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Sales Management

Location:
Milton, Ontario, Canada
Posted:
January 16, 2018

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Resume:

(Mr.) Sreedhar Jayanthi, M.B.A.

*** *********** ****,

Milton, Ontario

Canada, L9T 8N2

Home:905-***-****

Cell:416-***-****

Email: ac3184@r.postjobfree.com

Senior Sales Professional

Expertise includes, Software Products and Services

Top performer with an award-winning record of sales achievement in a 15+year career in intensely competitive industries, track record of stellar growth and client retention, tenacity to successfully penetrate driving for new customer and growth, build pipeline and capture market share. Equally strong qualifications in driving sales strategies and market analysis.

A dynamic driven technical sales professional with extensive managing territories, channels, partners, enterprise accounts. Experienced enterprise business & IT leader with a proven track record of successes in client relationship management and account management. Selling and delivering solutions to global enterprise, managing customer relationships, experience in front-end consulting, providing Software & IT enabled solutions including IaaS and SaaS, and delivering IT & Business Process outsourcing engagements to FP 500 and Fortune 500 companies. Proven track record of successfully scaling revenues for Consulting firms and Global SIs in Canada / USA

Why Sreedhar Jayanthi Why

15+ Years of Enterprise Software Sales Experience

Proven track record of quota over achievement and top 10% of all sales reps

Aggressive, hunter mentality focused on establishing and expanding the territory customer base with strong work ethic

Established presence and network in Canadian market

President’s Club achiever and consistent top performer

Experienced in complex sales cycles

Established and proven sales process

Always trusted advisor to the customer

Strong territory / whitespace management

Highly competitive: Drive to win

Career Chronology

Pegasystems, Inc. Mar 2016- Present

Senior Account Executive – Toronto

Pegasystems Inc. is a leader in software that streamlines business and enhances customer engagement in Global 3000 organizations. With more than 30 years of proven innovation, Pega seamlessly connects organizations with their customers across multiple channels in real time using market-leading CRM, advanced artificial intelligence, and powerful automation. Pega’s adaptive, cloud-architected applications – built on its unified Pega® Platform – empower people with comprehensive visual tools to easily extend and change applications to meet strategic business needs.

Role: Focused on selling cloud based & On Premises in Net New and Install accounts:

Verticals: Financials, Insurance, Distribution, Retail, Healthcare, Manufacturing, Telecom, Energy & Utilities, Aero Space and Automotive.

Applications: Pega 7 Platform, Pega BPM, Pega Case Management, Pega Financials, Pega Customer Service, Pega Marketing, Pega Predictive Analytics, B.I, Pega Supply Chain, Pega Sales Automation and Pega Robotics (Artificial Intelligence).

In 2016 achieved 104%, 2017-110% of yearly budget & generated 3X pipeline

Developed Canadian territory companies ranging from 200 M to 5 Billion from the ground.

Established Channel Partners in Canada and US and worked closely to close few big deals.

Responsible for the sales of Services (implementation, custom development, support and managed services)

Manage the sales pipeline and accurately forecast monthly and quarterly sales numbers for management.

Developed “GOTO” market sales strategy for multiple products and services

Responsible for RFI and RFP’s.

Championed and implemented new business plan that resulted in consentient growth and overall success

Build key relationships with executives and decision makers in various accounts

Sr Director Strategy & Business Development, INDEPENDENT CONSULTING Sep 2014 – Feb 2016

Providing advisory services to CXOs / their organizations on strategic initiatives / projects / Long-term projects

Business Strategy, Planning, Territory Operations, International Expansion, Strategic Insights and analysis, Strategic initiatives and Productivity gains

Developed company’s vision, strategies and tactics relative to existing and new businesses by providing process and framework, as well as working with parent company and senior management.

Work with Business stakeholders to understand business strategy, challenges and priorities to

oDevelop, socialize and manage a multi-year roadmap that aligns with the business strategy

oLink benefits of supporting technology to clear business outcomes

oEnsure that IT is able to act as a key enabler for business value

Work with IT Leadership to develop and manage a multi-year roadmap that drives maturity and efficiency within technology

Work with Business Engagement team in the management/maintenance of the five-year technology roadmap for each business unit

Oversees market analysis, monitors competitive activity and identifies customers’ needs. Provides leadership in the planning, designing and implementing of business plans.

