Binny Paulose
Alliance Manager
Bengaluru
Summary
Alliance professional with proven success in fostering strategic partnerships and driving impactful results. Strong background in stakeholder management, contract negotiation, and relationship building. Known for collaborative approach, adaptability to evolving needs, and ability to inspire team synergy. Skilled in strategic planning, problem-solving, and communication.
Overview
22
22
years of professional experience
6
6
years of post-secondary education
1
1
Certification
5
5
Languages
Work History
Alliance Manager-Google Cloud,VMware and Red Hat
RPS Consulting (NIIT Subsidary)
02.2021 - Current
- Spearheaded joint marketing activities to generate leads and expand brand awareness in the market.
- Initiated cross-functional meetings to address challenges proactively and identify areas for improvement in the alliance ecosystem.
- Launched and provided ongoing GTM programs to sales teams, enabling them to better identify opportunities from increase overall sales.
- Launched and coordinated events and webinars for internal and OEM sales teams , aimed at knowledge sharing, networking, and lead generation opportunities.
Software Account Manager
Gulf Business Machines
06.2008 - 04.2020
- Specialized in sales of IBM Software Solutions, SaaS, SAP, Salesforce CRM Services for large BFSI, Retail, Manufacturing Institutions in Bahrain and having yearly quota of $ 3 M++
- Certified IASSC DAMIC Lean Six Sigma Black Belt with excellent knowledge on Lean Tools, Statistical Analysis, Central Limit Theorem, Hypothesis Testing, Normality Testing, Sample Size calculation, performing tests and interpreting results, Hypothesis Testing with Non-Normal, Simple Linear Regression, Correlation, Regression Equations, Residuals Analysis, Multiple Regression Analysis, Confidence & Prediction Intervals, Data Transformation
- Managed strong external relationships with CXO's suite's, Alliances, GSIs, System Integrator, LOB's as well as a strong internal stakeholder network across Middle East and ability to collaborate easily with individuals from different international cultures and backgrounds
- Successfully strategized product roadmap of SaaS, SOA, EAI BPM, API solutions across customers and identified product features and drove customer retention campaigns
- Experienced in managing alliances with Global Systems Integrator like Mysis, IBM, Salesforce, SAP, Wipro and other Systems Integrator as a single point of contact
- Experienced of building and executing go to market solutions and working in highly competitive environments accurate forecasting of monthly, quarterly achievements in Salesforce CRM and Oracle ERP
- Responsible for responding to RFI, RFP's, technical and commercial proposals of customers and collaborating with technical delivery team and account teams across verticals and locations
- Self starter with ability to work independently and strong prospecting skills in identifying and ability to analyse and lead on complex opportunities, complex bid management solutions and readiness to take calculated risk
- Extensive knowledge in SAP Hybris, SAP Cloud Platform, SAP Analytics Cloud, SAP MDG, SaaS, Devops, Artificial Intelligence, Big Data, Data Science, IoT 4.0, Advanced Analytics, Mobility solutions, Credit Risk Management, Governance, Compliance and Risk, Digital Transformation Solutions, Robotic Process Automation, API Management, Modern Application Architecture (micro-services), Hybrid Cloud, Middleware Integration
SOFTWARE SALES SPECIALIST
International Business Machines(IBM)
06.2006 - 06.2008
- Cold-called 20+ potential clients on a daily basis, with a closing rate of 10% to 20%
- Executed regional territory and account planning to achieve sales targets and expanded customer base
- Experienced in partner business relationship, strategy and business plan, including forecasting with partners within multiple regions across India and managing business models like sell-through and sell-with models
- Derived Partner Account Plan, hygiene coverage, cross sell/up sell and ensured that the partner and end-user teams are engaged and understanding of territory management
- Acted as a central point of contact for business partners, channel team orchestrating support, and issues related to IBM Partner Programs and bids
- Nominated for Sales Rep of the Quarter by direct reporting manager
Business Development Manager
RCS Technologies
03.2003 - 06.2006
- Responsible for lead generation through cold calling, converting the lead into sales through product demonstration to the top management
- Knowledge of the full life cycle of the sales process from prospecting to close
- Lead and managed teams through influence while also functioning as an individual contributor and team member
- Experienced in successfully selling during market creation phase
- Total client facing interface to manage strategic relationships after the sale had been won
- Coordinated the activities of the team members and to provide weekly reports to the top management on team performance and overall achieving targets
- Greatly contributed quality ideas in the development of the products and had opportunity to train the various end users
- Acquired over 30 large-scale GIC/GCC ET500 customers within 36 months, starting from sales pitch to closing
- Personal Clients: ACS India, SIEMENS Shared Services, ANZ IT India, Snecma Aerospace, Magma Designs India, Sage Designs India, EMC, Cable & Wireless, CGI India, TNT, Nirvana Business Solution, Capgemini, BEA Web Logic, AXA Business, Fidelity Business Services, LG CNS, ARM Embedded, Analog Devices
Education
Post Graduate Diploma - Master of Marketing Management
Christ College
Bengaluru, India 10.2003 - 10.2005
Bachelor of Engineering - Information Technology
Kalpatharu Institute of Technology
Tiptur, Bangalore 09.1997 - 10.2001
Skills
Listening
Analytical Skills
Problem Solving
Presentation Skills
Relationship Building
Team Collaboration
Time Management
Excellent Communication
Negotiation Skills
Leadership
Influencing skills
Stakeholder management
Quick Learner
Customer Focus
Partnership development
Relationship management
Customer engagement
Certification
NASP Certified Professional Sales Person (CPSP), 03/01/20
Accomplishments
- Consistent achiever of 100% sales club
- Recipient of Google Cloud Training Partner Year Award- APAC for 2023 and 2024
- Recipient of Red Hat Training Partner Year Award- for 2023,2024
- Recipient of Sales Excellence Award for NIIT- 2024
- Grew Google Cloud Business by 200% by collaborating with Google Sales and Technical teams.
Personal Information
Date of Birth: 06/10/79
Additional Information
- Won Google Cloud Training Partner of the Year Award -APAC ,2023 & 2024
- Recipient of Sales Excellence Award for 2024-NIIT
- Won Premium Red Hat Partner of the Year Award -2022,2023,2024
- Consistent acheived targets for the years 2021,2022 and 2023.
Timeline
Alliance Manager-Google Cloud,VMware and Red Hat
RPS Consulting (NIIT Subsidary)
02.2021 - Current
Software Account Manager
Gulf Business Machines
06.2008 - 04.2020
SOFTWARE SALES SPECIALIST
International Business Machines(IBM)
06.2006 - 06.2008
Post Graduate Diploma - Master of Marketing Management
Christ College
10.2003 - 10.2005
Business Development Manager
RCS Technologies
03.2003 - 06.2006
Bachelor of Engineering - Information Technology
Kalpatharu Institute of Technology
09.1997 - 10.2001