Ashutosh Kumthekar
Pune
Summary
- Over 25 years of expertise in IT alliances, channels, and sales leadership, specializing in channel strategy development and partner ecosystem management. Demonstrated success in managing complex partner networks, including distributors and resellers, aligning with revenue growth objectives. Proven ability to onboard new partners and execute effective channel business plans while maintaining pipeline oversight. Strong skills in business development, strategic marketing, and solution selling, supported by leadership and negotiation capabilities.
Overview
31
31
years of professional experience
1
1
Certification
Work History
APAC Channel Manager (SAARC Region)
SmartBear Software
01.2023 - Current
- Developed and implemented channel strategies to enhance market reach and increase market share in India.
- Identified and recruited distributors to accelerate velocity business growth.
- Onboarded new channel partners, including Atlassian Solution Partners and GSI resellers, to expand enterprise account access.
- Increased revenue from existing partner ecosystem within India.
- Collaborated with GSI and Alliance partners on go-to-market strategies for solution integration.
- Formulated business and marketing plans with partner sales and marketing teams.
- Aligned resources for cross-functional sales activities, encompassing field marketing, digital campaigns, and partner enablement initiatives.
- Oversaw strategic alliance and channel partners' quarterly business reviews to drive continuous improvement.
Regional Channel Sales Manager - India / SAARC
Zapoj Inc
02.2022 - 11.2022
- Company Overview: Zapoj is Business Continuity Solutions Platform provides end to end business resiliency to organizations of any size.
- Key member of the Zapoj Global Partner Team helping to drive overall business goals.
- Identify, recruit, manage partner ecosystem consisting System Integrator, BCM Consulting Organisation, Global System Integrator with focus on Business Continuity Management System, People Safety, Supply Chain Solutions, Security Solutions to sell, co-sell, sell-with Zapoj Solutions.
- Create a long-term, scalable joint GTM model that drives partner and customer success.
- Maintain joint business plans, establishing clear, mutual commitments around marketing, readiness/skills development, and sales and incorporating the rhythm of the relationship clearly.
- Drive program execution across activities involved in the completion of commitments and goals established in the Business Plan, including coordination of Zapoj investments, lead generation-related activities, training and readiness, and joint sales activities
- Lead regular pipeline reviews with both partners and Account Management teams and manage internal resources, tools, references and/or investments needed to execute on the business plans to help meet the set goals
- Prepare and give business reviews to the senior management team
- Zapoj is Business Continuity Solutions Platform provides end to end business resiliency to organizations of any size.
Director Sales
Virtual Data Consultants
03.2010 - 02.2022
- Company Overview: Virtual Data Consultant is a value-added distributor for Virtualization, Infrastructure, Security & Compliance Solutions.
- Devise and execute business plans, identify new lucrative products, product lines & strategic partners, achieve targets by driving tactical initiatives and be accountable for delivering results under given OPEX constraints
- Build Partner network, develop resources/ special bids/ campaigns for Channel partners, oversaw the Managers and team leaders activities by administering overall sales, operational and technical activities
- Improve performance by team motivation, incentives plan, and career development programs and enhanced profitability by effective usage of budget, cost control methods and resources
- Virtual Data Consultant is a value-added distributor for Virtualization, Infrastructure, Security & Compliance Solutions.
Regional Manager Sales
LANDesk Software
07.2009 - 03.2010
- Company Overview: LANDesk Software provides systems & security management and process management solutions to organizations.
- Built partner network, spearheaded all channel sales and business development activities for 3 states including Mumbai & Pune, Gujarat and Goa
- Conceptualized, implemented, executed, and administered innovative plans and promotional campaigns to attain predesignated targets in the assigned territories
- Identified and collaborated with reliable dealers & channel partners and trained executives on business plans and schemes
- LANDesk Software provides systems & security management and process management solutions to organizations.
Country Sales Manager
Ericom Software
11.2005 - 06.2009
- Company Overview: Ericom Software is a leading provider of Zero Trust secure web and application access solutions.
