Hanuma Prasad Naropanth

• Achievements:
  Ingram Micro: Deployed a 6-member team on GCP DevOps
  SmartEquip: Deployed a 5-member team that includes Product Owners, Agile Scrum Masters.
  
  Role:
  Prospecting opportunities for IT managed services from the US market ranging from Testing, Data Analytics, DevOps, Cloud Infrastructure and Integration, Networking (NOC & SOC), Application Development (Frontend & Backend), Mobile (Android & iOS), Embedded IoT & Staffing Augmentation.
  Responsibilities:
  • Inside sales – Business Development - Adding new logos from the US market by targeting the decision makers like C-Level, Directors, and VPs from multiple industries like Fintech, InsureTech, Manufacturing, Software Development, E-commerce, Retail, Healthcare, Telematics, Transportation, E-Learning, Gaming, etc.
  • B2B - Lead Generation - Making a reach out with Cold Calling, Email Campaigns, and Chat messages on Vonage and LinkedIn.
  • Targeting IT services like DevOps Solutions, Data Analytics, Cloud integration and migration, QA Automation, Infrastructure NOC & SOC, and Application Development (Web and Mobile – iOS & Android).
  • Hold the responsibility of new business development from Pre-sales - prospecting – lead generation – lead qualification – First Level demos till the stage of proposal writing and post-sales activities.
  • Experience targeting expos like NRF, Apex, AHR, ATA, CONEXPO, Battery Show, HIMSS, IMTS, ISC West, ITS World Congress, Modex, MWC, MedTrade, RSA, and TechEx North America.
  • Inside sales generating qualified leads – lead generation through Cold Calling / Outbound Calling followed by email marketing campaigns and social selling approach on LinkedIn as part of new business development
  • Leveraging tools like ZoomInfo, Crunchbase, Rocketreach, Owler, etc for data mapping, market research, and secondary research.
  • Balancing the multiple ways of reaching out like cold calling, email marketing social selling, and text messaging on Vonage for appointment generation for F2F meetings and Con calls.
  • Effective usage of hashtags for gathering companies and relevant people on LinkedIn is part of social selling.
  • Playing an active part in taking the qualified leads to the second level technical discussions till closure - part of new client acquisition.
  • Nurturing the warm leads to the next level of sales closure following up with post-sales activities.
  • Technology-based market research and data mapping mixed with secondary research in pulling out lead information.
  • Responding to RFPs, RFQ, and RFI’s in the process of Pre Sales and post-sales for client acquisition – NDA, MSA & SoW.
  • Handling multiple sales campaigns, sales forecasting, online sales, cloud sales, pipeline management for services selling, and solutions selling.
  • Handling demand generation, competitive analysis, requirement gathering, account management with the client wins, Active pipeline management, sales forecasting, being part of negotiations, network development, and client relationship management.
  • Requirement gathering – demand generation – Proposal writing - solution selling – Cloud Sales.
  • Sales forecasting and Sales campaigning targeted at technology or industry.
  • Effective pipeline management with strategic reach outs on all platforms in the process of network development and client relationship management and on new client acquisition

• Role: Prospecting opportunities for the US market on QAT, Mobility, Infrastructure, Cloud Services, Digital Transformation, BI & Analytics, AI/ML, IoT, and Enterprise Application Development.
  
  Achievements: Deals Closed
  
  Cloud Control: Staffing Augmentation on providing AWS Cloud Architects 3 positions
  
