Aditya Pherwani
Summary
Accomplished in elevating Beroe Inc's sales landscape, I spearheaded strategic partnerships and excelled in pipeline management, achieving over 100% of sales targets consistently. My expertise in partner management and customer retention, coupled with a knack for driving significant upsells, underscores my ability to significantly boost revenue and forge lasting client relationships.
Overview
15
15
years of professional experience
Work History
Associate Director - Sales (US, Canada and Europe)
Beroe Inc
04.2022 - Current
- Company Overview: Beroe is the world's leading provider of procurement intelligence and supplier compliance solutions
- We provide critical market information and analysis that enables companies to make smart sourcing decisions-leading to lower costs, greater profits and reduced risk
- Beroe has been providing these services for more than 13 years and currently works with more than 10,000 companies worldwide, including 400 of the Fortune 500 companies
- 2024-25: Current fiscal: New business, renewal and upsell target for 12-months is US $ 2.4mn
- 9-months ending achievement is US $ 2mn
- 2023-24: New business, renewal and upsell target of US $ 2.4mn
- Achievement was 105%
- 2022-23: New business, renewal and upsell target of US $ 1.5mn
- Achievement was 90%
- Acquired new clients across large and mid-enterprise segments in North America and Europe
- Onboarded large consulting companies as clients
- Consult with C-level executives to develop and implement an effective, enterprise-wide strategy that maximized the value delivered by Beroe' products and services
- Beroe is the world's leading provider of procurement intelligence and supplier compliance solutions
- We provide critical market information and analysis that enables companies to make smart sourcing decisions-leading to lower costs, greater profits and reduced risk
- Beroe has been providing these services for more than 13 years and currently works with more than 10,000 companies worldwide, including 400 of the Fortune 500 companies
Senior Manager - Global Sales
Beroe Inc
09.2018 - 03.2022
- 2019-20: New business, renewal and upsell target of US $ 400 k
- Achievement was 100%
- 2021-22: New business, renewal and upsell target of US $ 1.2mn
- Achievement was 85%
- Introduced the partner selling concept
- Consulted with C-level and mid-level procurement executives to understand challenges and positioned Beroe solutions as per their needs and challenges
Lead Manager - Global Alliances & Sales Operations
Zycus Infotech Pvt Ltd
04.2016 - 08.2018
- Company Overview: Zycus is a leading global provider of complete Source-to-Pay suite of procurement performance solutions
- Zycus' comprehensive product portfolio includes applications for both the strategic and the operational aspects of procurement - eProcurement, eInvoicing, Spend Analysis, eSourcing, Contract Management, Supplier Management and Financial Savings Management
- Zycus' spirit of innovation and our passion to help procurement create greater business impact are reflected among the hundreds of procurement solution deployments that we have undertaken over the years
- Zycus is proud to have as its clients, some of the best-of-breed companies across verticals like Manufacturing, Automotive, Banking and Finance, Oil and Gas, Food Processing, Electronics, Telecom and more
- Responsible for developing new partners for Zycus to support the deployment of Solutions, resell & expand market presence globally
- Some of the key partners signed & generated revenue from are Accenture, KPMG, Deloitte, Deutsche Telekom
- Generate Annual SaaS revenue of US $ 2mn + from Partners globally
- Own the overall development, coordination and operational execution of strategic solution/Industry GTMs with the above mentioned partners
- Help partners develop the Zycus practice and engage with various cross functional teams to drive key build-with activities aimed at developing a robust solutions portfolio and technical readiness within Zycus
- Work with the Sales team to ensure closure of opportunities with partners
- Target achieved in the last 2 fiscals - 120%
- Zycus is a leading global provider of complete Source-to-Pay suite of procurement performance solutions
- Zycus' comprehensive product portfolio includes applications for both the strategic and the operational aspects of procurement - eProcurement, eInvoicing, Spend Analysis, eSourcing, Contract Management, Supplier Management and Financial Savings Management
- Zycus' spirit of innovation and our passion to help procurement create greater business impact are reflected among the hundreds of procurement solution deployments that we have undertaken over the years
