Regional Sales Manager

Functional Competencies

Key Account Management: Handling business operations with accountability and profitability, forecasting monthly/ annual sales targets & executing them in given time frame by organizational planning. Identifying prospective clients and generating business from the new accounts; interfacing with clients for suggesting the most viable product range and cultivating relations with them for securing repeat business. Business Development - Utilizing market knowledge and competitive intelligence to determine the appropriate product portfolio. Formulating of strategic plans to enhance sales & marketing operations thereby achieving increased sales growth. Conducting competitor analysis by keeping abreast of the prevalent market trends to forecast and achieve the sales targets and augment revenue. Team Management: Creating and sustaining a dynamic environment that fosters development opportunities, motivate and encourage for optimizing their high performance and contribution level. Goal-driven People Manager with ability to guide and motivate executives in an effective manner. Leadership History & Performance

IBM India Pvt. Ltd.,Bangalore, India Sep’t 2004 - Feb’ 2018 Role-: Run the operating region as an Independent Strategic Business Unit for India Region. Growth Path-: Deputy General Manager - Jan’ 2012 to Feb’ 2018 Business Manager - Jan’ 2009 to Dec’ 2011

Team Leader - Jan’ 2006 to Dec’ 2008

Sales representative - Sep’ 2004 to Dec’ 2005

Profile Value-:

v In my last role as DGM, was driving key Strategic Initiatives while identifying and developing new business opportunities for Sell to & Sell through with Infosys and Wipro for India Region. Hemanth Kumar MC

E-Mail: *********@*****.*** Mobile: +1-682-***-**** Leadership Outline

v Extensively skilled, competent and result-driven professional putting forth over 19+ years of accomplished experience encompassing business development,channel sales,account management, marketing, alliance and customer service.

v Was associated with IBM India Pvt. Ltd for over a decade, managing Large Enterprise & Global system Integrators accounts like Infosys and Wipro.

v Distinction of independently managing strategic business unit, with a track record of growing the business, A key contributor in formulating strategic goals and drive entire sales operations. Core Competencies

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Leadership Skills

Team Management

Bottom-Line Improvements

Growth Management

Functional

Revenue Maximization

Sales Operations

Sales Strategies

Network Building

Profile Value

Effective & accountable: Overcome complex business challenges and make high-stakes decisions using experience-backed judgment.

Corporate Strategy & Development Specialist: Characterized as a visionary, strategist & tactician. Consistent record of delivering results in Project Management & Business Development. Consistently Deliver Mission-Critical results: Driven by a visceral “hard-wired” need to strategize & to innovate. Gifted with the vision & determination needed for high-level revenue-building strategies.

Respect and Leverage Human Capital: Motivate, mentor and lead talented professionals. Direct cross functional teams using motivational leadership.

Strategic Contribution: Can direct Organization in new height and motivate people to perform beyond their past demonstrated skills.

v Devising and implementing competent business strategies; Ensure to deliver sales & profit growth Year on year and responsible for driving $30 Mil revenue in Infosys & Wipro, contributing 25 % of the BU number. v Make consistent efforts to enable and certify min 1500 people very year on IBM technology and assist them in building skills sets.

v Driving joint go to market initiatives, with 10-15% growth YoY,won 6 significant large deals across hardware, software and services with Infosys (IBU,Tools group,CIS,Finacel & Edgeverve) and 4 large deals with Wipro ( SIMS,GIS,Tools group,BAS & CRS).

v Perform negotiations – work with the customer and negotiate deals and contracts, have negotiated $30.7 Mil software deal with Infosys in 2013 and $14.4 Mil with Wipro in 2014. v Deft in performing quarterly interlock and review with the customer and the internal stake holders,grew pipeline by 60%.

v Instrumental in signing a $4.5 Mil 3 years cloud signings with Infosys. v Develop and cement healthy relationship with board members / leadership/ key decision makers. v Accountable for end to end account management including account planning, interlock and execution, grew business from $ 7 Mil to $ 30 Mil in 6 years.

v Collaborate with IBM extended team in managing customer escalations and deliver superior customer experience.

Notables-

Bestowed with-:

AP & Asian Rep’ Award for 2005 & Outstanding Achievement for 2005 & 2011.

General Manager Award for Q4 2011.

Recognized for-:

Competitive win-back in Aug 2006.

Contribution in 1H 06 & 1H 09.

Hundred Percent Club recognition in 2005, 2011, 2013 & 2014. Dell India Pvt. Ltd.,Bangalore,India Account Manager Dec’ 2002 – Aug’ 2004 About the organization- Information Technology & Services company Role: Mainly used to handle large corporate account for Bangalore and Chennai, who is more than 1500 employees. Profile Value-:

v Accountable for driving Product & Services sales of large corporate accounts for Bangalore and Chennai. v Played a stellar role in identifying potential accounts in the territory and drive sales. v Planned timely order execution, delivery and installation; resolved customer’s escalations. v Dexterous in timely collection of payments.

v Instrumental in negotiating deals with customers. Notables-

Achieved quarterly targets consistently for five quarters.

Played a stellar role in increasing the sales from $1.2 to $4 Million in less than 3 quarters.

Bestowed with Sales Executive Award’ for Quarter 4 2003. Computers Unlimited,Bangalore,India Business Manager Dec’ 1997 – Nov’ 2002 About the organization- Channel Partner of HCL,Microsoft, Intel & Compaq Role: Recognizing the potential companies in the market for the Sales of various IT related products and solutions. Profile Value-:

v Accountable for Sales & managing team of 5 sales people, grew business from grounds up to $1.8 Mil in 5 yrs. v Creating an environment boosting high performance; motivating junior members in optimizing their contribution levels.

v Partnering with OEM’s, contributed in business planning and conducted road shows for pipeline generation

& increase sales.

Educational Qualification / Certifications

Diploma in Computer science (Adichunchanagiri Institute of technology,Chickmagalur, Karnataka). IBM Selling Profession Certification.

IBM Global Sales School.

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