- Primary responsibility was to build a sales and support operation in India.
- Ericom is a 100% partner-oriented organization and the focus was to develop of Partner Network across India.
- Demonstrated ability by developing partner network from the scratch, partners include WIPRO, TCS and Regional players to address SMB market for India
- Supported and Networked with Ericom Global Alliance Partners like F5, Novell and IBM to create a market solution
- Ericom Software is a leading provider of Zero Trust secure web and application access solutions.
Business Development Manager
ABM Knowledgeware Ltd
04.2003 - 10.2005
- Company Overview: ABM Knowledgeware is one of the leading companies in e-governance and smart cities solutions.
- Worked on Consumer Facilitation Solution, which is a single-window channel for customer interaction with Government bodies including Municipal Corporations, Councils and utility companies.
- Experience in the Public Sector space including focus areas like - Public services, Public safety, e-governance, public transportation, Utilities
- Interacted with major clients including Water Supply Sanitation Department, Planning Dept., RSPMU, DIT, Dir. Of Industries, MPCB, MIDC, MMRDA, MRVCL and included new customers such as Maharashtra State Electricity Board (MSEB), Municipal Corporations in Maharashtra
- ABM Knowledgeware is one of the leading companies in e-governance and smart cities solutions.
Account Manager
Nelito Systems Ltd
09.1997 - 12.2000
Marketing Executive
CMS Computers Ltd.
01.1996 - 09.1997
Sales Trainee
Business Link Automation Limited
10.1994 - 01.1996
Education
Diploma in Sales & Marketing Management -
Welingkar Institute of Management Studies
01.1995
Bachelor Of Science - Chemistry
Mumbai University
01.1993
Skills
- Leadership and people management
- Direct sales and business development
- Strategic and market planning
- Partner and alliances development
- Technical proficiency
- Customer advocacy
Websites
Certification
- Certificate course in computer application (AS/400)
- Blockchain - beyond basic
- NoSQL essentials
- International marketing foundations
- Marketing foundations: value proposition development
- Coaching high potentials - by Ram Charan
- Key account management by Mercuri Goldman
- Uncovering hidden objections by Dale Carnegie Institute
- The Seven Habits of Highly Effective People by Stephen R. Covey
Accomplishments
- SmartBear - Presidents Club for achieving 136% of the target through partners
- Virtual Data Consultants - Net New Logos Tech Mahindra, Persistent Systems, Hughes Systic, Chub Alba Controls, Infosys multi-year contracts with ARR US$ 1M
- LANDesk developed an entirely new customer segment of pharma companies in Gujarat and a partner segment focused on the government segment to get our first order with the Maharashtra State Government – Technical Education Department, Mumbai
- Ericom Software developed a pan-India partner network and built a cross-functional team of 15 sales and support professionals, generating sales revenue of over US $3 million
- ABM Knowledgeware Ltd – Maharashtra State Government Utilities Company - Maharashtra State Electricity Board, 3 years BOT (build, operate, transfer) for running Citizen Facilitation Centre at 180 locations in Maharashtra
References
References available upon request.
Timeline
APAC Channel Manager (SAARC Region)
SmartBear Software
01.2023 - Current
Regional Channel Sales Manager - India / SAARC
Zapoj Inc
02.2022 - 11.2022
Director Sales
Virtual Data Consultants
03.2010 - 02.2022
Regional Manager Sales
LANDesk Software
07.2009 - 03.2010
Country Sales Manager
Ericom Software
11.2005 - 06.2009
Business Development Manager
ABM Knowledgeware Ltd
04.2003 - 10.2005
Account Manager
Nelito Systems Ltd
09.1997 - 12.2000
Marketing Executive
CMS Computers Ltd.
01.1996 - 09.1997
Sales Trainee
Business Link Automation Limited
10.1994 - 01.1996
Diploma in Sales & Marketing Management -
Welingkar Institute of Management Studies
Bachelor Of Science - Chemistry
Mumbai University
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