Rahul Agrawal
Contact: +91-935*******/925*******
E-Mail: adabuc@r.postjobfree.com
Techno-Commercial Sales & Marketing
Acknowledged for strengthening companies to lead in highly competitive markets and delivering innovative marketing concepts & strategies
Location Preference: Delhi-NCR
Profile Summary
A result-oriented professional offering over 15 years of successful career distinguished by commendable performance in Sales & Marketing with IT/ Telecom Solutions & Services
Won Ace Award for completing revamping PLCM process FY 2017-18
Drove a business of 1200 Cr. with approximately 1250+ partners, 2000+FOS at partner place, assisted 400+ team Account Manager & 30 Zonal Heads
Won ‘Star Award’ for achieving 104% revenue target of INR 64.6 Cr for FY 2013-14 for DNCR SME business
Contributed in augmenting business, penetrating new market segments for business excellence, managing territory and product channel sales & promotional plans
Proven excellence in designing & implementing marketing plans, managing strategic promotional campaigns, launching new initiatives and formulating high-level revenue-building strategies & tactics
Strong business acumen with skills in conceptualizing robust plans for market development in different segments for better market penetration
Enterprising leader with excellent communication, negotiation, client relationship & team management skills
Core Competencies
Sales & Marketing Business Development Channel Development
AOP & P/L Management Revenue Expansion Relationship Management
Go-to- Market Strategy Partner Life Cycle Management Team Management
Organizational Experience
Since Sep’12 with Tata Teleservices Ltd., New Delhi
Growth Path:
Sep’12-Aug’15 Regional Partner Development Manager – North
Sep’15-Till Date Head Indirect Business (Sales, Strategy, Operations & Planning)
Key Result Areas:
As Head Channel Business
Identifying different sourcing channels to build channel capabilities; designing incentive schemes /loyalty programs for partners & FOS
Training regional team on channel development, GTM and cascading there KPIs & monitoring their performance
Managing channel partner helpdesk to ensure partners can get all relevant information
Leading team of 12 people (5 off role and 10 on roll)
Communicating policies and process with respective stakeholders internally and external partners
Performing business analysis, channel strategy and completing partner life cycle management
As Head Channel Business
Achieved sales & revenue targets and ensured profit margins through indirect sales
Coordinated with marketing team to organize conference, workshops & technical seminars for partners & there teams
Appointed new partners (H/W vendors, SI to sell TTL & TCL various products & services)
Rolled-out incentives schemes & rebate programs for channel partners
Assisted Channel Partners to recruit their Sales Executives
Highlights:
Organized National Partner meet for every year
Completed PLCM (Partner Life Cycle Management) as per ETOM framework
Performed lot of process & policy streamline to ensure overheads are reduced to increase efficiency and productivity
Received Certificate of Appreciation for:
oSuccessful integration of TCL SME business with TTL B2B business for FY 2012-13
oAchieving more than 120% KPI for FY 2014-15
Recognized as consistent and ranked no. 1 Partner Development Manager from consecutive 5 years across region out of total 20 PDMs
Previous Experience
Jul’08-Aug’12 with Tata Communication Ltd., New Delhi
Growth Path:
Jul’08-Jun’10 National Account Manager (Sales)
Jul’10-Aug’12 Regional Partner Development Manager
Highlight:
As Regional Partner Development Manager
Received Certificate of Appreciation for achieving more than 120% KPI for fly high incentive scheme for Dec’14-Mar’15
Drove a business of 110 Cr. with approximately 75+ partners, 300+ FOS at partner place, assisting 20+ team of CSM, PAM, SPAM, 3 Cluster Heads
Appointed strategic partners to sell TCL Cloud services like Insta Office, Insta Compute, Biz Box, Hosted CRM and so on
Rolled-out incentives schemes & rebate programs for channel partners
