ALOK RAYKAR
Bengaluru
Summary
Strategic Sales Executive with proven success increasing sales and revenue through developing loyal account relationships. Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions. 6+ years in IT Industry selling SaaS and On-Prem solutions in the areas of Service Management, Customer Service, HR Service Delivery, Monitoring, Observability, Database Monitoring, Risk and Security. Excellent interpersonal, communication and relationship-building skills. Listen attentively, communicate persuasively and follow through diligently.
Overview
7
7
years of professional experience
Work History
Regional Sales Manager - South India & Sri Lanka,
SolarWinds Worldwide LLC
Bengaluru
01.2023 - Current
- In the role of Regional Sales Manager, I am responsible for managing the business for entire South India and Sri Lanka – All Business(SMB, Mid-Market, Enterprise)
- Developed and executed sales strategies by creating outbound motion in the region that led to an increase in revenue
- Managed a pipeline of over 100 sales opportunities at any given time, making sure I have the back up for back ups
- Prospected and qualified new leads through cold calling, networking, and industry events and generated a pipeline - Pipeline is the lifeline
- Built and maintained strong relationships with clients, resulting in repeat business and referrals
- Negotiated and closed sales, achieving consistent monthly and quarterly quotas
- Collaborated with the marketing team to create targeted campaigns and promotions
- Identified opportunities for cross-selling and up-selling within existing customer base
- Created and maintained sales environment to support business objectives
- Working closely with Channels Eco-System to build the relationship in the market to expand and grow together(Partners and Distributors)
- Built very strong Business Relationships with Managed Services Partners and Global System Integrators to expand the market footprint
- Qualified the leads very well making sure we don’t end up losing the deal after putting all the efforts
- Connecting high so that the decision makers are in line with the team requirement and it would be each transaction without any glitch
- Managed sales pipeline, forecasted revenue, and provided accurate sales reporting to the executive team
- Motivated and worked with onboarding team members to successfully integrate new employees into organization
Account Manager,
SolarWinds Worldwide LLC
Bengaluru
05.2022 - 01.2023
- Successfully handled key accounts across India. A combination of Hunting Accounts and Farming Accounts.
- Successfully executed and achieve over 106% in FY22.
- Secured new logos with named strategic accounts across India by showing the value preposition of SolarWinds to the enterprise.
- Built and maintained strong relationships with clients, resulting in repeat business and referrals
- Negotiated and closed sales, achieving consistent monthly and quarterly quotas
- Drafted proposals outlining services, costs, and benefits for prospective customers.
- Conducted market research to identify potential customers.
- Oversaw multiple accounts and worked diligently to meet and exceed performance goals.
- Ensured compliance with industry regulations when dealing with clients.
- Generated leads through cold calling activities.
- Resolved customer complaints in a timely manner.
- Collaborated with marketing team to develop promotional materials for clients.
- Developed and maintained relationships with key accounts to ensure customer satisfaction.
- Negotiated contracts with clients to maximize profitability.
- Identified customer needs by asking questions and advising on best solutions.
- Pitched to new clients by leveraging client base and targeting strategic partnerships.
Sales Development Representative,
ServiceNow Inc
Bengaluru
09.2019 - 05.2022
- Strategic approach and planning on enterprise organizations to build a very well qualified and strong pipeline via outbound approach
- Reaching out to top level stakeholders and decision makers via different mediums like LinkedIn, Email, phone and postcards
- Showcasing the value of the solutions to the top stakeholders, influencers and decision makers in the enterprise
- Discovering the business pain that they are not aware of and showcase the consequences that may result in the near future
- Having discovery meetings with top stakeholders like Directors, VPs and C-level organizations
- Running demos to the top management to showcase the product capabilities at an enterprise level
- Staying on top of numbers ensuring to reach the commit numbers on a monthly basis
- Running unique campaigns for different personas from different verticals from the same organizations to pitch in the different solutions based on their roles and responsibilities in the enterprise
- Nurturing and nourishing closed won and closed lost opportunities to build a strong pipeline for the FY and the following year
- Qualifying the leads to the maximum level possible and ensuring to build a quality pipeline for the account executives
- Engage current users to expand awareness, educate, ask for referrals, identify new opportunities and develop account intelligence
- Lead champion at APJ representing the country and improvising on the quality of the leads coming from multiple sources
- Participating in marketing field events like trade shows and round tables to engage with stakeholders at the event and showcase the value that can be delivered through the solution
- Work closely with other teams like partner team, customer success team, product teams to develop account intelligence, relationship maps, and use case opportunities through direct account engagement and insight tools
Lead Development Representative,
ServiceNow Inc
Bengaluru
02.2019 - 09.2019
- Taking responsibility for all the inbound leads from all the channels like website visits, marketing campaigns, trade shows, LinkedIn and so on
- Successfully Qualified marketing leads (MQL) and turned them into sales qualified leads (SQL)
- And then progressing the SQL as the first stage of a sales opportunity
- Qualifying the leads to the maximum level possible and ensuring to build a quality pipeline for the account executives
- Nurturing and nourishing closed won and closed lost opportunities to build a strong pipeline for the FY
- Engage current users to expand awareness, educate, ask for referrals, identify new opportunities and develop account intelligence
- Striking first level of conversation with the stakeholders to understand the business objectives and defining the short term goals and long term goals
- Participating in marketing field events like trade shows and round tables to engage with stakeholders at the event and showcase the value that can be delivered through the solution.
