Arvind Subramanian
Bangalore
Summary
Senior Leadership positions that can leverage my experience, creativity and commitment to excellence and where my skills and experience can be effectively utilized for increased profitability and product sales volume by developing a dynamic team.
Result-oriented Sales Director credited with over 22 years of rich experience in the IT sector to drive business growth and to capitalize on new revenue potential and transformation.
Oracle Career Summary:
Managed a team of six Seasoned & Professional Account Managers (Direct Reports) between Oct 2019 and Jul 2024 with primary focus on Oracle Cloud Infrastructure. Covering all Industry Verticals like IT/ITES, BFSI, HealthCare, Manufacturing, Distribution & Logistics, Media & Entertainment within the southern region of India. Special focus on around 300-350 Unicorns/Soonicorns/Start-Ups (Digital Native space) helped drive competitive win-backs. Promoted to Sales Director in June 2022. Exited Oracle in July 2024 as I was asked to relocate to Chennai as a result of an internal reorganization - merger of two business units.
Overview
27
27
years of professional experience
Work History
Sales Director – Cloud Infrastructure
Oracle India (P) Ltd.
6 2022 - 07.2024
- Driving Oracle Cloud Infrastructure Sales across Digital Natives and Start-Up Customers in the southern states of India with a team of 6 passionate Sales Managers
- FY23 - Achieved 104% of Bookings/ARR Budget for FY23. Delivered $ 3.4 M of Bookings against a budget of $ 3.28 M. Total number of 88 Annual Flex and 30 Pay As You Go Deals closed during the year.
Senior Regional Sales Manager – Cloud Infrastructure
Oracle India (P) Ltd.
06.2020 - 05.2022
- Driving Oracle Cloud Infrastructure Sales across the Southern States of India with a team of Skilled & Seasoned Account Managers
- FY23 - Achieved 104% of Bookings/ARR Budget for FY23. Delivered $ 3.4 M of Bookings against a budget of $ 3.28 M. Total number of 88 Annual Flex and 30 Pay As You Go Deals closed during the year.
- FY22 - 300% Growth in Consumption, 150% Achievement of FY22 Consumption Target, ACR Booking of $ 1.32 M (110% Achievement), closed 55 Annual Flex and 26 Pay As You Go Deals in the territory.
- FY21 - Budget achievement of 104% and 235% of YoY growth in cloud consumption in FY21. Landed 58 New Logos through the Pay As You Go model.
Senior Regional Sales Manager – Database & Cloud
Oracle India (P) Ltd.
10.2019 - 05.2020
- Driving Oracle Database, Middleware & Cloud Technology Sales (IaaS and PaaS) in the southern state of Tamil Nadu with a team of seasoned sales managers
Cloud Sales (SoftLayer) – Enterprise Business
IBM India (P) Ltd.
01.2015 - 10.2019
- Retention and Expansion of Core IBM Cloud Clients
- Establishing strategic relationship with Large IBM Cloud Enterprise Clients
- Increasing wallet share by strategic up-sell for higher profitability and growth in the accounts
- Managing a team of sellers focused on expansion and driving higher consumption and growth in IBM Cloud - Core accounts
Inside Sales Consultant
IBM India (P) Ltd.
01.2014 - 12.2014
- Guided IBM Daksh/ Concentrix team to help set up a Digital Sales Business Model for Vodafone India
- Supported the Daksh/Concentrix team with Digital Sales business model, processes, revenue stream, resource management and best practices in line with the existing IBM Digital Sales model.
- Involved in planning, execution, process implementation and going live of the Digital Business Model for Vodafone Business Services.
Leader – Response and Lead Management
IBM India (P) Ltd.
01.2012 - 12.2013
- Work closely with Demand Programs and marketing teams on converting Marketing responses to validated opportunities across hardware, software and services offerings
- Managed a team of 25 Lead Development Representatives (LDR) aligned to Software, Hardware, Technology & Consulting Services
- Leveraged the IBM Ecosystem to develop Demand generation programs to ensure quality leads for the business.
- Key initiatives included – Territory/Industry based opportunity identification exercise for services business
- Focused program for competitive win back for Hardware in SMB Segment.
- Delivered record validated lead revenue of $265M and record win revenue of $30M in 2012, across all products and services.
Alliance Manager – SI Business
IBM India (P) Ltd.
