Sales Management

M A N A V E N D R A S H A R M A

*** ****** ***** • RIDGEWOOD, NJ 07450 • MS6932@GMAIL . COM • ( 201 ) 450 - 6980 BUSINESS DEVELOPMENT EXECUTIVE

HIGH PERFORMANCE DOMESTIC & INTERNATIONAL SALES & MARKETING EXECUTIVE WITH PROVEN SUCCESS ACROSS VARIED INDUSTRIES

Accomplished business development executive with strength in driving domestic and international growth, generating revenue, opening new markets and accounts, winning market share, and improving margins. Exceptional communicator and negotiator; track record of forging steadfast relationships with C-level executives and multifunctional decision makers. Results-focused pacesetter who raises the bar by aggressively facing challenges to heighten revenue and market position. Expertise in recruiting, training, and coaching teams to peak performance. Core Competencies:

• Wire-line / Mobility Solution Sales / Quota Attainment • Product Management (ICT-Telecom Vertical)

• Business Plan Creation / Sales Funnel- CRM • Process / Performance Improvement

• New Account Acquisition / Management / Expansion • Business Analysis / Systems Engineering

• Client Relations • Staff Management

• P&L Management • Channel Building

PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS:

AT&T GLOBAL BUSINESS SOLUTIONS – New Jersey 2012 - 2015 GLOBAL AND LARGE ENTERPRISE SALES – (SALES OVERLAY) - DATA, VOICE, VIDEO, HOSTING

• Represent Global Solutions Sales Center as a SME for complex sales opportunities for Global, Enterprise, Retail, WHSE, Govt., Education, Health segment customers located in US, EMEA, APAC and CALA regions. Dedicated resource to IBM, SHELL.

• Prospect, interface with sales partners, manage and close complex sales solutions to generate revenue for AT&T products including MPLS, Managed Services, Ethernet, VoIP, Unified Communications, SIP, MIPT, MRS, COLO, Managed Hosting, CLOUD, CDN, Managed Security, Video Conference, TelePresence services.

• Focus on growing contractual renewals for large accounts with more complexity in RFP discussions, to generate higher TCV renewals on newer technology solutions for Outsource/IT business partners.

• Participate in cross-division / multi-function teams for critical analysis, ROI discussions for sales implementation, engagement with technical engineers for feasibility on customer’s existing infrastructure and architecture.

• In-depth sales deployment analysis for integration of solutions on migrating customers to new emerging technology offers like Public & Private Cloud, Compute and Storage as a Service, Hybrid Solutions, PaaS, CDN, SDN, NetBond, Cisco’s LISP (NNI) network architecture & protocol, IPv4-IPv6 Dual Stack and Service Interworking

(SIW) Interoperability between multiple AT&T MPLS-IP and Legacy-T services. AT&T ENTERPRISE BUSINESS SOLUTIONS – New York 2010 – 2011 TECHNICAL SALES ACCOUNT MANAGER- (SALES OVERLAY) - DATA, VOICE, VIDEO, HOSTING

• Primary Sales Resource for Global & Mid-Market Enterprise accounts. Responsibilities included pre-sales global network design and engineering for MPLS, Optical-Ethernet, Managed Hosting, COLO, and DR application sales opportunities. Negotiate internally to gain approval for (ICB) non-standard complex multi-site global solutions and custom designs on domestic MPLS-PNT on behalf of the client and present solutions to clients through RFPs.

• Increased sales and attained monthly quota as a member of the sales team. Represented team at internal reviews as a single point of contact for product business development. Contributed with expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution.

• Strategize & collaborate with cross-functional teams in AVPN, MPLS, Ethernet product groups, recommend solutions and strategies to clients in providing Ethernet solutions within the various subsets of the Ethernet portfolio including OPTE-MAN, METRO-E, OPTE-WAN for integration in the MPLS core network as well as optical private networks for use for server virtualization and back up center applications at IDCs.

• Introduce cost control options with emerging technologies like ERP, Oracle, Security, Video Conference, Wireless, VoIP, STaaS, Virtualization and Hosting.

AT&T GLOBAL BUSINESS SOLUTIONS- PREMIER CLIENT GROUP- New York 2007- 2009 SR. ACCOUNTS MANAGER SALES INTEGRATED - OUTSIDE SALES - (GLOBAL AND ENTERPRISE MARKETS)- DATA, VOICE, VIDEO, COLO, HOSTING, CLOUD, MOBILITY

• Collaborate with diversified industry clients, C-level executives, IT directors and infrastructure engineers, in designing and implementing custom solutions. Manage all aspects of Account Management including prospecting and acquiring “new logo” companies, hunt new business (to meet and exceed monthly sales quota) and retention of existing business to a $12.3M account base spending 500K to $10 million dollars a year. Lead and support pre-sale technical consultants and post-sale lifecycle resources in meeting/addressing all client business needs. Oversee five direct reports in Pricing, Engineering, Provisioning, Service Management, Post-Sales Life Cycle. Accompl ishments:

• Designed, proposed, negotiated and won a global 10- location complex BGP Failover DR solution worth $1.9M for critical data and Video application back up on AVPN network for Kohlberg Kravis Roberts & Co.

• Won new business and signed contract for 3 - location services worth $1.52M for a Disaster Recovery critical data back-up solution with TRAIANA Inc.

• Designed, priced, negotiated and signed a new 8-location domestic and overseas contract for $1.8M business deal for The Weinstein Company.

• Proposed, negotiated and signed multiple contracts for network enhancements with diverse technology solutions by removing bottlenecks in network infrastructure operations, resulting in increased monthly billed revenue to $1.4M with Church Pension Group.

• Maintained an average of over 162% production quota attainment from July-November 2008 in PCG segment.

• Ranked 19th in the country for 11-contract renewals worth $2.5M in TCV in September-December 2008 period. Penetrated 9 accounts and increased penetration by 17.2%. Achieved a response attainment of 100% on the AT&T

/ CEE Surveys for client satisfaction and overall experience with AT&T Account Management. New projected revenue trend increased by over 160% in the 3rd trimester 2009. AT&T GLOBAL BUSINESS SOLUTIONS (ENTERPRISE IT) - New York 2005 – 2007 BUSINESS SALES OVERLAY – GLOBAL AVPN MPLS - (PRODUCT LAUNCH / TIME TO MARKET with IBM) T-MOBILE, USA - CORPORATE & STRATEGIC ACCOUNTS- New York 2003 - 2004 NATIONAL ACCOUNTS MANAGER - MOBILITY- (OUTSIDE SALES) AT&T GLOBAL BUSINESS SOLUTIONS- SIGNATURE CLIENT GROUP- New York 2000 – 2003 SALES EXECUTIVE INTEGRATED- FINANCIAL VERTICAL – (OUTSIDE SALES) GLOBAL MARKETS -- DATA, VOICE, HOSTING, COLO, VIDEO. SPRINT BUSINESS – (SMB) - DATA, VOICE- New York 1997–1999 ACCOUNT EXECUTIVE- (OUTSIDE SALES)

EDUCATION & CREDENTIALS

MS, Sales and Marketing Management – University of Delhi, India BS, Business Management, Accounting Minor – University of Delhi, India Cloud Computing & (SaaS) Applications Certificate & CPE Credits NetSuite & Proformative Inc. (2012). Science of Consultative Selling Axiom (2009) • Miller Heiman Strategic Selling Training (2009) • Holden International- Total Account Management (2008) • CISCO CCNA Certification. RIM Level I & II Blackberry Certified Professional (2008) • Management & Development Certificate, AMA. U.S. CITIZEN (No visa sponsorship needed)

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