Supports businesses in innovation, piloting and incubation.

Responsible for the sales of SAP Services (implementation, custom development, support and managed services)

Established Channel Partners in Canada and USA.

Provides market intelligence support to the business units in evaluating new business opportunities and in developing commercial strategies for these opportunities.

Develop and recommend short-term and long-term objectives for the department that support the achievement of the company’s goals. Reviews these objectives on an ongoing basis to ensure that they continue to be relevant and appropriate.

Managed strategic growth initiatives and outsourcing by establishing and successfully closing 6 technology projects, 2 business projects, and 3 business improvement projects

Building brand & visibility through campaigns for various vertical and internal & partner led offerings.

Building a pipeline through discussions with 40+ companies on Network, Mobility, Analytics, Cloud, & Security

INFOR July 2012 – Aug 2014

Senior Account Executive - Toronto

Focused on selling cloud based ERP in Net New and Install accounts: Verticals: Manufacturing, Financials, Distribution, Retail, and Automotive. ION (Middleware) and cross selling other Infor applications: Warehouse Management, Business Cloud, Enterprise Asset Management, CRM, Corporate Performance Management, Business Intelligence, Supply Chain Management, Human Capital Management and Product Life Cycle Management.

In 2012 achieved 96%, 2013-110% and in 2014 Q1-102% of yearly budget.

Excellent track record of achieving quota, increasing footprint in existing customers and new customers

Created a strong pipeline of business across key verticals Insurance, Retail, Manufacturing, Financials and Distribution.

Established Channel Partners in Canada

Successfully managed customer relationships during transition due to acquisitions by INFOR resulting in new services business in existing accounts

Strong interpersonal and leadership skills interacting with all levels of management

Initiated new opportunities by establishing new technology partnerships and strategic alliances with partners TCS, Infosys, Deloitte, Cap Gemini and HCL

Informatica Corporation Nov 2011- July 2012

Senior Account Executive - Toronto

Focused on MDM (Master Data Management), ILM (Application Information Lifecycle Management) Data Archiving, Data Masking, Big Data, Enterprise Data Integration, Identity Resolution, Cloud Data Integration, Data Quality, Data Replication, Data Protection, Data Recovery and Data Virtualization. Vertical focus: Banking, Finance, Insurance, Manufacturing, Retail, and Pharmaceutical.

2012 Q1-106% & reached 130% of pipeline quota

Hit the ground running managing complex deals in the first month

Sold 125% (Pro Rated) of license quota in Q4

SAP Canada Inc. Toronto Dec 2009 – Oct 2011

Senior Account Executive / Consulting Services

Focused on selling ERP in net new and Install accounts: Manufacturing, Financials, Distribution, Warehouse Management, Inventory, Supply Chain Management, Asset Management, Product Life Cycle Management, Customer Relation Management and EPM (Enterprise Performance Management) Business Planning & Consolidation, Strategy Management, Profitability Management, Business Intelligence solutions covering Ad-hoc Query and Analysis, Operational Reporting, Financial Reporting, Dashboards. Vertical Focus: Manufacturing, Retail, Wholesale Distribution, Pharmaceuticals and Financial.

In 2010 achieved 120% and in 2011 Q1-105% and Q2- 110% of yearly budget.

Working with billion dollars plus companies across the Eastern Canada and enhancing their capabilities with SAP foot print across several lines of business – Information Technology, Finance, Operations, Sales and Marketing

Penetrated several new accounts and grew sales revenue for the company by over 20% compared to the previous year.

Successfully managed customer relationships during transition due to acquisitions by SAP resulting in new services business in existing accounts

Increased Revenue of SAP products customers across in Eastern Canada by leveraging sales and technical resources within a short time span by over a million dollars.

Successfully introducing new pricing and engagement models to meet customer needs

Consistent track record of achieving quota, increasing footprint in existing customers and acquiring new customers

Converted multiple accounts to references.