  Responsibilities:
  • Reaching out to US stakeholders Targeting IT Services B2B as part of Inside Sales – Lead generation – Business Development activities.
  • Initiating conversations – appointment setting with decision makers from the US market like C-Level, VPs, Directors, IT managers, and Sr. Architects via Cold Calling/Outbound Calling, Email Campaigns, LinkedIn, and Survey Monkey form connecting with them on Con Calls and F2F meetings for discovery calls.
  • Briefing the IT capabilities and scheduling the discovery calls with the prospects as part of lead generation.
  • Driving the calls with qualifying questions and initiating the 2nd level discussions with SMEs.
  • Leveraging tools like Zoominfo, Crunchbase, Rocketreach, and Signalhire for market research and tracing emails.
  • Understanding the requirement (Requirement Gathering) and sending them the proposal RFPs, RFQs, RFIs, and negotiations followed with NDA, MSA, and SoW moving forward.
  • Driving the pre-sales and post-sales support activities – Client Acquisition.
  • Handling Account management and driving new business development with new requirements from time to time – Demand Generation.
  • Services Selling – Solutions Selling - Adding new logos meeting quarterly targets as part of new revenue generation.
  • Data Mapping – Targeting a region for dedicated monthly campaigns with regards to technology (Cloud Sales), industry like Manufacturing, Fintech, Retail, Healthcare, InsureTech, Edtech, Transportation, eCommerce, etc.
  • Sales Campaigns – Online Sales – Sales Quiz posing relevant questions.
  • Sales Forecasting and hitting the Lead generation targets that help in effective pipeline management.
  • Account Mining with new opportunities - Client Relationship Management & New Business Development.

• Role:
  Prospecting opportunities – Inside Sales – Online Sales for US & Canada:
  a. SaaS-based Cloud product Cloud sales into Transport, Shipping & Logistics domain (Dangerous Goods – HAZMAT software Sales – solution sales).
  b. Testing Automation QA services and TSE (Test Suite Express) Testing Platform – managed services SaaS – TaaS in the US & Canadian markets.
  
  Achievements: Business Deals Closed – Cloud Sales
  
  US Xpress: for DGDOX (Dangerous Goods Documentation), a Web-based SaaS Product for Road in the US (2018)
  Austin Powder: DGDOX & Data Integration to our Platform for Road in Canada. (2018)
  Arnold Brothers: DGSMS (Dangerous Goods Safety Management Systems) Web-based SaaS Product for HAZMAT Placarding on Road for US & Canada and DGDOX. (2018)
  Hazmat Logistics: DGDOX (Dangerous Goods Documentation) for DG training
  
  (2019)
  The North West Company Ltd: Data Integration & DGDOX - -SaaS product.
  
  (2020)
  The Pet Shadow Group LLC, USA – Prototype project for developing a Collar for pets (Product development) and mobile app for pet owners.
  The Hazmat Logistics LLC, UAE - DGDOX (Dangerous Goods Documentation) Saas product
  The Hellmann Worldwide Logistics, Germany – IATA Checklist Mobile App.
  
