Aug 2020 – Dec 2021 · 1 yr 4 mos

• CPE Lead : I am responsible for looking st end to end across all of Microsoft’s products, services, segments and programs to deliver real-time customer and partner insights which are used to influence decisions and solve business problems. By doing so, CPE Leads identify trends that enable us to effectively solve customer and partner issues, mitigate risks in order to address challenges and remove sales blockers to help sustain and grow revenue and compete more effectively. I provide an outside-in view of the customer experience in order to truly represent the voice of our customers and partners, and ensuring that we work to completion issues that are blocking our customers and partners success working with Microsoft.
• The objective is to enables Microsoft to increase usage of our cloud technologies, retain existing customers, and enable customer satisfaction as a key differentiator of our value proposition in the market.
• Support Lead : Own the Support sales targets for the country and I am responsible for driving Microsoft direct support across Enterprise managed and SMB customers , The objective is to increase support coverage across all our customers to increase cloud adoption

Jan 2020 – Aug 2020 · 7 mos

Apr 2017 – Dec 2019 · 2 yrs 8 mos

• I am responsible for optimizing the multi-year potential of the local market for business applications by providing overall business leadership for India . This includes revenue, scorecard, share dashboard accountabilities and goals, as well as playing a leadership role within the country . I also play an active role in planning and governance processes, also responsible to provides data and business insights to support and drive effective prioritization and decision making to achieve the business group’s goals.
• My role also involves orchestrating the execution of the go-to-market plan across the country leveraging marketing, sales, partner, evangelism and services to exceed targets. An important aspect of the role is having business decision maker audience insight, including understanding audience segmentation, attitudes and purchase behaviors. Based on these insights, my additional responsibility is to build local relevant customer offers and co-marketing partnerships and integrate them into local sales motions.
• I also have a deep understanding of business applications supporting industry and horizontal scenarios, go-to-market strategies across enterprise and the small and mid-size business segment, competitive landscape, local business opportunity and insights on the local . I am also the spokesperson externally and internally for their solution portfolio. My role also involves reporting back to corporate leadership teams on the success metrics and business insight as part of the rhythm of the business process.

Apr 2014 – Apr 2017 · 3 yrs

• The Software Asset Management & Compliance (SAM&C) team mission was to help organizations maximize value, minimize risks, and achieve more with their IT investments.
• SAM&C was one of the company’s growth accelerators. Objective is deliver amplified impact through both internal and external influencers and through partners, and re-position SAM as IT security for business
• Drove partners and tele sales to help seed clous cloud while creating upsell and cross-sell opportunities.
• Drove new customer acquisition by engaging more deeply with new channels and hosters
• Responsibilities spaned across three core GTM ( Enterprise , Mid market and SMB) through a dedicated team driving a sales revenue quota for all up revenue along with annuity and cloud revenue
• Achievements as Director SAM and Compliance
• In the first year of taking the role SAM&C delivered ahead of Quota .
• Double our partner capacity for the country in the first year
• SAM&C is a customer acquisition engine and we added over 28K customers across the country and this at 34% growth Y/Y
• All up Annuity mix is at 29.7% growing 3 pts Y/Y , All up cloud mix is at 16.4 % growing 12 pts Y/Y both are positive indicators of good business .

Jan 2012 – Apr 2014 · 2 yrs 3 mos

• Key Accountabilities:
• Plan, build and execute the four wheels of sales, marketing, services and partners for the business unit.
• Deliver revenue and scorecard metric for the country
• Adapts plans based on an understanding of strategy, competitive, industry, and technology dynamics, risks, and global alignment.
• Responsible for the global management, through the creation of monetization strategy and revenue models that demonstrate understanding of revenue mix, competitors’ position, and market opportunity.
• Accountable for driving changes in the business model, based on business issues and market dynamics
• Analyzes and predicts the strategic moves of complex, direct and indirect global competitors to determine threats and opportunities.
• Drives response strategies based on these predictions, resulting in changes to the business.