Business Development Executive,
Replicon Softwares
Bengaluru
02.2018 - 01.2019
- SuccessfulIy dentified new sales leads, pitching products and/or services, and maintaining fruitful relationships with prospects who are in the early stages of evaluation
- Discover the prospect's evaluation stage and work with them accordingly
- Researching organizations and individuals online (especially on social media), LinkedIn, utilize the contacts lists to identify new leads and potential new markets
- Researching the needs of other companies and learning who makes decisions about purchasing
- Contacting potential clients via email or phone to establish rapport and set up meetings
- Planning and overseeing new marketing initiatives.
Implementation Trainee,
Infotech Global Inc
Bengaluru
08.2017 - 01.2018
- Worked as an Implementation-Trainee at Infotech Global India, where I will be interacting with the Clients who are the Doctors or Office Managers from the United States
- Here I used to work in multiple roles like sales, customer support and implementation
- I will be explained the prospective customer about the products we have to offerand establish the environment for the clients as per their requirements and make the maximum sales and generate the revenue or the company
- Contributed to the expansion of Business Expansion by getting new customers onboard
Education
MBA - Business Management
Institute of Management Technology
Ghaziabad, Delhi NCR08-2022
Bachelor of Science - Aeronautical Engineering
Mangalore Institute Of Technology And Engneering
Moodbidri, Mangalore06-2015
Skills
- Certified in Digital Marketing
- Strong communication and interpersonal skills
- Ability to build and maintain relationships with clients
- Strategic planning and forecasting
- Proficiency in Microsoft Office and CRM software
- Excellent negotiation and closing skills
- Demonstrated ability to achieve sales targets and goals
- Adaptability
- Decision-Making Skills
- Self-Motivated
- Story maker
- Time Management
- Ability to work under pressure
- Go-getter and never give up attitude
- Work as a TEAM (Together Everyone Achieves More)
- Execution with value selling methodology
- Deal Closing
- Upselling and Cross Selling
- Customer Base Development
- New Account Development
- Forecasting and Reporting
- Consultative and Relationship Selling
- Distribution Channel Management
- Territory and Account Management
- Sales Lifecycle Management
- Business Development
Goals Objectives
- Get in to Leadership role in next 5 years from strategy and planning perspective
- Immediate goal is to get in to getting into role where I can apply my skills and experience and contribute to the company's revenue
- Be a trusted partner for C-Suite and the brand
- Build the reputation in the market in such a way that if any company thinks of digital transformation then they should think about me or get recommended to talk to me
- Always focus on the value for the customer and their business
- Start with the customer and work backwards
- Bring the whole eco-system in any organization to ensure you deliver value to the customer and bring the deal home
Languages
Kannada
First Language
English
Proficient (C2)
C2
Hindi
Upper Intermediate (B2)
B2
Konkani
Proficient (C2)
C2
Timeline
Regional Sales Manager - South India & Sri Lanka,
SolarWinds Worldwide LLC
01.2023 - Current
Account Manager,
SolarWinds Worldwide LLC
05.2022 - 01.2023
Sales Development Representative,
ServiceNow Inc
09.2019 - 05.2022
Lead Development Representative,
ServiceNow Inc
02.2019 - 09.2019
Business Development Executive,
Replicon Softwares
02.2018 - 01.2019
Implementation Trainee,
Infotech Global Inc
08.2017 - 01.2018
MBA - Business Management
Institute of Management Technology
Bachelor of Science - Aeronautical Engineering
Mangalore Institute Of Technology And Engneering
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