Sundeep Kumar

Summary

Dynamic marketing professional experienced working on fast paced complex projects demanding strong organizational, team management and interpersonal skills. Detail-oriented and resourceful in channel environments with an aptitude towards innovation. Broad knowledge base and skill set incorporates strong command of all areas of project management, channels, marketing, acquisitions and program management. Experience working with teams across geographies and cultures to meet and exceed business objectives through the introduction of strategic, productivity enhancing initiatives.

Work History

Work History
Mar 2008 - Present

SW Acquisitions / Channel Programs - Asia Pacific

IBM India Pvt Ltd

Responsible for managing Software Acquisition Integration into the IBM mainstream business post its acquisition by IBM and integrate contracts, products, channels and other pieces of the acquired business into IBM regular portfolio.

  • Define migration strategy for all SWG acquisitions which have an existing channel by working with the Brand Channel Leaders.
  • Review and amend internal and external channel communications for AP as need be.
  • Manage migration implementation for acquired channels.
  • Advise best practices and alternative solutions to scenarios to the Brand and Channel Operations.
  • Identify and document current acquisitions' channel strategy and also the detail on the current operational processes to support the acquired channel.
  • Ensure all the acquired partners maintain continuity in business as part of the IBM Channel as per requirements of the Brand Managers.
  • Drive towards improving the risk posture on recruitment, compliance and termination processes for the newly acquired channel, in turn providing a stable platform to channel integration.
  • Ensure an open line of communication with the newly acquired partners and advice them on IBM channel models and programs.

Responsible for managing channel programs for the Asia Pacific region to ensure channel profitability and focus towards business partners who add value into the IBM business. Manage a team of 9 program managers based across Asia Pacific.

  • Manage channel programs for the Asia Pacific region and interact continuously with the partner community to ensure stability and growth of the program as per set goals.
  • Manage a team of 9 program managers based across locations in Asia Pacific responsible for the execution of project/program strategy on a local level.
  • Collaborate with leadership teams on all regional levels to execute program strategies and have a tight grip on all ongoing projects.
  • Develop an understanding of the market, competition and sales patterns relevant existing acquisitions and gaps in IBM's product base.
  • Implement business controls to maximize project effectiveness and achieve zero deviations in the annual audits and ensure satisfactory ratings on all project/program processes for Business Controls.
  • Collaborate with cross functional teams involving Channel, Finance and Business Controls across Asia Pacific and with the program teams to drive the programs towards set objectives.
Jun 2006 - Mar 2008

Marketing Manager - Channel Programs

IBM India Pvt Ltd

Responsible for managing Channel Programs focussed torwards the IBM Software business in India. This role is responsible for evangelizing and managing the programs as per the overall strategy and achieving business results.

  • Manage Channel Programs across the SWG Channels and collaborate with WW Teams to identify communication and program plans.
  • Monitored the performance of marketing support within the target market segments.
  • Successfully orchestrated the launch of Incentive & Reward programs to the Channel community in India and ensured participation from a considerable set of High Value Business Partners in the initial few months from the program launch.
  • Drive Channel Enablement and communications activities across the India software channels.
  • Built partner loyalty by effectively meeting partner needs; building productive relationships; and taking responsibility for partner satisfaction and loyalty.
  • Consistently worked with the internal and partner teams to ensure smooth operation and favorable end results for the parties involved.
Jul 2004 - Jun 2006

Marketing Manager - Sales Strategy

Microsoft India Pvt Ltd

Develop sales strategies with integrated GTM plans and execute marketing activities based on market intelligence & analysis.

  • Develop the Mid Market strategy with an integrated go-to-market plan and execute marketing activities based on market intelligence & analysis.
  • Accountable to deliver marketing results thru providing direction & support to extended teams and monitor progress to ensure it is consistent with the marketing strategy.
  • Analyze performance and work consistently with all the teams to ensure expected progress and adjustments when necessary.
  • Manage promotions, campaigns & offerings for the customer and partner community thru all the routes to market.
  • Develop customer opportunity maps for the sale teams to ensure the solutions are targeted at the right set of customers.
  • Brief Agencies on marketing promotions, program objectives and directions to ensure smooth operations and a successful campaign.
  • Manage budget planning & forecasting and enable the executives to make informed decisions in alignment with the business vision.
  • Manage growth, penetration, opportunity and market share reports that enable the business owners to have the right view in-turn helping them make the right decisions.
Aug 2003 - Jul 2004

Business Development Manager - MBS

Microsoft India Pvt Ltd

Responsible for Business Development in the North American market for Microsoft's Enterprise Resource Solutions.

  • Identifying potential business opportunities and addressing customer pain points through functional expertise in Microsoft Business Solutions and Microsoft's Security Mobilization initiative.
  • Part of a Six Sigma Green Belt project to shorten the overall sales cycle, increase opportunity size and improve closures.
Jun 2002 - Aug 2003

Customer Service

Mphasis India BPO
  • Dealt with customer concerns and complaints for US customers on the phone.
  • Trained new customer service trainees on the US Credit System, financial software and soft skill.
  • Was part of the ‘Escalation Group' and ‘Quality Service Group' that focused on improving escalation, faster resolutions and improving the quality of customer service.

Education

Education
Apr 1999 - May 2002

BBM

Mangalore University

Skills

Skills

Sarbanes Oxley

Professional Solution Sales

Six Sigma