Jul 2023 – Mar 2024 · 8 mos · Bengaluru, Karnataka, India · Remote

• In my role as Partner Manager for Bird in APAC South, my primary objective was to achieve assigned pipeline and sales targets. I successfully managed key regional partnerships, driving the growth of net new partner-led pipelines and enhancing Bird's market positioning and recognition.
• Effective communication was central to my responsibilities as I collaborated with the Global Strategic Partnerships team, Presales, Products, and Marketing teams. Together, we crafted compelling value propositions for both customers and partners, fostering mutually beneficial relationships. My key responsibilities included:
• Identifying, onboarding, and growing key partnerships to support and accelerate growth.
• Leading alliances with Digital Marketing Agencies, Global and Local System Integrators, Consulting, and Referral Partners.
• Developing and executing differentiated value in alliances.
• Driving solutions that enabled partners to win business on the Bird platform.
• Defining GTM growth initiatives, solution development, field engagement, and demand generation.
• Ensuring product and technology alignment for partners.
• Enabling partners to scale and grow, focusing on up- and cross-selling Bird's platform and product offerings.
• Collaborating with cross-functional stakeholders, including sales, marketing, product development, and industry experts.
• Communicating a shared vision and influencing multiple stakeholders.
• Owning the regional success of relationships with GSIs, Regional SIs, Industry Experts, Referral Partners, and consultants.
• Developing and growing Bird's visibility and relationships at multiple levels within partner organizations.
• Increasing revenue, securing key logos, and improving gross margin through effective partnership management.

Feb 2021 – Jul 2023 · 2 yrs 5 mos · Bengaluru, Karnataka, India

• I am responsible for achieving an assigned sales and profit goal, and successful project management of the significant regional partnerships that will improve company’s gross profit and also the right positioning and recognition in the market.
• I maintain close communication with the Global Strategic Partnerships team, Presales , Products and Marketing teams to create a value proposition for our customers and partners.
• Some of the key responsibilities include.
• o Leading the process of acquiring new partners (global and regional) for India, Bangladesh and Sri Lanka, in alignment with HQ and regional sales management teams.
• o Works with Global Strategic Partnerships team to define a list of regional partnerships and driving partner acquisition.
• o Responsible for the managing the partner’s growth and revenues in the region.
• o Working in close collaboration with partner sales and Infobip, sales , presales and PS teams to successfully drive and close opportunities.
• o Partner relationship management (in Sales force) .
• o Organize Partnership related events and drive similar initiatives/activities related to improvement of Infobip’s relationship with the partners.
• o Enable acquisition of new customers through management of Partnerships and collaboration with Infobip’s Sales representatives on all relevant markets where the Partner operates.
• o I drive and develop high value relationships at the Executive level with customers and partners.
• o Driving the sales approach and go-to-market activities within the region so as to differentiate Infobip Solutions to the client by providing a consultative, expert approach, leading with market insight, thereby providing significant value within the sales engagement.
• o Facilitate activities between clients, sales organization, market planning, customer operations and executives to complete strategic selling process

May 2018 – Feb 2021 · 2 yrs 9 mos

• Accelerating revenue growth for TCS partners (SaaS, CPaaS), across global markets.
• I was part of a great team which is responsible for new customer acquisition, sales, GTM & alliances while ensuring necessary support to TCS partners with our 360 degree approach.
• Below were the key responsibilities.
• Partner opportunity analysis, introduction to TCS ecosystem, customer mapping, GTM strategy and a roadmap for upcoming quarters
• Market Development, Customer Prospecting, Global Account mapping and operations, Relationship Management, Capability building inside TCS on Professional/ Engineering services to facilitate as per partner needs
• Build and execute joint GTM strategies leveraging partner capabilities with TCS services and being responsible for generating incremental revenue streams
• Account penetration strategy, Lead development, implementation of transformation sales campaigns as per partner’s business needs
• Sell-through, sell-with & sell-to type sales activity engagement with partners
• Responsible for selling and influencing the partner portfolio by maintaining positive on-going relationships with key executives in partner organizations to ensure sponsorship and sustained engagement/investment in partnership.

Jun 2012 – Apr 2018 · 5 yrs 10 mos

• Business Development for PAG (Product Alliances Group), a strategic BU under India geography, for Karnataka region. Responsible for managing Key Accounts in Retail, Manufacturing, Utilities etc aimed at sales of third party HW and SW products of partners like IBM, Microsoft , Oracle and others. Successfully increased business in the region and TCS wallet share within the managed accounts. Successfully managed and closed end to end large deals with a combination of HW and SW products. Was instrumental in adding new logos to the portfolio of accounts.
• My responsibilities included managing end-to-end Sales in the areas of
• Managing Key Accounts
• Opportunity hunt and deal closure
• Requirement Gathering & Analysis
• Pricing & Negotiations
• Vendor Management
• Customer Relations
• Support for Collections & Accounting

May 2011 – May 2012 · 1 yr

• BUSINESS MANAGER (NATIONAL) –
• ACER, FUJITSU, WIPRO, CYBEROAM
• Vendor relationship management across all areas of business for the above brands.
• Managing back to back sales of SMB product lines of the vendors.
• Formulating, Designing & Rolling out marketing plans in conjunction with vendors for their products.
• Stock planning, Pricing calls, Promotional activities and Marketing for the above product lines.
• Forecasting demand and sales planning along with the vendor and internal sales team.
• Conducting business with the aim to achieve profitability targets of the company.

Oct 2010 – Apr 2011 · 6 mos

Jun 2008 – Sep 2010 · 2 yrs 3 mos · Bangalore Area, India

• Business Development for South (Karnataka, Kerala,TN & AP). Resposible for business development of enterprise and security software. Handeling sales of Oracle,Redhat & Trend Micro, previously handled Mcafee, CA, SAP-BO & Secure Synergy.