Motivated channel partners to sell Tata Communications Products
Acted as a bridge between organization and channel partner and client
Developed a relationship between channel partner and organization for mutual benefit
Awarded as ‘Blue Ribbon’ for:
oBest performance for doing indirect business Q3’10 & Q4’11 for FY 2010-11
oRestructuring complete channel model for SME /Enterprise for FY 2011-12
Rolled-out sell through model for Managed Services, Cloud Services & Industry specific solutions like CDN, IT-IMS
Appointed as partners to resell VOIP & Cloud Services through pre-paid VOIP panel & BIZ box
As National Account Manager- Sales
Recognized as highest target achiever (25 Cr.) across vertical for FY 2008-09 & 2009-10
Awarded as ‘Blue Ribbon’ for best performance i.e. 123% target achievement for Q3 Plan for FY 2009-10
Closed:
oLargest single turnkey deal of 41.8 Cr. from ONGC along with sister concern TataNet (VSAT service provider) in FY 2008-09
oCWG 2010 Managed Hosting, Video over Fiber, ILL & PTP orders; provided all telecom services to CWG 2010 as official service provider
oTotal order of approx. 16 Cr. with CWG 2010
oLargest single MPLS-VPN (connectivity) order for 2222 sites from Wipro Infotech for ESIC Panchdeep Project of 59.5 Cr. for 5 years
oIDC’s order of approx. 12 Crore from Income Tax Department & Customs & Excise
o1 Cr. order with Tulip Telecom Ltd. for satellite equipment’s to fulfil one-end customer (Maharashtra Govt.) requirement
oIDC build order of 18 Cr. with TCS for passport E-SEVA project in 2009-10
Jul’07-Jun’08 with Gilat Satellite Networks India Pvt. Ltd., Noida as Manager (Marketing & Business Development)
Highlights:
Generated around:
o $ 2 Million revenue from Banking & Financial segment (like UBI, SBI, ICICI, and IDBI)
o$ 1.5 Million revenue by selling 2 Hub’s & 800 VSAT’s to KPTCL through ABB Ltd.
Attained Gujarat E – Gramme project of more than 18000 VSAT’s of value $ 6 Million through Bharti Airtel Ltd.
Managed government accounts like NIC, ERNET, ITI, NTPC, TCIL, EIL & ONGC
Received order from Nepal Telecom to run rural telephone & data applications through TCIL for $ 3.5 Million for 2 HUB’s & 200 VSAT’s
Worked with STPI in RFP drafting for Chhattisgarh SWAN
Jan’04-Jun’07 with Tulip Telecom Ltd. (Formerly Tulip IT Services Ltd.), New Delhi
As Manager (Business Development & Channel- Enterprise Solutions)
Highlights:
Highest achiever in MPLS VPN & Internet Bandwidth Business as team as well as individual basis cumulative performance is 100% of Target given.
Tie up with GOIP Solutions Ltd., Vintron Communications Pvt. Ltd., Tacker Technologies as Premium Channel Partner of Tulip IT Services Ltd. to market and sell RF VPN / Internet / IDC solution and other managed services to Small Medium Enterprise Segments (SME’S) & Government Organization
Made 50+ Channel partners mainly system integrator, network integrator & software companies dealing in ERP all over North Region to sell tulip MPLS VPN solutions, internet bandwidth and various other managed services to SME’S (T-3 Accounts ) as well as Large Enterprise Accounts
Awarded as Best Channel & Corporate Business for the year 2005-06
Generated 200 corporate & SME clients through channels giving revenue around 15 Cr. for FY 2005 – 06
Introduced Share Broking & BFSI segment for tulip against VSAT service provider like Hughes, Bharti, HCL Comnet, Tata Net
Certification & Trainings
Participated in:
oManagement Development Programme on Finance for Non-Finance Executives conducted by Fore School of Management, New Delhi
oNational Conference on Distribution Automation organized by Central Power Research Institute, Bangalore
Attended Mercuri Goldmann training programs on ‘Key Account Management’ & ‘Consultative Selling’
Trained, certified and tested on TATA Quick Plus certification program ( equivalent to Green Belt)
Academic Details
BE (Information Science & Technology) from MS Ramaiah Institute of Technology, Bangalore in 2004
Personal Details
Date of Birth: 18th August 1981
Languages Known: English and Hindi
Address: T1-302, RPS Savana, Faridabad, Haryana
Passport: F6231599