Sales Manager

** ***** ** ***** **********

Facts tell but stories Sell

RAJNEESH RANJAN

Malad West, Mumbai India

************@*****.***

Contact No.: +91-998*******

Snapshot: Have 20 years of work experience performing various customer engagement roles. An assertive and experienced leader with outstanding analytical, interpersonal, communications, negotiations and people management skills. Results- driven Sales leader with a proven ability to achieve revenue goals and high customer satisfaction levels within diverse industries. Has in-depth understanding of sales strategy and is able to articulate the value proposition to the client in financial and business terms. Profit focused, consistently ranked as an exceptional closer and top sales producer. Skilled at assessing client needs, tailoring programs to meet those needs, negotiating contracts, sealing deals, and attracting a large account following. Specialized experience in closing high-end complex and large projects within BFSI, manufacturing, pharma and telecom industries.

Experienced in evangelizing innovation and selling disruptive technology into various industries. Techno-Commercial Acumen, to be able to handle opportunities end to end, from identification, through development, progression, positioning, closure & post sales follow through. Can talk extensively on latest technology trends like cognitive, AI, ML, Big Data, Anlytics, Microservices, IOT, Blockchain and Cybersecurity. Have experience of direct sales, channel sales, account management and Business development.

OBJECTIVE

Opportunity to help customers in their Digital Transformation Journey while working with a fast paced Innovative and disruptive IT Organization.

PROFESSIONAL EXPERIENCE

Outsystems ~ Regional Sales Manager India Aug 2019 – Feb 2020 Job Profile:

Deliver booking & revenue targets via partners for India territory.

Manage the entire partner lifecycle - Identify, qualify, recruit, enable and motivate.

Understand current market needs and future trends, to be able to design, plan and build indirect channels.

Establish executive level relationships with business partners and ensure their commitment to executing on a joint business plan.

Lead commercial negotiations with the business partners to maximize Outsystems’s revenue and market share.

Coordinate activities around sales territory campaigns with other members of the organization and extended business partner team.

Actively build pipeline with partners through creative partner marketing initiatives and programs.

Present forecasts, territory plans, opportunity plans, and overall partner strategies upward to Outsystems management and executive management.

Manage Partner Opportunity registration.

Carry a multi-million dollar quota comprised of all the CX solutions that Outsystems offers.

Owning complete P&L responsibility.Revenue generation through channel sales and direct sales in BFSI, manufacturing, retail, captives, automotive and utilities sector.

Working with CXO level customers to identify and appreciate business challenges for each of the leaders (CEO, CFO, CIO, CISO et all) and curate relevant solutions along with solution architect to fulfill the business and strategic objectives

Leading and participating in marketing initiatives such as Jumpstart, CIO events like gartner and ETCIO.

IBM India Pvt. Ltd., Mumbai ~ Client Solution Executive Aug 2015 – Aug 2019

Job Profile:

Leading large, complex multio LOB deals.

Deal Qualification, driving Solution and proposal, CXO meetings, Solution presentation, negotiation and deal closure.

In-depth understanding of the client's business, goals, strategies, industry trends and directions.

Driving complex client solution involving technologies such as Cognitive,Devops, Automation Levers,Cloudization, Microservices, API Economy, App Rationalization, Blockchain, Agile and IOT.

leading large, multi-disciplined teams, and integrating products and services required to meet business opportunity needs.

Participate in management of bids, preparation/ approval of Solution, delivery approval, pricing approval and closure of critical large deals above 10 Mn USD.

lead multiple opportunities concurrently although typically in different sales stages and have assigned contract signings.

Commercially astute, experience in developing business case and ROI together with customer’s personnel.

Ability to understand the “bigger picture” and the business drivers

Ability to articulate the value of solutions to prospects and customers and to leverage this to drive maximum revenue opportunity

Ability to build strong relationships at all levels of customer organizations including C-level and internally across the business CSC India Pvt. Ltd., Mumbai ~ Offering Sales Specialist

(Applications) – West and South ~ Aug 2013 – Apr 2015 Accomplishments:

Distinguished for closing deals with major organizations like Ford India Vehicle Finance System Implementation & Support, Hyundai SAP Support, Alfanar SAP Fleet management Imlementation, HR Johnson Data Archival and SAP support, Avenue Super Mart Solution Manager Implementation

Job Profile:

Render qualitative presentations on application offerings like ERP

(SAP, Oracle) services, custom development services, testing, cloud, cyber security, Bigdata Analytics and Mobility

Build/ maintain productive business relationship with key decision makers across existing clients/ prospect organizations for identification/ development of new business opportunities

Collaborate with internal teams in aligning solution deliverables to business requirements of customers

Participate in management of bids, preparation/ approval of pricing strategies, negotiation of contracts and closure of critical deals

Focus on development of business opportunities across manufacturing and diversified verticals

Involved in opportunities/ account management and restructuring of business strategies based on collated market intelligence to enhance market penetration

Set up strategic alliances with Oracle and SAP

Oracle India Pvt. Ltd., Mumbai ~ Consulting Sales Manager

(Applications) – West and South ~ Jul 2012 - Aug 2013 Accomplishments:

Instrumental in effective closure of major deals like Tech Mahindra expert consulting on BI Apps, HDFC Bank OFSAA Expert consulting including implementation of Cummins India Siebel CRM, Toyota Kirloskar Oracle ERP, Asian Paints expert consulting for OTM, IDBI OFSA Implementation.

