Atul Bapat
Mumbai
Summary
Dynamic Account Manager with a proven track record at HRS India Pvt. Ltd., driving revenue growth through strategic partner management and innovative business development. Expert in consultative selling and relationship building, I successfully increased partner revenue share significantly while fostering strong alliances across diverse industries.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Account Manager – Enterprise Sales - India
HRS India Pvt. Ltd.
Mumbai
05.2024 - Current
- Spearheading business development for existing customers and new customer acquisition, focusing on business process optimization, procurement strategies, and payment solutions.
- Conducting independent analysis and strategic planning of business processes to create comprehensive customer development plans.
- Executing active sales consultations and driving strategic expansion of existing customer accounts through upselling initiatives.
- Analyzing industry trends to identify and shortlist potential partners, creating revenue-contributing capabilities and value propositions for ecosystem growth.
- Managing customers across diverse industry segments including Manufacturing, Banking, and ITES.
- Forging partnerships and alliances with network, issuers, and spend management solutions to position HRS value propositions for prospective buyers.
General Manager / Lead Consultant – Presales, Capabilities & Solutions – Travel BU
WNS Global Services
Mumbai
01.2019 - 05.2024
- Led Account Management, Farming, and Business Development initiatives for clients in the Middle East and India regions, focusing on partner success and revenue growth.
- Liaised with stakeholders across Partnership and Alliance, Pre-sales, Capabilities, Digital Transformation, and Consulting teams to drive strategies for New Sales, Up-sell, Cross-sell, and Retention.
- Analyzed industry trends to identify potential partners, creating revenue-contributing capabilities and go-to-market strategies for software solutions.
- Developed Transformation and Innovative solutions leveraging industry best practices and expertise, aligning with client requirements for digital interventions and industry-specific businesses.
Partner Development Manager - Indian Subcontinent - FSI, Travel, GSI & Consulting Partners
SAP Concur
Mumbai
07.2012 - 12.2018
- Established and grew the Partnerships and Alliances function for SAP Concur in India (Cloud, SAAS products), increasing partner revenue share from 0% to 50% within 6 years.
- Achieved President and APA Excellence Club recognition due to consistent target achievement and performance, demonstrating revenue-based growth outcomes for responsible partners.
- Led Partner Development efforts by building market-specific partnerships, driving product localization, and aligning delivery organizations (e.g., Non-GDS Airline content for SAP Concur Travel, Local Travel and Financial Services partners).
- Responsible for driving partner propensity, contracting, partner onboarding, sales funnel management, lead generation, and channel sales.
- Introduced SAP Concur’s globally acclaimed solutions through a large network of Global and Local partners in India (Financial Services, Travel partners, GSIs, Consulting partners & App Center partners), building sustainable relationships across the ecosystem.
- Supported Sales, Customer Success, and Service Delivery functions for direct, resell, sell-through, and sell-to opportunities (for leads generated through the partner channels), securing key logos (Genpact, KPMG, HCL, SBI Cards, etc.).
- Organized and participated in multiple Industry forums (Partner Lunch & Learns, GBTA, ACTE, SAP Concur local Fusion events) to create awareness for SAP Concur solutions and enhance partner field enablement activities.
- Provided subject matter expertise and ownership for SAP Concur Travel Spend Management opportunities generated within the country and scoped Global deployments in India.
- Assisted Enterprise Sales, Customer Success / Account Management teams in selling and driving additional revenue opportunities with expertise on Travel and Expense modules.
Account Development Manager - West (Mumbai & Pune)
American Express GBT
Mumbai
07.2010 - 07.2012
- Maintained and exceeded committed service delivery and account management objectives (Business Reviews, CSAT/VOC, Retention, Audits).
- Managed P&L for key accounts, ensuring profitability and driving commitments to grow transactions and revenue.
- Delivered excellence in program management, retaining strategically important clients through effective consulting.
- Applied a consulting approach for key accounts to drive profitability across supplier negotiations, policy adherence, and industry best practices.
Relationship Manager - Preferred Banking
Standard Chartered Bank
Mumbai
11.2009 - 07.2010
- Built and deepened relationships with existing Priority / HNI Customers to achieve increased wallet share and revenues.
