Jun 2021 – Feb 2023 · 1 yr 8 mos · Bengaluru, Karnataka, India

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ Partnership Development: Identify, evaluate, and establish strategic partnerships with key technology vendors, system integrators, and other organizations that align with Zensar's business objectives and target markets.
• ❖ Alliance Strategy: Develop and execute the alliance strategy to drive revenue growth, market expansion, and competitive advantage. Collaborate with the executive team to align alliance objectives with the company's overall goals.
• ❖ Relationship Management: Build and nurture strong relationships with alliance partners, including regular communication, meetings, and joint planning sessions. Act as the main point of contact for partner inquiries and concerns.
• ❖ Joint Business Planning: Work closely with alliance partners to create joint business plans that outline specific objectives, actions, and metrics to achieve mutual success.
• ❖ Go-to-Market Collaboration: Collaborate with marketing and sales teams to develop joint marketing initiatives, sales enablement programs, and co-selling activities to drive lead generation and sales growth.

Jan 2020 – Mar 2021 · 1 yr 2 mos

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ Channel Strategy Development:
• ● Develop and execute comprehensive channel strategies to achieve sales and revenue targets for the company's products and solutions.
• ● Identify and evaluate potential channel partners, distributors, and resellers to expand the company's market reach.
• ❖ Partner Relationship Management:
• ● Cultivate strong and collaborative relationships with existing channel partners, acting as the main point of contact for any issues, inquiries, or support needs.
• ● Provide ongoing training and support to channel partners to ensure they are well-equipped to effectively market and sell the company's products.
• ❖ Sales and Performance Monitoring:
• ● Monitor and analyze the performance of channel partners, assessing their sales performance, market coverage, and overall effectiveness.
• ● Implement performance improvement plans and initiatives to enhance partner performance and achieve business objectives.
• ❖ Channel Partner Enablement:
• ● Develop and deliver sales enablement programs, including product training, sales tools, and marketing collateral, to enhance the capabilities of channel partners.
• ● Collaborate with the marketing team to create targeted campaigns and promotions that drive partner engagement and lead generation.
• ❖ Forecasting and Planning:
• ● Collaborate with sales and marketing teams to forecast demand and plan inventory levels based on channel partner requirements.
• ● Regularly review sales forecasts, identify trends, and adjust strategies to ensure continuous growth and market penetration.

Jan 2015 – Nov 2018 · 3 yrs 10 mos

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ Partner & Distributor Management across South and driving out volume business in commercial space across the channels & monitoring successful implementation & customer relations.
• ❖ Working very closely with the Regional Sales team and the Regional Leadership team towards achieving the Regional Channel Objectives and the Regional Sales objectives.
• ❖ Driving Sales Pipeline through Channel Partners & Distributors.
• ❖ Developing new Channel partners for South.
• ❖ Enabling the partner with strategic business plans to drive pipeline and exceed net new account sourced quota.
• ❖ Responsible for third party vendor management which included RFP coordination, contract negotiation, market launches, promotions, collateral, training, operational impacts, sales support, compensation, quota setting, reporting, and overseeing P&L management.
• ❖ Structure and execute on Partner Delivery initiatives by developing work plans, gathering and synthesizing relevant data, leading analyses, developing final recommendations and creating execution roadmap.
• ❖ Program management and coordination of Partner onboarding for Pan India, Channel partner agreement process-3PDD, Partner Delivery process, Partner schemes, Channel Marketing activities, Chanel Operations, Channel partner communication.
• ❖ Partner trainings for Pan India.
• ❖ Exclusive Channel Events across the region.
• ❖ Enabling Business Partners to work on CCD, server and storage technology effectively.
• ❖ Interacting with larger SI in positioning Fujitsu Portfolio of products efficiently.
• ❖ Managing Channel team & Regional managers efficiently for fulfillment of Channel driven Pipeline.

Apr 2011 – Dec 2014 · 3 yrs 8 mos · South

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ Providing consulting service to IBM clients& business partners to help mid-size enterprises develop and implement sensible strategies that keep business moving in right direction.
• ❖ Aligning with Channel Partner to drive Channel Sales quota aligned.
• ❖ Sales Quota management with Distributors and order management.
• ❖ Working on IBM Promo offers and leveraging business with Upsell & Cross sell techniques.
• ❖ Providing with Presales support to the customers on Technology End.
• ❖ Building the engines of a smarter business.
• ❖ Partner Management across India in all regions and driving out volume business in commercial space across the channels & monitoring successful implementation & customer relations.
• ❖ Channel Expansion at Geo levels with New Partners.
• ❖ Maintain close relationship with global accounts which also involves Marketing Research & Business Intelligence.
• ❖ Enabling Business Partners to work on server and storage technology effectively.
• ❖ Effectively build and execute a territory strategy with Field Channel team targeted at leads generation and pipeline growth.
• ❖ In depth knowledge of IBM Storage brands,Industry trends and competition.
• ❖ Supporting brand sales team, iTSR's , client rep's & Business Partners for clients engagements on Solution positioning.
• ❖ Interacting with the ISV's, Business partners and customers in positioning power systems , pure flex & storage as part of their IT infrastructure.
• ❖ Expertise on Power Server and Services to handle customer’s technical queries.
• ❖ Running Power Academia Program for Educational Institutes across India, enabling the students to get well versed on the latest technology.

Feb 2009 – Mar 2011 · 2 yrs 1 mo

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ Partner Management with the associated Partners across India in all regions and driving out volume business in commercial/ enterprise space across the channels & monitoring successful implementation & customer relations.
• ❖ Supporting Channel Partners to achieve their Sales quota.
• ❖ Arranging Marketing Campaign’s for the Business Partners, promoting promo offers and working on Incentive plans for the Partners.
• ❖ Executing the plans and then optimize the necessary solutions required for the task.
• ❖ Partner Enablement and Driving channel for revenue.
• ❖ To energize and activate partners to do more business for the company in the commercial space.
• ❖ Develop new business & build existing partner base to conduct business dealings with partners in a way that creates a superior partner experience that will increase market share.
• ❖ In depth knowledge of Commercial sales business, Industry trends and competition.
• Managing reports for all zones of India and making analysis and forecasting the Business with it

Sep 2006 – Feb 2009 · 2 yrs 5 mos

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ Handling all sales & marketing activities starting from Project Identification to contract finalization & monitoring successful implementation & customer relations.
• ❖ Helping out the customers in Licensing of Microsoft, Oracle & Adobe products and supporting their infrastructure with other services.
• ❖ Develop new business & build existing customer base to meet assigned targets.
• ❖ Maintain close relationship with global accounts which also involves Marketing Research & Business Intelligence.
• ❖ To interact with corporate clients, Organization & IT consultants understanding their IT infrastructure & implanting total solutions to Customers.

Apr 2006 – Aug 2006 · 4 mos

• 𝑲𝒆𝒚 𝑹𝒆𝒔𝒑𝒐𝒏𝒔𝒊𝒃𝒊𝒍𝒊𝒕𝒊𝒆𝒔 –
• ❖ As a Quality Analyst Involved in Process Management.
• ❖ The scope of the Process Management Process is to identify the Various Products and it’s features, which Triggers the Sales Process with the Amazon products, and to find the Performance Indicators, Specifications and to implement all these functions in Quality Management System and to find which are these Processes
• are best fit. Business Process Reengineering is Implemented after Process Mapping is done.