  Responsibilities:
  • Inside Sales – Online Sales - First point of contact for our product sales & testing services offerings to prospective customers – cold calling.
  • Proactively indulge in B2B – Business to Business / E2E – Enterprise to Enterprise - Lead generation – email marketing & Cold Calling / Outbound Calling
  • Lead generation via LinkedIn Hashtag – keywords search and outbound calling.
  • Articulating strong business communication skills – Inbound Sales – Outbound Sales – Enterprise Sales with secondary research methods
  • Account Mapping in the process of New Client Acquisition through effective Account management -business meetings & IT service management – product service – managed services – pipelining & forecasting.
  • Indulging in market research & Data mapping – data mining on prospective companies in the assigned territory by adopting Competitive Analysis & Pipeline & Forecasting management.
  • Running effective email marketing campaigns (Software Sales - Drafts) & cold calling – Intro Videos - qualifying the leads – business communication skills & etiquette.
  • Engaging the prospects on cloud sales with social marketing - LinkedIn posts related to the services and product sales followed with Survey Monkey forms as part of market research to gather information on the lead–managed services - solution sales.
  • Effectively articulating the value proposition associated with the Company product sales & services – data mapping – data mining - business communication skills & etiquette for new client acquisition – Inside Sales - customer services – customer satisfaction
  • Recommending the business solutions considering customer needs – cloud sales and company interests – Demand generation
  • Scheduling F2F discussions / Con calls with the decision makers and influencers.
  • Handling the initial demos and presentations undertaking IT service delivery management.
  • Briefing them on product attributes handling business meetings – product service – pipelining & forecasting – team management
  • Undertaking several B2B – Business to Business / E2E – Enterprise to Enterprise - Sales management & marketing strategies that involve sending in-mails, Social Marketing, and effective Business Writing techniques – competitive analysis covering the Presales activities / Proposal writing and query handling on the requirements – customer interaction
  • Building relationships with customers based on knowledge of company technology product sales and services – account management – revenue planning – demand generation - product service – cloud sales - Online sales – pipelining & forecasting closure – post-sales.
  • Organizing B2B Business to Business – E2E Enterprise to enterprise virtual webinars for software sales pitch & sales process.
  • Drive the revenue-building process with Product Selling and Services Selling and handling the Sales Account – sales management with better customer interaction with client engagement and post-sales support – customer services – customer satisfaction
  • Effective usage of sources like LinkedIn – Zoominfo - Crunch base to name a few for data mapping – data mining - profiling – lead generation - campaigns – outbound calling - forecasting and building the database pitching CXOs, decision-makers, and influencers for new business development – Software sales.
  • Staying abreast of current industry trends and market research strategy - challenges involved in the targeted industries' international business for Product Selling – gap analysis - showcasing the product attributes and Solution sales - Selling.
  • Liaising with various departments (Product Development - Product Management, product Service, Support, etc.) to share inputs.
  • Organizing quiz contests related to services offering and products - Social Marketing
  • Prioritizing multiple demands and leveraging cross-functional resources to achieve desired results – new business development – sales process – campaigns and target achievement – Inside sales – demand generation – cloud sales - project delivery
  • Coordinating with onsite Sales teams – team management and setting up Business appointments and scheduling meetings with our DG / HAZMAT Expert & SME.
  • Effective Database management with daily reports and analysis with the management.
  • Initiating the First Level Meetings and communicating with the trial usage with the prospects – client engagement activities – RFPs & RFQs – Proposal writing - billing - invoices
  • Handling the Revenue Planning, Proposal Preparation, Proposal Writing, Gap Analysis of any shortfalls, NDAs, RFPs & RFQs, Billing and Proof of Concepts (POCs) – product management in the line of the Inside Sales process – handling sales accounts
  • Following up with the Price Quotes with the proposal, negotiations, post-sales – international business – target achievement – IT Service management, and closing it.
  • Handling PreSales and Post-Sales Support with weekly meetings and getting the updates under Client management – negotiations and customer satisfaction for productive project delivery & product service with closure - closing skills.
  • Assisting and knowledge sharing with the team on writing business proposal writing – email marketing campaigns as a pitch with the customers
  • Getting recurring business from customers – cloud sales - IT Service Management.

Role: Prospecting opportunities for QA Testing Services (On priority) - NOC Network Operations, Market Research, Big Data, Mobile, Custom Application Development, DevOps – Managed services - Solution sales – Online sales – Inside sales.

Achievements
Business Deals Closed (2017)

Hyperloop Transportation Technologies, Inc: Chat Bot project on AI / ML, paid in Shares.
High Fidelity: Closed a Testing project in providing QA resources