- Leveraged reporting and analytics to generate new business opportunities (cross-sell / up-sell).
Business Development Manager - Network Agency Sales - India
Kingfisher Airlines Limited
Mumbai
09.2005 - 11.2009
- Established a robust business practice by extensive use of data between Kingfisher Airlines and key partners to grow market share by volumes and revenue.
- Conducted QBRs with regional field sales teams to assess performance and committed KPIs.
- Analyzed market dynamics, provided insights, and executed strategies to maintain growth and revenue commitments.
Senior Sales Executive
Air Sahara
Mumbai
02.2005 - 09.2005
Senior Executive
Cox and Kings India Pvt. Ltd.
11.2003 - 01.2005
Education
Foundation Course - Diploma - IATA / UFTAA Foundation Course
Trade Wings
Mumbai04.2004
Bachelor of Commerce - Commerce
Lala Lajpat Rai College of Commerce and Economics - Mumbai University
Mumbai03.2003
Skills
- Partner Engagement & Management: Strategic Partner Management Channel Sales Alliances Ecosystem Development Partner Onboarding Partner Enablement Performance & Engagement Management Pipeline Management Relationship Building
- Business Development & Sales: Revenue Responsibility New Customer Acquisition Upselling Cross-selling Consultative Selling Sales Funnel Management Lead Generation Go-to-Market Strategies P&L Management
- Strategic & Analytical Thinking: Business Acumen Innovative Thinking Strategic Planning Market Analysis Trend Analysis Business Process Optimization Data-driven Decision Making Problem-Solving
- Communication & Influence: Strong Communication Influence Senior Executives Cross-functional Collaboration Teamwork Adaptability Customer First & Partner Focused Mentality
- Industry Expertise: Enterprise Software Industry Cloud Solutions (SAAS) Financial Transformation Travel Solutions Procurement Strategies Payment Solutions
Awards
SAP Concur (2012 – 2018): Increased partner revenue share from 0% to 50% within 6 years., CY 2017: 176% Achievement of Revenue Targets – APA Excellence Club, CY 2016: 146% Achievement of Revenue Targets – President's Club, CY 2015: 189% Achievement of Revenue Targets – President's Club, CY 2015: Deal of the Year award (KPMG), American Express GBT (2010 – 2012): Q3-2011: Recognized and Awarded for consistent high performance., 2010-2012: Retention and Renewal of contracts for 4 strategic Global clients based out of Western India., Kingfisher Airlines Limited (2005 – 2009): CY 2008: Conceptualized and launched initiatives to promote business through key TMCs, KNAs, and Consolidators., CY 2007: Chairman's Award for "Excellence in Sales" for consistent overachievement in revenue targets., CY 2005: Highest Virtual Coupon Booklet sale for Western India.
Certification
- Consultative Selling Workshop
- The Challenger Sales
- Mercuri Goldman
- Dale Carnegie
- Reservations Systems Training
- Association of Mutual Funds in India
Projects
SAP Concur Product Launch (CY 2012 – CY 2014): Successfully led the strategy and ownership of the business case to launch a market-viable product for Concur Travel in India, demonstrating product localization efforts and market viability.
References
References available upon request.
Timeline
Account Manager – Enterprise Sales - India
HRS India Pvt. Ltd.
05.2024 - Current
General Manager / Lead Consultant – Presales, Capabilities & Solutions – Travel BU
WNS Global Services
01.2019 - 05.2024
Partner Development Manager - Indian Subcontinent - FSI, Travel, GSI & Consulting Partners
SAP Concur
07.2012 - 12.2018
Account Development Manager - West (Mumbai & Pune)
American Express GBT
07.2010 - 07.2012
Relationship Manager - Preferred Banking
Standard Chartered Bank
11.2009 - 07.2010
Business Development Manager - Network Agency Sales - India
Kingfisher Airlines Limited
09.2005 - 11.2009
Senior Sales Executive
Air Sahara
02.2005 - 09.2005
Senior Executive
Cox and Kings India Pvt. Ltd.
11.2003 - 01.2005
Foundation Course - Diploma - IATA / UFTAA Foundation Course
Trade Wings
Bachelor of Commerce - Commerce
Lala Lajpat Rai College of Commerce and Economics - Mumbai University
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