Sales Manager

RAJEEV KHURANA Mobile: +1-778-***-****

Home: +1-604-***-****

Email: ******.*******@*****.***

Linkedin: sg.linkedin.com/in/rajeevkhurana1/

Career Summary

20+ years of IT experience in software and hardware sales, implementation and supporting

business innovation.

10 years at Oracle Corporation working across North America and Asia Pacific driving

technology and applications sales in direct sales, Alliance, channels management.

Last 3.5 years working for Motorola solutions, Asia Pacific and Japan driving global alliances

and channels sales with adoption of Mobility products and solutions, WLAN, Radio across

multiple industries.

A result oriented sales Professional with exceptional work ethics who puts company’s values

first and have several times played a key role in brand creation and improving corporate image.

Specialties: Specific go-to-market skills in medium and large size business market by

combining experience of Field Sales, Inside Sales, Channel Sales and alliance development

with Public Relations and Marketing demonstrating a proven sales track record of success.

20+ years of overall field, inside sales, sales management, alliance management, channels

sales and business development experience.

15+ years of experience in IT, software solution sales.

10+ years field sales experience

9+ years alliances, Channel development experience.

7+ years of experience with proven success in start-up divisions.

4+ years of experience in enterprise mobility products and solutions in APAC and Japan.

5+ years managing P&L

5+ years managing sales teams.

Professional Experience

Motorola Solutions Inc. (MSI)

Motorola Solutions, Inc. a leader in Mobility industry provides mission-critical communications

products and services to enterprises and governments around the world. MSI specializes in

supplying ruggedized Mobile hand held computers and solutions to its customers achieve real

time information to make better business decisions, saving money and time. MSI has three

divisions representing Enterprise division (Mobility), WLAN solutions and Radio mission and

business critical communications products.

Position: Sales Director, Global Alliance and Channels, Systems Integrators,

Jan 2010 – Sep 2013

APAC, Japan and Middle East

Reporting into Enterprise division, responsibilities included to manage and grow sales

revenue, manage APAC Channels sales team, lead and set up Motorola hardware

products and solutions systems integrators alliances/ channels sales division from scratch.

15 M USD revenue division (in year 2010), 30M USD in year 2013.

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Develop and set up an overall business plan, Sales strategy, aligning the business plan

with regional key stakeholders, sales, marketing, consulting, managed services and legal

teams.

Aligning MSI’s managed services team to support customers and SI partners as sub-

contractor on large managed services Mobility, WLAN infrastructure tenders.

Drive success through weekly 1 on 1s with sales team, weekly commit calls, pipeline

management and close plans, training and support to sales team, partners.

Develop new, maintain and grow business relationships with C Level executives to meet

company’s vision and objectives.

Achievements:

Enhanced Motorola’s systems integrators partner network to multiple focused partners

across region VS only two partners at the time of appointment with Successfully growing

and doubling the revenue from 15M to 30M USD in 3.5 years.

In 2011, appointed to drive overall revenue growth in an Alliance role for Motorola’s all

three business units (Enterprise Mobility, Wireless network solutions and Radio).

Consistent quota achievement for 3 years. CEO circle 2012 award winner - CEO circle is

an annual accomplishment reward, awarded to best of the best employees based on

overall annual performance.

Oracle Corporation

Oracle Corporation - A leader in enterprise software industry has made several acquisitions to

provide complete applications and solutions portfolio to its major customers. The company also

builds tools for database development and systems of middle-tier software, enterprise resource

planning software (ERP), customer relationship management software (CRM) and supply chain

management (SCM) software.

Aug 2007 – Jan 2010

Position: Sales Director, Alliance and Channels

(Japan and Asia pacific)

Oracle Utilities Global Business Unit (UGBU)

Oracle acquired SPL and Lodestar in 2006. SPL – A company with energy and utilizes focused

software solutions. SPL (now known as Oracle UGBU).

Responsible for all alliance and channels relationships for Utilities vertical. Reporting

into global alliances Vice President, responsibilities included developing and enhancing

UGBU’s partner eco system by identifying Systems Integrators & new Partners with

Utilities (Power, Gas and Water) practice, recruit, train and enable partners on Oracle

UGBU solution stack.

Manage and drive overall revenue growth of Oracle’s UGBU Applications sales through

Large and country based partners across APAC.

