DUNKU SUKUMAR adnh2u@r.postjobfree.com

****-***, ******* ******, ********, Manitoba +1-431-***-****

Professional Summary

A software sales with 5+ years selling SAAS, Solution, Cybersecurity, application delivery, DC protection, and Cloud (workload) Protection to medium enterprises across the US, Canada. Specialized sales experience in selling Solutions, partnerships, (Bot Manager, CWAF). Highly skilled in multi-tier and complex collaborative sales engagements. Handle negotiations, and contracting.

Skill Summary

● Key skills in Sales, Business Development, Account Management, Solution Sales, Distributors, VARs, Medium and large enterprises and accounts, (SAAS, Services, Solution sales).

● Good understanding of Tech Stacks, APIs, Traffic Analysis, Trend Analysis, Vulnerability Analysis VAT.

● Solution Sales, Managed / Professional services with a focus on delivering the SLAs.

● Qualifying prospects' business cases through, first-level calls, presentations, product briefs, and Proof of Concept.

● Handle complex sales cycles involving both, technical (CISO, CIO, CTO, DevOps) or nontechnical (CMO, CXO, CFO) buyers and teams.

● Coordinate with, VAR, External Partners, Affiliate, Distributors and qualify enterprise applications to client requirements and do value proposition.

● Quarterly Business Reviews, Ensuring Business performance of accounts and reviews to succeed.

● Ensure successful PoC is qualified through success criteria to check, Prepare ROI report.

● Presentation ROI reports, analyst reports, and update executive team and initiate commercial discussions.

● Prepare and submit proposals, competitive quotes, agreements, (Direct sales, through Distributor and partner, VAR).

● Manage contract negotiations, sign agreements, License.

● Signed two partnerships for Bot management in Radware (Two edge service providers), active part in Slesforce.com marketplace partnership.

● Close sale or up-sell account, and achieve quarterly, annual revenue targets.

● Coordinate with Internal Stakeholders and Business partners to align updates and new feature reviews.

● The global target of 4 Mill, with 5 team members (My individual closing for 2020- $ 781K)

● Develop long-term relationships with strategic accounts, drive collaboration at multiple levels (CIO, CISO, Operations, and DevOps), identify closable opportunities, Maintain a robust sales pipeline.

● Introduce the customer success team and engage the customer in our ongoing services and provide ROI.

● Monthly and quarterly meetings to review the status of accounts, new and existing, and make amends.

● ERP CRM – Oracle sales cloud, Hubspot, other tools –JIRA and Freshdesk.

● Self-motivated with attention to detail and ability to prioritize with good time management skills(I use tools (Toggltrack, time tree).

● Excellent Presentation Skills and communication skills to Articulate value proposals.

● Proficient MS Office (Excel, Powerpoint, Word), Hubspot, Oracle Sales Cloud, Salesforce.

Technical Skills

API assessment and Implementation, IT Sales • SAAS and Product cybersecurity, WAF, BotManager • Account management • Lead Generation • Lead Qualification • Prospect Onboarding • POC • Contracting • Negotiations • Agreements

Experience Summary

Radware Inc July 2018 – May 2021

Sales and accounts Manager Toronto, ON

Radware is a global leader in application delivery and cybersecurity solutions for virtual, cloud, and software-defined data centers. Radware solutions empower more than 10,000 enterprise and carrier customers worldwide.

Sales and account manager for Enterprise accounts

Connect with relevant stakeholders (CIO, CISO, CTO, E-commerce) and qualify the Business Cases.

Responsible primary contact for BotManager, CWAF, and DDoS protection sales.

Qualify business opportunities, define success criteria, business cases, and onboard on POC.

Prioritize inbound inquiries, qualify and collaborate with SE, do the assessment for product and qualify.

On successful completion of POC, present ROI report to win the use-case.

Prepare proposal/quote, include the local partner or distributor to generate a quote.

Move the customer to price/contracting, negotiate and sign an agreement.

Work with the legal team in finalizing the terms and sign the contract.

Exiting Partnerships: Drive GTM and Marketing Strategies and develop a strong pipeline every quarter.

Work with Customer Success and product review and vulnerability team VAT to update status.

Exceptional Management skills to work collaboratively with pre-sales, and support teams to achieve up-sells.

Handling the net new log acquisition of Bot manager.

Proven track record of - 100% quota achievement (Individual booking in 2020 - $781K).

My annual target is a shared 4 Million across the globe (5 members). The group closed 4.08 Mill in 2020.

eGrabber Inc March 2017 – July 2018

Key Account Manager SanJose, California.

eGrabber Inc. Develops B2B Sales Tools, developing Lead Generation tools for 20+ years with 100,000+ customers worldwide.

Key account manager and Business Development with existing and new business.

Need qualification, maintained sales pipelines, drove outbound campaigns and mailers and followed up on the responses, and delivered product demos.

Presented product features and positioned the product as a value add to existing processes.

Scaled the requirement and positioned the product to suit of the opportunity.

Pitched in product to give clients the best ROI-based result.

Moved customers to contracting, negotiated, and signed deals.

Handled reporting - CRM, weekly sales sheet, monthly sales meeting.

Dynamicyards Info Solutions Pvt. Ltd. Nov 2015 – Feb 2017

Sales Manager and Key Account Manager Chicago, IL, USA

Account management and IT product/services sales, including recruiting/coaching sales team.

Designed sales road maps and metrics to reach targets.

Developed new business and lead sales cycle, generated leads from outbound programs.

Presented products, services, design capability to clients.

Prepared agreements and signed contracts.

Identified requirements with existing clients to upsell services.

Managed client relations and roadmaps, presentations, implementation, and billing.

Dealt with forecasting product and services plan and ensured operational excellence.

Spectrum Reach (Formerly Time Warner Cable) Oct 2014 – Sep 2015

Accounts Manager Kansas, MO, USA

VLS Systems Inc Oct 2009– Sep 2014

Sr Business Development Executive. Virginia, IL, USA

Siva Sivani Global / Siva Sivani Institute of Management July 2008 – Sep 2009

Recruitment Consultant Hyderabad, India

Education Summary

Master in Business Administration - Annamalai University, Chidambaram, TN, India – 2008.

Bachelors in Arts and English Literature – Kerala University, 2005.

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