Dec 2011 – Jun 2012 · 6 mos

May 2010 – Dec 2011 · 1 yr 7 mos

• Heading the Unified Communication as Lead for India

Jan 2010 – Jun 2010 · 5 mos

• 1. Moved into Avaya as part of the Nortel acquisition
• 2. Part of the leadership team responsible for North regional revenue
• 3. Managed Sales and Pre sales territory teams

Jan 2007 – Dec 2007 · 11 mos

• Coined the Battery Model for channel business for Nortel India for tier 1 and tier 2 business adding partners to map them to the Nortel’s sales vision and focus
• Was responsible for the complete country channel Revenue targets
• Was responsible for the channel transformation campaign in India which included retain , rebuild , terminate partner
• Key responsibilities also included audit’s , NPI ( new product induction readiness and trainings
• Successfully launched the “ All you can eat training campaign”

Jan 2006 – Dec 2007 · 1 yr 11 mos

• Headed the Nortel – Microsoft ( Innovative communications alliance ) for two years responsible for the unified communication vertical revenue for Nortel
• Created a Nortel – Microsoft Unified communication brand by delivering more than 80 sessions in 2 yrs to customers and partners along with Microsoft teams across verticals and regions

May 2003 – Jan 2010 · 6 yrs 8 mos

• Delivering order and revenue target for the North India region ( 40% of country booking and revenue number in 2008)
• Managing a sales/ presales team with an average work experience of 10 yrs
• Created a verticals team structure to inculcate a focused approach to harness Nortel vertical based solution resulted in key breakthrough in Telco , Govt / Def , IT/ITES , Media , Enterprise and Healthcare
• Developed a hosted contact center GTM with Bharti and won orders from Tech Mahindra and Microsoft on a utility based model enabling customers to buy an IVR as a service.

May 2002 – May 2003 · 1 yr

• Consultant (People soft and Oracle practice)
• Joined PwC as the first consultant for north to kick start business development for PeopleSoft practice targeting corporate and government accounts
• Was part of the team that IBM acquired from PwC consulting under BCS ( Business Consulting Services)
• Additional responsibilities of handling CRM,FIN,SCM solutions of PeopleSoft and Oracle along with e- Bis solutions across industries as a business development manager for north

Dec 1999 – Apr 2002 · 2 yrs 4 mos · New Delhi Area, India

• Responsible for strategic customers in North territory
• Over achiever for 2000 and 2001

Nov 1997 – Dec 1999 · 2 yrs 1 mo

• Focus vertical Defence and Enterprise
• Product focus Siemens Nixdorf ( PC , Servers , Laptops , EPBAX , POS ),Nortel and 3 COM
• Key wins first ATM switch based LAN to GDMT ( Army ) , Airforce, DRDO, ADG systems, DRDL , ONGC, Galileo, British High Commission, TCG Development., ONGC, Sahara India Ltd and Amadeus,
• "Top Sellers Challenge Cup award “ 1998-99

Jun 1996 – Nov 1997 · 1 yr 5 mos

• Key account manger handling named accounts
• Networking and PC / Servers ( Compaq , 3COM , D link , 3COM )
• Over achiever for 1996 and break through orders From VAM Organics, Seagram, ONGC and SVAM software

Jun 1994 – Jun 1996 · 2 yrs

• OEM and channel sales for the champion connectors and Augat cable TV products.
• Key customer wins HCL, Altos, HFCL, Vikas Hybrids, Vintron, Hartron Communications ,Shyam, BEL Ghaziabad ,Accord Communications ,VXL Electronics, IN cable , Hinduja group Bombay and Citicable
• Brought in place a channel distribution for cable TV components for Delhi.
• Organization of Exhibitions - IT Asia 95&96 and Satellite and Cable 1995 Bombay
• Break Through orders from Vintron, HCL , Altos and Citicable