Responsible for overall partner sales strategy from ground zero in Geos with no

existence/footprint of UGBU’s applications. Drive strategic business plans and strategize

solution positioning to achieve annual sales quota, budgets in License sales and generate

net new pipeline for next 2-3 years.

Mobilize and collaborate with multifunctional support teams on UGBU license

opportunities (Oracle technology, Applications, global risk organization, Finance,

Services, Project management, analytics, Legal, professional and managed services

team etc.)

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Achievements

Achieved 100% of licenses revenue of 5 M USD and management business objective for

Oracle FY08/09.

Focused on Government of India (APDRP) to reform government owned power &

distribution utilities covering more than 20+ tenders in year 2009 and 2010 with

incremental pipeline of 12 Million USD for UGBU in India only driven by partners.

Won 9 Utilities tenders in 2008/9 in a green field space with no existence of UGBU

Applications in India, Philippines, Indonesia, China, HongKong.

Significant pipeline growth of 200% to 25 Million USD in license revenue for FY10 over

FY08 and FY09.

Jun 2006 – Aug 2007

Oracle Corporation

Position: Senior Sales Manager

Oracle Global & International Accounts (Manufacturing, Retail and Distribution) (APJ)

Responsibilities

Direct sales and work closely with Asia pacific Applications Sales team and Regional

Sales Managers to achieve Oracle ERP Application’s sales quota of 15 Million.

Single point of contact for Global Account Managers for deals closing in APAC, provide

general directions to the Applications sales team (Globally) regarding Account status,

Oracle’s policies, rules of engagements, sales operations etc.

Liaise and co-ordinate between the Account Managers of APAC and other Global regions

to ensure smooth sales operation to close large global Applications deals.

Relationship building between the regions to work as "one-team" to ensure professional

positioning of Oracle as a Global company.

Achievements

155% revenue growth over FY06 (9 Million USD) in Oracle FY07.

Jan. 2005 – May. 2006

Oracle Corporation Singapore

Jan. 2001 – Jan. 2005

Canada (Mississauga)

Position: Senior Applications Sales Manager

Responsibilities

Direct sales - To Achieve Oracle technology (Database and Middleware) Applications

sales goals (Oracle ebusiness suite) and targets (All Verticals) within the assigned

territory (Singapore, Indonesia, Malaysia) Year 2005 to 2006 and USA from Year

2001 to 2005 (while based in Canada)

Cold calling, Prospecting, establishing Contacts and relationship, manage all

Accounts in region to promote Sales of Oracle software products i.e., Oracle DB,

ERP, SCM, HR and CRM solutions and software training.

Managed the Ohio / Minnesota, USA based Major Named Accounts with revenue size

of more than 1 billion USD for 4 years in Oracle Canada office and successfully grew

Oracle technology and Applications business year after year

Achievements

Grew Oracle Singapore Applications business to 180% over FY04 in FY05, and 150%

over FY05 in FY06

Promoted to Regional Manager, Business development for East America, US region

in 2004 while working with Oracle Canada

Club Excellence award winner for FY2001, FY2003, FY2006.

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Patriot Computer Corporation Toronto, Canada

Oct 1999 – Dec 2000

Position: Sales Account Manager/Supervisor

Responsibilities

Sales of Computer hardware, peripherals, accessories and software in US and Canada.

Obtaining new sales leads from dead leads, demand generation campaigns working

with marketing department for North America

Manage a team of 6 sales associates, set targets as per the team budget, monitoring

weekly sales of team’s sales targets and forecasting of sales to Senior management on

weekly basis

Train, Help and coach team members reaching their sales targets.

July 1991 – June 1996

Ralson Enterprises

Position: Sales & Marketing Manager (Partner/Director)

Responsibilities

Set up distribution and dealer network for the sales of telecommunications products in

the Northern and western India region

Managed 2 sales teams of ten field Sales representatives to meet monthly sales targets.

Professional Qualifications

Leadership, media and People management skills Courses.

Executive Selling, Spin Selling, Info-mentis, Strategy, winning inc. Match point

trainings at Oracle.

Education

Masters program in Business Administration (MBA) – India

Post Graduate Diploma in Sales and Marketing Management – New Delhi, India

Bachelor of Commerce – Delhi University, India

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