Oracle Corporation (Canada), Mississauga May 2003 – Jun 2009

Senior Account Executive

Focused on selling ERP eBusiness Suite, PeopleSoft in net new and install accounts: Financials, Distribution, Inventory, Supply Chain Management, Asset Management, Product Life Cycle Management, CRM, and Business Intelligence solutions covering Query and Analysis, Financial Reporting, Dashboards. Vertical Focus: Manufacturing, Retail, Insurance, Pharmaceuticals and Financial.

“Oracle Club Excellence” for six consecutive years (i.e., from 2004 to 2009 inclusive)

“Best Sales person of the Quarter” in North America spanning Q1, Q2, Q3, and Q4 (from 2004 to 2009 inclusive)

“Best Sales Person of the Year” for six consecutive years in North America from 2004 to 2009 inclusive

“Outstanding Sales Achievement of the Year” for four years running in North America from 2004 to 2007 inclusive

“Outstanding Sales Person of the Year” for three consecutive years in North America from 2004 to 2006 inclusive

“Highest Sales in the in North America ($7.8 million in FY 2006)

Consistently exceeded sales targets year over year:

2009: 125 2008: 167% … 2007: 147% … 2006: 315% … 2005: 159% … 2004: 130%

Played a crucial leadership role in catapulting new technology adoption rate 130% amongst a key global industry leader through the launch of effective discovery programs

Directed and delivered an intricate strategic project – valued at $2 million – by applying customized account management tools

Won a $1 million database and business intelligence project due to focused sales efforts.

Implemented on-site discovery workshops to target individual client dynamics and formulate customized solutions.

VisualSoft Technologies Inc. (U.S.A.), Hyderabad (India) Nov 1998 – Dec 2002

VP Strategy & Business Development

Initially hired as a Senior Manager – Business Development; promoted within only six months to uncover sales and marketing opportunities in the U.S. and Europe. Managed up to 30 direct reports

In 2002, exceeded sales target by 110% (U.S. $3.3 million vs. budget U.S. $3.0 million) and in 2001 attained sales target of $2.0 million

Secured software development contracts valued at $5 million with two primary insurance firms.

Secured a three-year contract – valued at U.S. $5.0 million – from a leading U.K.-based publishing firm

Signed up two accounts – valued at U.S. $6 million per year for three subsequent years – for Business Process Outsourcing (BPO) Services

Executed and orchestrated a highly-complex and strategic total outsourcing deal worth U.S. $1.5 million

Instituted country-specific partnership agreements with other companies and ISV Channels involving European, Japanese, and U.S. markets to increase overall sales.

Computech Corporation, Detroit, M.I Feb 1996 – Oct 1998

Dir of Sales

Instituted and set up all logistics that involved ten training centers throughout the U.S. Specific accountabilities included conducting research on suitable locations, negotiating lease agreements, and recruiting / orienting new managers to direct activity for their respective training center.

Set up new software consulting arm to match qualified candidates – both internal and external – in suitable positions; played a vital role in placing 100 candidates across the U.S.

In two years, applied expertise in sales and marketing strategies to dramatically grow Services footprint in new and installed base accounts up to $50 million.

Jackpot Sound Inc. (U.S.A.), New York City (NY) Jan 1991 – Nov 1995

Director of Operations

Initially brought on as a Manager and promoted after only 2 years based on unwavering confidence to drive additional profits as business grew from 1 to 15 locations encompassing the states of New York, New Jersey, and Connecticut. Extra accountabilities included purchasing electronics and envisioning sales and marketing strategies.

Realized sales targets three out of four years in spite of intense competition in the electronics sector and recessionary activity worldwide.

Achieved cost savings by optimizing inventory levels by 25% through implementation of an automated system to

Monitor inventory levels across 15 stores.

Education

PM Command Inc- Project Management Institute (PMI)

Project Management

Thunderbird – The Gravin School of International Management (FL) USA

Global Strategy Implementation

New York Institute of Technology, New York City (NY)

Master of Business Administration (specializing in Information Systems & Business Management)

Bangalore University, Bangalore (India)

Mechanical Engineering

Comp-U-Tech, Hyderabad (India)

Certificates in SAP R/3; Materials Management, Production Planning and Sales & Distribution



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