Sign in

Head Indirect Enterprise /SME Sales, Strategy and Planning

New Delhi, Delhi, India
September 12, 2019

Contact this candidate


Rahul Agrawal

Contact: +91-935*******/925*******


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


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


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


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)


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)


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

Contact this candidate