07.2007 - 12.2011
- Solely responsible for the Global System Integrators for Domestic Business – Capgemini, Accenture, Deloitte, EY & CSC
- Develop and enable SI partners to grow skills on IBM Technology & influence IBM Business
- Strong partnership with Wipro Infotech helped grow IBMs revenue across India in 2010
- Developed a Joint Services Model with EY , Deloitte to expand IBM footprint in the domestic market
Advisory Sales Specialist – Systems Technology
IBM India (P) Ltd.
07.2002 - 06.2007
- Drive IBM PCD product sales across global customers of IBM in India
- Drive IBM hardware product sales through a set of channel partners based in Tier 2 cities in South India
- Promote Intel based servers and storage products across South India
- Analyze Market requirements and come out with an action plan to maximize IBMs sales in the region
- Leveraged model in driving business through ISVs, Business Partners and Resellers
Manager – Purchase & Logistics
Nilgiris Chocolate & Patisserie
11.1997 - 05.2002
- Managed the overall operations, supply chain and logistics of the Chocolate & Patisserie Division
- Inventory control and logistics management to improve working capital
- Identifying and developing new suppliers for better price and quality
- Steering a team responsible for marketing, sales, collections and billing
Deposit Sales - Bangalore
Karnataka Financial Services Ltd.
07.1995 - 08.1997
- Spearheaded marketing of corporate and individual deposits
- To coordinate with the deposit mobilizing agents
- Monitored the performance of the branch offices
- To provide servicing the existing depositors
Education
Masters in Business Administration -
National Institute of Business Management
Bachelor of Commerce - undefined
MES College of Arts, Commerce & Science
Skills
Selling and Consultative Skillsets across Cloud, Software and IT Infrastructure
Business/Sales Development
Enterprise Account & Territory Management
Alliances and Channel Management
Developing High Performing Sales Teams
Family
Spouse - Preethi, Children - Two Sons - Aarav aged 8 Years, Purav aged 6 Years.
Interests
Passion: Cricket/Food. Represented College / Corporate tournaments. Active Sports person and adept in all Racquet sports.
Accomplishments
Oracle India (P) Ltd.,
Quota Achievement Award – JAPAC – FY22
Best Team of the Year Award – JAPAC – FY22
Cloud Sales Leader of the Quarter – JAPAC – Q2 FY22
Best Team of the Year Award – JAPAC – FY21
Best Team of the Quarter – INDIA – Q3 FY21
IBM India (P) Ltd.,
Helped the RLM Team achieve 100% Growth in Win Revenue in 2012
Signed the Largest Consulting Services deal of $2M at Birla Tyres
First Mainframe deal influenced by our Global SI Partner - Capgemini at HDFC Bank
Instrumental in getting EY to influence IBM hardware technology at Bank of Maharashtra as part of the Regional Rural Bank initiative
Delivered 40% growth in IBM Business revenue with Wipro Infotech
Successfully set up a Digital Sales Business Model for Vodafone India
Hundred Percent Club Achievement - Asia Pacific – 2006
Bravo Award – Outstanding Team Contribution - 2010
Timeline
Senior Regional Sales Manager – Cloud Infrastructure
Oracle India (P) Ltd.
06.2020 - 05.2022
Senior Regional Sales Manager – Database & Cloud
Oracle India (P) Ltd.
10.2019 - 05.2020
Cloud Sales (SoftLayer) – Enterprise Business
IBM India (P) Ltd.
01.2015 - 10.2019
Inside Sales Consultant
IBM India (P) Ltd.
01.2014 - 12.2014
Leader – Response and Lead Management
IBM India (P) Ltd.
01.2012 - 12.2013
Alliance Manager – SI Business
IBM India (P) Ltd.
07.2007 - 12.2011
Advisory Sales Specialist – Systems Technology
IBM India (P) Ltd.
07.2002 - 06.2007
Manager – Purchase & Logistics
Nilgiris Chocolate & Patisserie
11.1997 - 05.2002
Deposit Sales - Bangalore
Karnataka Financial Services Ltd.
07.1995 - 08.1997
Sales Director – Cloud Infrastructure
Oracle India (P) Ltd.
6 2022 - 07.2024
Masters in Business Administration -
National Institute of Business Management
Bachelor of Commerce - undefined
MES College of Arts, Commerce & Science
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