- Zycus is proud to have as its clients, some of the best-of-breed companies across verticals like Manufacturing, Automotive, Banking and Finance, Oil and Gas, Food Processing, Electronics, Telecom and more
Senior Manager - Global Alliances & Business Development
Zycus Infotech Pvt Ltd
04.2015 - 03.2016
- Manage a team of highly-talented and skilled Alliance Executives, sellers, front-line managers, drive the day-to-day execution to exceed business performance targets and coach team members
- Deliver strong, sustainable YOY growth for Zycus by exceeding defined targets for revenue growth and Scorecard metrics
- Maintain healthy sales opportunity pipeline measured by coverage ratio and ensure adherence to corporate standard tools and operational processes
- Manage Sales pipeline via partners & direct reach out
- Ensure high quality customer and partner experiences through thoughtful Account Planning, Executive Engagement and co-selling with Partners
- Execute all aspects of hiring, developing, coaching/mentoring, appraising, rewarding and holding his/her reports accountable for assigned job responsibilities and results
- Target Achievement - 140% in both fiscal years
Manager - Europe & Middle East Alliances & Business Development
Zycus Infotech Pvt Ltd
05.2014 - 03.2015
- Manage a team of 10 + Business Development executives across Europe & Middle East to fuel the Sales pipeline via direct reach out to CXO & Partners
- Delivered a healthy pipeline to Sales for closures along with managing all the hiring, coaching and certification aspects of the team
- Target Achievement - 110%
Manager - North America & Europe Alliances & Business Development
Verdantis Technologies (Division of Zycus)
04.2013 - 04.2014
- Manage a team of 5 Business Development executives across North America & Europe to fuel the sales pipeline via direct reach out to CXO and Partners along with managing the training, coaching & certification aspects of the team
- 80 % of the revenue targets were achieved via alliances with the likes of Accenture, Deloitte and Capgemini
- Revenue achieved - US $ 3mn against a target of US $ 1.5mn during the year of inception
Asst. Manager - North America & Europe Alliances & Business Development
Verdantis Technologies (Division of Zycus)
06.2010 - 03.2013
- Receiving and responding to inbound partner leads and converting them to new business and at the same also generate new partner leads through cold calling along with maximizing coverage within North America and Europe
- Coordinating sales activities with partners/consultants/distributors and re-sellers to identify & open new avenues for business
- Initiating telephone and email contact with potential prospects from developed web and lead generation lists; cold calling as needed
- Providing forecasting and account opportunity as needed
- Developing a solid working knowledge of Verdantis' products and services and the benefits they provide to potential customers
- Providing support to qualified prospects and customers including follow up, product information, quotations and closures
- Target Achieved - 115%
Education
Bachelor of Engineering - Information Technology
THADOMAL SHAHANI ENGINEERING COLLEGE
MUMBAI06-2010
Skills
- Pipeline management
- Customer retention
- Upsell
- Partner management
Awards
- President Club Award, 06/01/10 - 03/31/13, Verdantis Technologies Pvt Ltd
- Best Manager, 04/01/13 - 03/31/14, Verdantis Technologies Pvt Ltd
- Top Performing Employee, 04/01/17 - 03/31/18, Zycus Infotech Pvt Ltd
- Best customer focus employee, 04/01/11 - 03/31/12, Verdantis Technologies Pvt Ltd
- Top Performing Employee, 04/01/23 - 03/31/24, Beroe Consulting India Pvt Ltd
Timeline
Associate Director - Sales (US, Canada and Europe)
Beroe Inc
04.2022 - Current
Senior Manager - Global Sales
Beroe Inc
09.2018 - 03.2022
Lead Manager - Global Alliances & Sales Operations
Zycus Infotech Pvt Ltd
04.2016 - 08.2018
Senior Manager - Global Alliances & Business Development
Zycus Infotech Pvt Ltd
04.2015 - 03.2016
Manager - Europe & Middle East Alliances & Business Development
Zycus Infotech Pvt Ltd
05.2014 - 03.2015
Manager - North America & Europe Alliances & Business Development
Verdantis Technologies (Division of Zycus)
04.2013 - 04.2014
Asst. Manager - North America & Europe Alliances & Business Development
Verdantis Technologies (Division of Zycus)
06.2010 - 03.2013
Bachelor of Engineering - Information Technology
THADOMAL SHAHANI ENGINEERING COLLEGE
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