Arif Shaikh

My expertise lies in effectively managing key accounts, identifying new business opportunities, and negotiating successful contracts. I have a proven track record of building strategic partnerships with clients across diverse industries, understanding their unique needs, and providing tailored solutions to address their challenges.

• Developed customized solutions for clients, resulting in increased customer satisfaction and loyalty.
• Developed strong relationships with key industry influencers, leveraging these connections to create new business opportunities for the company.
• Managed complex negotiations with clients, securing favorable contract terms and conditions for the company.
• Built mutually beneficial partnerships with industry and resale partners to enhance overall service and value to clients.
• Worked with channel and alliance partners on joint marketing and sales opportunities.
• Delivered presentations to C-suite executives, effectively communicating the value proposition of our products and services.
• Optimized resource utilization across multiple accounts by coordinating team efforts based on priorities, maximizing efficiency and effectiveness.
• Conducted regular account reviews to identify areas for improvement and proactively address potential issues, maintaining high levels of customer satisfaction.

• Key Deliverables
• Primarily responsible for strengthening existing relationships and to further elevate Sophos to a more strategic partner to the customer’s overall business
• Working closely with C-level executives
• Developing strategies and orchestrates company resources to maximize sales volume within assigned accounts
• Building a healthy and well qualified pipeline to meet quarterly quotas along with support from field marketing, channel partners, and business development teams
• Delivering against revenue and bookings target through cross sell and upsell of Sophos’s extensive product and services portfolio
• Ensuring customer focus through constant customer value confirmations, frequent customer touch points, identify and elevate promoters within customer organizations
• Building and execute on the overall territory strategy based on your deep understanding of customers/industry opportunities and challenges
• Constantly learning and keeping oneself up to date on the latest from Sophos and the industry to drive consultative engagements and to ensure that Sophos is top of mind for all digital requirements within the customer base
• Managing partner activities at all levels by building a comprehensive business plan for all the segment & vertical including identifying, incubating, and enabling them in Sophos technologies and solution

• Covering West Region
• Manage wide compliance with all software license agreements and copyright law by monitoring and enforcing proper software usage policies and guidelines to ensure that there is no non-conformance
• Conduct internal software audits to identify variances between deployed and licensed software; ensure deployed software aligns with the quantity and licensing models purchased; rectify variances between deployed and licensed software
• Ensure adequate number and usage of licenses by monitoring, analyzing and optimizing
• Manage vendor compliance audits as required
• Managing and closely working with Channel partners, Business Development team to enhance their business needs
• Successfully contributing more than 100% sales to my numbers and more than 30% sales to West team numbers
• Managing and closely working with Channel partners to enhance their business needs.

• Key Deliverables
• Worked as product Specialist for managing entire product range of Security & Availability
• Retain existing account to ensure enhanced business opportunity
• Working with MS Account Manager to identify and qualify leads for new business opportunities
• Develop, motivate and coordinate with internal team and Pre-sales team to optimize sales execution
• To generate new enterprise accounts to provide suitable solutions for Data Security & data Availability products
• Selling Premier Products of OEM’s like McAfee, Symantec, Sophos, Citrix, MS EMS, Trend Micro, Array
• Networks, Seclore, Vaultize, Barracuda, Riverbed, IRaje & Hosted solutions
• Implementing Innovative ideas & executing marketing program to drive the category sales and business
• Provides insight to senior leadership regarding market trends & ensure timely reporting with factual data.

• Key Deliverables:
• Maintaining excellent relationships with clients in SMB & Commercial market segment and be able to consult the product according to their specifications
• Acquiring new corporate clients in the targeted region / market
• Positioning & selling Premier Products of OEM’s like McAfee, Websense, Symantec, Checkpoint, Radware, Trend Micro, Array Networks, RSA, Seclore, Vaultize, ADC, SSL VPN, Riverbed, Airtight, IRaje & Hosted solutions
• Engaging with OEM, Distributors and end customers on Enterprise IT Security vision and needs
• Successfully achieving the sales / revenue target to help run business operation successfully
• Positively promoting the Company, its mission and core values
• Ensuring timely collection of all revenue from clients
• Providing regular feedback on market conditions, competition and other factors influencing sales
• Interacting regularly with the clients to ensure a committed and partnership-based relationship
• Complying with Sales process and mechanism of the company to ensure Business Professionalism & Integrity.