Sales Customer Service

R. Sankara Narayanan

Chennai, India +919********* **************@*****.***

SENIOR BUSINESS DEVELOPMENT MANAGER

SENIOR SALES, CUSTOMER SERVICE & BUSINESS DEVELOPMENT EXECUTIVE

Channel Management Customer Service Business Development Manager IT Security, Networking

& Software Sales Executive

Highly motivated and experienced senior executive with proven history of business development

success in IT Security, Networking and software sales, service, marketing and channel management.

Special expertise in building and leading top-performing teams, coordinating critical initiatives, and

introducing process improvement plans to improve results. Experienced at directing sales and service

centre teams, field and help desk support functions. Strong track record of success in managing

customer experience. Additional strengths include:

Sales & Channel Management Strategic Planning & Development

Key Account Management Sales Support & Marketing Development

Sales Program Design & Implementation Process Simplification & Service Delivery

Increasing Sales Revenue Maintaining Existing Accounts

New Product Development Customer Experience Improvement

New Market Development Product Branding

Key Skills

Direct Sales, Key Accounts, Enterprise Sales, Solution selling, customer relationships.

Proficiency in Network Security, Cloud, Saas, CRM/ERP

Excellent communication skills, both written and verbal

Have in-depth Product knowledge in End Point & Perimeter Security, Content Filter,

Virtualization, DLP, IPS/IDS, Storage, Encryption, 2FA, UTM, Data Centre Security,

Secure wireless, Software App and DB, Antivirus, Antispam, Web content filter, Patch /

Desktop / Network / Vulnerability Management & Monitoring, Firewall

Have handled different verticals like Media, IT, ITES, Education, Gov, Manufacturing &

Logistics, Hospital, Banking & Finance, Defence hospital and hospitality.

Involved in the end to end process, starts from account/opportunity identification, solution

positioning, technical convincing, presales activity, commercial part, closure, supply till

collection

Employment History

CEO, Protac Networks

(Jan 2013 – Aug 2014)

Business Head, Raksha Technologies, Chennai

(Nov 2004 – Nov 2012)

Entrepreneur Exposure

Founded the company focused on selling and servicing of IT Security products to SMB customers. I

was responsible for bringing in new customers and selling new products and technologies. I managed

to bring in 50+ new customers within a span of one year.

Business Head Exposure

Roles & Responsibilities

Responsible for the overall business and yearly targets.

Managing a team of 60+ members including 3 branch heads, 6 assistant managers.

Responsible for supply chain, collection & deliveries

Involved in the recruitment process.

Handling escalations at different levels and step in directly into complex situations

Synchronize operations between different teams and ensure the organization’s vision is

getting translated to each employee and to make them realize their roles and responsibilities.

Set, Motivate, get along, monitor, review & appraise goals & Performances

Involved in the expense control process to increase profit

Doing a frequent business review with different departments and refresh the systems and

policies based on the need of the hour

Providing different IT infrastructure and security solutions to all segments and verticals of

customers.

Understanding the customer need/pain points and position a suitable solution to the customer

and convince them both technically and commercially

Acting as a consultant to the customers who do not know how to enhance their core

infrastructure and different security measures, and to use their IT budget effectively.

Suggesting customers on the global IT best practices and compliance on the different security

and infrastructure certifications.

Having a major contribution in the growth of the organization, from 4C to 15C

Having a major responsibility to ensure a healthy bottom line

Fixing targets for the year and assigning them to the sales people depending on their

potential and motivating / guiding them to achieve the same

Strategic planning for maintaining existing customers for up selling

Key Accomplishment & Achievements

Achieved 125% Target for two years as a sales executive

Increased New customer acquisitions by 40% every year

Consistent achievement of business target every year

Ten New product acquisition in two years

Implemented new methods to upsell new products to existing customers

Moved the organization from break even to 25% profit in ’09-10

Showed 40% business growth in ’10-11

Increased profitability by better buying cost and by reducing the expenses

W on 3 major projects, Value more than 1C by positioning the right solution

Increased the Bottom line (GC) from 9% to 25%

Serving as a solution architect for the past 4 years to more than 8 enterprise organization

(includes Defence Ministry/government R&D Dept/private Finance organization/IT companies)

Proposed end to end network security solution (includes Firewall/Antispam/Mailing

solution/network monitoring solution) to a government organization and winning the deal in a

phased manner

Conducted seminars on latest Technologies to different corporate and institutions.

Products I Lived With

Having pre-sales and selling experience and exposure in the following pillars

Antivirus Antispam Web content filter Virtualization

• Trend Micro • Ironport • Websense • VMware

• Symantec • Barracuda • Z-scalar • Citrix

• McAfee • Z-scalar • Ironport

DLP IPS / IDS Storage Back Up

• Trend Micro • ISS • EMC • Symantec (Veritas)

• Websense • McAfee • NetApp • CA

• McAfee • Checkpoint • HP

• Symantec • Juniper • IBM

Encryption 2FA Secure Wireless SW, App & DB

• Pointsec • RSA • Aruba • Adobe

• Trend Micro • Vasco • Ruckus • Microsoft

• McAfee • HID • Cisco • Oracle

Patch / Desktop / Network / Vulnerability

Firewall

Management & Monitoring

• Cisco • Juniper • Checkpoint • Fortigate • Solar Winds • Big Fix • Lumension

• Watch Guard • Sonicwall • Palo Alto • GFI • Symantec • McAfee

Awards and recognitions

Joined as sales executive and grew to the level of General Manager in 8 years with consistent

promotions and monitory benefits year on year

W on the best sales person for the year ‘07-08

W on the best presales/sales star award for the year ‘08-09

W on the consistent performer award

W on the business rebate for the consistent performance every quarter for the past four years.

Certifications

Trend micro – sales

Symantec – Antivirus product line – Sales

Juniper – Sales

Sonicwall – Sales

VmWare - Sales

Education

Saranathan College of Engineering (Bharathidhasan University)

BE (Electrical and Electronics) – 71.7%

Personal Information

Date of Birth 21-May-1982

Sex Male

Languages Known English, Tamil, Hindi

Marital Status Married

Nationality Indian

References

References are available upon request.

Contact this candidate