in various industries through CRM (salesforce.com), and pipeline management; increased sales productivity by 30% and overall gross profit margins (GPM) by 7% and Gross Profit Dollars (GPD) by 4% within the first 12 months by selling customized multi-million dollar solutions (non-Brick & Mortar). Successfully developed and managed a strong and cost effective sales team responsible for building national sales, reduced cost by 13% y-o-y through team reallocation’s, sales strategies, training programs, strategic initiatives, and M&A. Guided team to achieve “stretch” yet achievable goals and boosted morale through positive team-building and one-on-one coaching. Introduced new reporting and communication protocols that emphasized joint sales calls and internal partnerships to drive solution selling strategies.
  • Turnaround / Tactical / Value Creation: Implemented and mentored sales teams on salesforce.com and created Integrated Sales and Marketing Strategies that helped strategically enhance, and transform the team to sell different types of solutions and services at various organizational levels. 17% Annual profit growth by redefining sales approach and strategy and transforming from purely Staffing to a Solutions focused team with equal emphasis on low level to high end technology and management staffing.

Sr. Vice President, Sales

WNS Global Services
Feb 2006Jan 2009

Drove sales through an 87-strong field sales/inside sales/channels/marketing force segmented by various industry verticals, including Manufacturing, Healthcare, Energies, Utilities, Retail, CPG, Automotive, Aerospace, Defense, Telecommunications, Travel, Logistics, and Transportation, covering 17 key countries. Generated $126M in global revenue, leading business division through multiple changes and developing creative strategies and winning IT, BPO, RPO, KPO, and Contact Center solutions.

  • Sales / Growth: Empowered team and successfully closed multi-year, multi-tiered contracts with 11 new Fortune 500 clients valued at $60M. Successfully entered new markets and in 9 months, led business from 88% of plan for FY2006 orders to 117% of the plan. 2006 exceeded plan by 122%, representing 37% YoY growth. Between 2006-2009, contributed individually to close 7 new multi-year, multi-million dollar deals.
  • Strategy / Marketing: Designed an Integrated Sales & Marketing program transforming the landscape for the sales team to win new business 3 times quicker than earlier. Implemented standardized SEO practices, social media programs, analytics driven content creation and compelling UGC with meaningful tracking. Led clients from non-core commitments to market sensitive, intelligent, and transformational solutions and services, fostering a broader strategic engagement. Led market sizing, competitive analyses, portfolio definition, market positioning, and business plan formulation. Assessed relevant market research, performed competitive analyses, evaluated market trends and translated customer data into action-oriented marketing plans. Owned sales plans, compensation, key staff retention and employee communications programs.

Vice President, Sales & Business Development

Satyam
Mar 2002Feb 2006

Empowered company through breakthrough sales growth for various industry verticals. Lifted sales 36% CAGR between 2003-2005 without any breakthrough products or solutions, entering various new markets, eliminating sales positions, and achieving 21% EBIDTA growth. Managed team, pipeline and sales funnel through CRM systems; all team members were subsequently promoted to Sales Management roles. Achieved unqualified success – New solutions delivered $62M revenue in 3 years, 4X the initial goal. Developed and managed a strategic deals team, increasing revenue by over 85% and boosted large deal management, rising from $7M in 2003 to $21M in 2005. Executed focused strategic territory business plans through solution partners, implementation partners, and OEM partners.

Director

IBM 
Feb 1995Mar 2002

Focusing on the Southeast US, exceeded over 100% of aggressive quota, leading a 6-member Sales team providing managed services to various customers including Home Depot, Delta Airlines, Wachovia Bank, Coca-Cola, and Georgia Pacific. In conjunction with corporate channels, drove planning programs and strategies with National partners at a local level. Built & managed programs with VARs, OEM’s, and Channel partners.

Marketing Manager

Suzuki Motors
19891994

Education

Executive MBA

Georgia State University
Aug 1994Dec 1995

Management Information Systems (MIS) & Marketing

MBA

Xavier Institute of Management (XIM)
Jul 1990Mar 1992

Marketing & Finance

BS

University of Bombay
Jun 1986May 1990

Medical Sciences

Professional Affiliations

  • Board of Advisors – Metro Atlanta Chamber of Commerce (2011 - 2015)
  • Technology Executive Council – Atlanta and Georgia Councils (2007 - 2013)
  • Mobility Leadership Subcommittee (2011 - 2014)
  • IAOP - Advocacy & Outreach Committee (2010 - 2015)

CHARITY / Volunteer SERVICE

  • Collected donations for the American Cancer Society - increasing my awareness of those who suffer. (2008 - 2012)
  • Coached Soccer League - enhanced my interpersonal skills. (2009 - 2014)
  • Donated one evening a month to HERO – AIDS / Children. (2010 - 2014)
  • Active participation in POSSE – Education. (2014 - 2016)
  • Action AID and CRY – various levels of participation. (2007 – 2016)