VP, Sales

VICE PRESIDENT OF STRATEGIC BUSINESS DEVELOPMENT

High energy sales and management executive with exception interpersonal and communication skills and an extensive background in the following broad-based competencies:

CONSULTATIVE SALES STRATEGIC PLANNING RELATIONSHIP MANAGEMENT

ACCOUNT MANAGEMENT PEOPLE MANAGEMENT GLOBAL SERVICE DELIVERY

NEW BUSINESS DEVELOPMENT P&L, ROI & MARGIN IMPROVEMENT SAAS PRODUCT COMMERCIALIZATION

Demonstrated ability to promote products and services and secure and develop key accounts to maximize company profit

Proven ability to cultivate productive relationships with key decision makers and manage projects on a Global basis to achieve corporate goals

Excellent qualifications in strategic planning with comprehensive knowledge of management, organization development, team building and project execution

Vertical expertise in Retail, CPG, Logistics and Communication and Media

PROFESSIONAL EXPERIENCE

VICE PRESIDENT OF STRATEGIC BUSINESS DEVELOPMENT

AFFINNOVA, US 2010 TO PRESENT

Led strategic efforts to build strategic alliances with channel partner (Nielsen) and manage P&L of $6MM annually, generating new business, account management, delivery and operations by launching new SaaS market research products. Managed a 4 member business development team, Part of Executive Management team

Business Development:

Clients include Fortune 500 companies (Procter & Gamble, Unilever and Walmart )

Launched new SaaS products which accounted for 20% of Affinnova’s new business YoY revenue

Increased lead volume and sales pipeline by 300% by evangelizing the strategic need for Affinnova solutions to CXO levels responsible for brand innovation and marketing

Successfully managed and built consultative relationships at VPs to the CXO levels

President’s Award for the largest deal in 2011

Alliance Management:

Built a multi-MM multi-year strategic partnership with BASES-Nielsen for marquee CPG clients supporting Americas (including Latam), Asia and Europe

Increased revenue by 300% by evangelizing the channel strategy for Affinnova’s SaaS solutions

VICE PRESIDENT OF CLIENT SERVICES AND SALES

ZMAGS, US 2009 TO 2010

Own P&L, Lead the attainment of global revenue targets of $12MM annually, built scalable, sales-growth engines, and managed overall customer experience for leading SaaS On-Demand E-Commerce product. Managed a 20-25 member Sales and Services team. Reported to the CEO

Business Development:

Clients include Fortune 500 companies (Laura Ashley, Home Depot, Dicks Sporting Goods & Lego)

Repositioned company from commodity publishing software into rich media e-commerce and analytics platform

Achieved 103% bookings growth in 2009 while acquiring 500 new SMB customers

Effectively built scalable inside sales organization resulting in 21% increase in average selling price, 68% increase in lead conversion rates and 16% decrease in average sales cycle

Account Management:

Built relationships at CXO levels and managed consulting engagement sales and execution

Effectively built and managed North America and European team of consultants from ground zero

CLIENT EXECUTIVE

IBM GLOBAL BUSINESS SERVICES, US 2006 TO 2009

Own $35MM P&L, Provide leadership to Multi-channel Retail and E-Commerce practice. Responsible for overall practice topline and bottomline, business planning, sales and engagement pipeline management, skills, training and utilization

Business Development

Clients include Circuit City, JC Penney, Staples and Home Depot

Generated new business revenue upto $5MM for consulting services in existing and new accounts

Directed selling large fixed price deals upwards of $5MM in IT Services with Software licences

Account Management

Successfully managed and built consultative relationships at VPs to the CXO levels

Managed multiple large accounts with revenue >$5 MM with up to 90 resources across 3 continents including global outsourcing and off-shoring

Grew strategic accounts at 30%+ per year, maintaining all project executive responsibilities including budgeting, forecasting, and resource management

Practice Building

Built a sustainable global E-Commerce practice generating $35 MM in revenues annually

Collaborated the services strategy, provided thought and practice leadership by publishing Point of Views and directed creation and harvesting of re-usable assets

SENIOR MANAGER – SERVICES SALES

STERLING COMMERCE / YANTRA CORPORATION (ACQUIRED BY IBM), US 2000 TO 2006

Managed and architected Multi-channel Retail and Supply Chain business solutions and coordinated the strategic synthesis of customer needs and expectations into future product development discussions

Account Management

Clients include GAP, Best Buy, Argos(UK), Debenhams(UK), Sysco and ATT

Managed projects up to $10MM with 70 member teams, across the full implementation lifecycle

Assisted with generation of new business revenue of over $1MM monthly at a key telecom client

Business Consulting

Reduced processing costs by over 25% and savings of over $30MM annually in operating costs for multiple Fortune 500 clients

Improved product delivery process, ensuring quicker company readiness to market, sell and support the products by focusing on business transformation and next generation operating model

ASSOCIATE CONSULTANT – PRODUCT MANAGEMENT

I-FLEX SOLUTIONS (ACQUIRED BY ORACLE), INDIA 1999 TO 2000

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CERTIFICATIONS AND AWARDS

IBM Certified Executive Consultant ● IBM Service Excellence Award, 2008 ● IBM’s Executive Leadership Program

Solution Selling Methodologies ● Sandler Sales Methodologies

EDUCATION

MBA, Operations and Marketing

Indian Institute of Management (IIM), India (Among Top 10 MBA Schools in Asia Pacific Region)

Bachelor of Technology, Computer Sc and Engineering

Indian Institute of Technology (IIT), India

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