Job Profile:

Maintained regular interaction with the CXO Team for collation and analysis of business requirements

Set up strategic alliance with the Oracle Lincense Team in identification and management of critical projects in compliance to project delivery schedules/ other SLA parameters

Functioned as single point of contact in ensuring alignment of deliverables to business requirements of clients

Collabrated with Legal, Finance and Risk Management teams pertaining to finalization and closure of contracts

Sap India Pvt. Ltd., Mumbai ~ Consulting Engagement Manager – Large Enterprise and SME Sector ~ Dec 2009 – Jul 2012 Accomplishments:

Distinguished winner amongs top 15 achievers in the winner circle in the first year (2010) in the entire SAP APJ for accomplishing 200% of revenue target and 135% of order book target

Member of Winner Circle 2011

Bagged Amazing Growth Award in the first quarter in 2011 for accomplishing half business target for 2011 in Q1

Job Profile:

Developed productive business relationship with key decision makers at CXO level for identification/ development of new business opportunities

Focused on accomplishment of ROI, development of building business cases and highlighting value proposition to clients in financial and business terms

Rendered sales consultancy and maintained in-depth understanding of customer’s quantified business goals/ strategies for positioning of valuable SAP services

Drafted proposal, negotiated commercials/ efforts, obtained delivery, finance, risk and regional approvals for closure of contracts

Maintained updated knowledge of industry for positioning of industry specific complex SAP solutions/ services including understanding framework of industry operations

Involved in recruitment of partners, setting up/ dissolution of industrial alliances

Prepared qualitative presentations on various service offerings of SAP at CXO level encompassing various SAP solution and implementation methodologies (high value, engineered and innovation services)

Coached internal LOBS based on robust and structured strategy in the account

Resolved anticipated client issues on industry/ information technology trends aligned to risk management plans

Implemented various process improvement initiatives and other development projects in compliance to project delivery schedules/ other SLA parameters

Defined strategies related to acquisition of business, setting up of teams/ alliances and collaborated with sub-contractors in accomplishment of business targets

Functioned as single point of contact related to development of final solutions, designing strategies, negotiating contracts and closure of deals

Wipro Infotech, Mumbai ~ Strategic Account Manager – Tier 1 Accounts ~ Feb 2006 – Dec 2009

Accomplishments:

Successfully turned around accounts like Meydan, Dubai from zero to a high depth leading to closure of major SAP implementation deal worth $800K.

Generated sale of INR 640 Million in 2006-2007 against target of INR 550 Million across accounts like Aditya Birla Group and VSNL

Played key role in development of frontend solution around Data centre build-up, SAP implementation/ rollout, platforms/ storage for DC and DR, Cisco gears for new projects, Strategic cost reduction consulting, data centre management, database management, Microsoft EA, etc.

Distinguished for maintenance of zero outstanding from business Job Profile:

Functioned as single window service/ solution provider for two tier 1 accounts (VSNL and Aditya Birla group) encompassing activities related to management of data center, network and SAP implementation

Focused on accomplishment of business targets across Wipro line of businesses in the account

Ensured alignment between business, technical, commercial and other teams at customers place to understand account dynamics for devising strategies

Guided customers in implementation of business initiatives with potential impact on IT

Set up strategic partnerships with partners like SUN, IBM, HP, CISCO, NetApp, Microsoft, Fortinet based on business requirements

Enhanced client satisfaction through seamless delivery of transactions across accounts

Participated in joint calls/ plannings with OEMs for development and presentation of revenue driven account plans

Enhanced client satisfaction through prompt resolution of issues and qualitative service delivery

Reliance Infocomm, Mumbai ~ Area Sales Manager ~ Jul 2004 - Jan 2006

Accomplishments:

Acknowledged for accomplishing 100% customer retention since Jul 2004, 50% increase in enterprise customer base since July 2004 despite of limitation of the network

Accomplished monthly lease line sales target every month and have been top revenue achiever in the team

Job Profile:

Focused on management of prospects related to management of Dealer/ Franchisee for broadband projects

Organized training sessions for channel resources and guided franchisee in acquiring building permissions across business territories

Defined/ implemented sales promotion activities for dealers & franchisee in the allocated territories

Worked on accomplishment of sales targets through dealers for leased line services & franchisees for broadband services. Generated/ updated dealer/ franchisee MIS

Coordinated activities related to collection of monthly charges from franchisees

Sify Ltd, Mumbai ~ Territory Sales Manager (Access Media) ~ Feb 2002 – Jun 2004

Accomplishments:

Set up strategic partnership with 6 channel partners from Navi Mumbai area

Job Profile:

Involved in development/ management of franchisee prospect for MDU

& CTO projects

Conducted training sessions for Business Associates & Channel resources for identification of projects in residential & commercial areas

Focused on acquisition of building permissions and development of projects including sale of projects to Business Associates and CTO’s

Coordinated activities related to sale of internet telephony products in residential and commercial projects through the franchisee

Designed sales promotion activities across residential /commercial premises and various other hot spots.

Rendered internet connectivity solutions to SME customers (Direct selling in the prime localities)

Generated brand awareness through organization/ management of road shows in the territory

PAST ASSIGNMENTS

Net4india Ltd, Mumbai ~ Key Account Manager ~ Dec 2000 – Feb 2002

Flashnet Infosolutions India Limited, Mumbai ~ Sales Executive ~ Feb 2000 – Dec 2000

Net@Home Pvt Ltd, Mumbai ~ Sales Executive ~ Jan 1999 – Dec 1999 ACADEMICS

Education

BE (Computers), Dr. Babasaheb Ambedkar Marathwada University, MIT Aurangabad 1998

Professional Development

Key account management by

NIS Sparta

How to do better in account

management by Mercury

Strategy, Art of Winning by

Valkyrie Consulting

Sales Leadership training by

Wipro

Revenue Storm

IBM Global Sales School

Certified

7 Habits

Up Your services

Sun Bootcamp

Leadership

Challenger Sales Training

Contact this candidate