ABHINAV SHUKLA

Sales Enablement (Internal Focus):

• Develop and manage sales enablement plans, contests, and programs across the APJ region, optimizing sales participation and reward distribution.
• Design and execute regional Broadcom/Emulex training for IN, KR, JP, and SA markets.
• Collaborate with regional FMM teams to pitch Broadcom offerings, strengthening relationships with country GMs.

Key Account Development:

• Drive ARR/Seed support through regular follow-ups with key accounts and TSR/SC teams, maximizing support for large and smaller deals.
• Successfully reduced ARR thresholds and secured higher rebate approvals to support Dell in competitive bids.
• Increased visibility and adoption of "Lead with Broadcom" messaging in targeted accounts across IN, KR, and SA.

Tactical Support:

• Provide content and sales tools to TSR teams, reducing technical inquiries.
• Manage complex technical inquiries and project outcomes, working with Broadcom to resolve issues.
• Represent Broadcom at APJ HBA presentations and quarterly SOR reviews, presenting prioritized opportunities to leadership.

• Conducted TAM analysis and developed competitor messaging to highlight strengths.
• Aligned communication with corporate strategy, driving brand positioning via blogs, press releases, and media.
• Collaborated with product and sales teams on cloud and network security portfolio roadmap.
• Delivered value propositions and campaign kits for secure cloud services.
• Worked with analysts to boost visibility and provide insights to Tata Communications.
• Strengthened analyst relations, securing coverage with top and secondary firms (Gartner, Forrester, Frost, etc.).
• Helped Tata Communications win the 'Cyber Security Evangelist' award for two years.
• Drove use cases for Government Narrative and Urban Co-op banks cloud.
• Executed thought leadership and demand generation programs for security use cases.
• Tracked program effectiveness, identifying gaps and recommending improvements.
• Collaborated with agencies to create content and supported alliance marketing.
• Assisted sales enablement with personalized pitches and increased security product awareness.
• Supported market research and planned global events and executive roundtables.
• Helped set up a Cyber Security Response Centre in Chennai.

• Marketing lead and team leader of product marketing professionals responsible for marketing of several offerings for IBM Software Subscription division
• Led a team of product marketing professionals responsible for promoting a range of offerings within the IBM Software Subscription division.
• Spearheaded the launch of IBM Enterprise Insight Analytics and Security products and services through integrated digital marketing and social media campaigns, targeting specific buyers and shaping the client journey.
• Developed multi-touch email campaigns for IBM Business Partners, enabling pipeline generation.
• Led the creation of an education strategy for BPRs and BPs, organizing regular global business partner summits.
• Managed market development funds for alliance partners.
• Established and oversaw the GMC India Content Marketing Center of Excellence.
• Developed and communicated the value proposition and key messaging for IBM Safer Planet/Security solutions across various industries.
• Drove IBM’s presence at key industry trade shows and conferences through strategic event management.

• Led external agency for logo development, brand identity, advertising, website strategy, and sales enablement.
• Achieved 25% brand awareness and 28% publicity, surpassing Bajaj, Suzuki, and Honda.
• Launched five products, boosting market share from 7% to 28% in two years.
• Reduced media spending by 16% through vendor negotiations.

• Regularly collaborate with account managers worldwide to address customer discount-related issues.
• Manage escalations, conflict resolution and oversee the resolution of discount-related concerns