Responsibilities:
• Handling effective inside sales monthly B2B – Business to Business / E2E Enterprise to Enterprise - lead generation – Inside sales - email marketing & Cold Calling / Outbound Calling campaigns in stipulated areas – RFPs & RFQs.
• Focus on targeting prospects in the US Market for business meetings – Software Sales – Online sales - Product attributes – Gap analysis - New client acquisition – proposal writing - closure – closing skills.
• Lead generation via LinkedIn Hashtag search – Secondary Research also from outbound calling.
• Articulating strong business communication skills – Inbound Sales – Outbound Sales - Enterprise Sales
• Organizing B2B Business to Business – E2E Enterprise to enterprise virtual webinars for solution sales pitches in the sales process.
• Developing new presales and marketing strategies in achieving new business and account management – competitive analysis - team management - Inside Sales – email marketing campaigns - business communication skills & etiquette.
• Data mapping – data mining & gap analysis - B2B Business to Business – & forecasting pipeline – lead generation and fixing appointments with C-Level executives, directors, VPs & other decision-makers, and influencers – business meetings.
• Cold calling for follow-ups and engaging in next-level talks – Project delivery
• Emphasis on Market Research (MR), Strategy, Competitive Analysis, and Market Intelligence (MI) – pipelining & Forecasting - Business etiquettes – solution sales - Account management - business writing- RFPs & RFQs – Proposal writing.
• Effective usage of social marketing - platforms like LinkedIn, Hoovers, Gartner Quadrant, Crunch base, etc for data mapping – outbound calling – campaigns - new client acquisition and E2E – Enterprise to Enterprise - new business development – forecasting for international business & sales – managed services – post-sales.
• Generating positive responses following with proposal presentations – business communication skills & etiquettes - account mapping in the Software sales process & sales management – pipelining & forecasting - market research and strategy - revenue planning – demand generation - closure – managed services.
• Act as a primary point of contact for the company on matters including data mapping – data mining - account performance, client engagement, delivery, gap analysis of any shortfalls – presales - billing & negotiation of agreements with international business - Sales Accounts – sales management – pipelining & forecasting - customer services – customer satisfaction – Online Sales
• Second-level meetings and follow-ups - Social marketing.
• Handling daily activities that include team management - client handling, customer interactions, escalations to the concerned departments and timely deliveries – target achievement - meeting customer satisfaction – post sales on IT service management.
• Handling webinars on time to time basis and projecting the IT service offerings – new client acquisition.
• Custom e-mailing & Cold Calling of prospects after market research with timely follow-ups with building a database of prospects from different domains with CRM updates on day to day basis – new business development
• Social marketing involves social selling on platforms like Facebook, Twitter, etc.
• Service Portfolios – Competitive analysis - Calendar Invitations, Calendar Reminders, Time Slots w.r.t the prospects. Responding to RFPs, RFQs, RFI's by effective proposal writing – negotiations in the Presales process.
• Preparing proposals and drafts as part of RFPs & RFQs.
• Presenting the PoCs and coordination in the process of negotiations – client engagement - revenue planning - billing and signing NDAs – SoW for a productive closure – IT service management & project delivery.
• Assisting in the RFPs & RFQs - post-sales Support – customer services - attending queries and providing timely updates on project delivery for solution sales - negotiations – target achievement – demand generation - sales accounts – customer interaction - closing skills.
• Getting add-on requirements from clients – email marketing campaigns - IT Service management.

Responsibilities:
• Prospecting opportunities for QA Testing - Custom Application Development – Managed Services - Market Research - Mobile Apps in the US market – Inside Sales – PreSales
• Data mapping – lead generation and Gap analysis – secondary research - Online sales
• Competitive analysis - Cold Calling – outbound calling - Email marketing campaigns – Lead generation B2B Business to business – E2E – Enterprise to Enterprise – New client acquisition – Business meetings - Successful follow-ups with Project delivery
• Articulating strong business communication skills - Inbound Sales – Outbound Sales - Enterprise Sales
• RFPs & RFQs – proposal writing - customer interaction – client engagement – customer services – customer satisfaction – invoices - Billing
• Business communication & etiquette – team management - post-sales support – pipelining – forecasting activities – new business development – international business - sales account management – IT service management & project delivery
• Scheduling F2F demos and Con Calls with CXOs and other decision makers.
• Social marketing - tools like LinkedIn, Gartner Quadrant, and Crunchbase for Data mapping - sales process – Revenue planning – closure – Target achievement - closing skills