DATTATRAY KATKAR
Rossana
Summary
With over 15 years of proven success in sales, progressing from Account Manager to Sales Director to Head of Sales & Alliances (India & SAARC), I have consistently delivered exceptional results. My skill set encompasses diverse areas including new account acquisition, large account management, customer engagement, channel ecosystem development, and delivering impactful C-level technical presentations. Specializing in SAAS, Software, Cybersecurity, and Networking solutions, I have a track record of driving revenue growth and pioneering new markets in India and across APAC. Leveraging strategic insights and market knowledge, I excel in building lasting relationships and delivering innovative solutions. My leadership in team management ensures the attainment of year-on-year sales quotas, fostering a culture of success and collaboration within the team.
Overview
15
15
years of professional experience
Work History
Head of Sales & Strategic Alliances (India &SAARC)
Allied Telesis
02.2023 - Current
- Expanded market share with targeted sales initiatives and strategic partnerships.
- Launched new products namely WiFi, Enterprise Networking and SAAS successfully by collaborating with cross-functional teams and executing comprehensive go-to-market plans.
- Delivered engaging presentations at C-Level events, showcasing company offerings and attracting prospective clients.
- Drove international business expansion by establishing global distribution channels in SAARC countries and forging strategic alliances with overseas partners.
- Managed key major accounts effectively, ensuring ongoing satisfaction while identifying upsell opportunities to drive additional revenue growth.
- Led a high-performing sales team to consistently exceed quotas and achieve top rankings within the company.
- Implemented effective CRM tools to track leads, maintain accurate customer data, and optimize the sales process.
- Optimized pricing strategies by monitoring competitor activities, analyzing market trends, and considering internal cost structures for profitability maximization.
- Developed strong client relationships for improved customer satisfaction and repeat business.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Led a team of 6+ highly experienced industry experts, spearheading efforts to build an ecosystem dedicated to improving cybersecurity and network infrastructure for global and Indian enterprises.
- Collaborated closely with global and Indian companies' CIOs and CISOs, gaining insights into their future digital transformation plans for network and cybersecurity infrastructure, and aligning solutions accordingly.
Sales Director - India
Brightcove Inc.
04.2021 - 02.2023
- Generated revenue from new and existing global customers and managed software contracts for Brightcove SAAS solutions headquartered in India.
- Developed a robust pipeline through major account development, utilizing marketing automation platforms, outreach tools, and strategic CMO events.
- Achieved notable successes, including being recognized as the Highest Revenue Achiever in the APAC region for SAAS solutions and adding major accounts in a single year.
- Selected as the sole representative in India to represent the organization at C-level events, showcasing outstanding sales pitch talent.
- Leveraged business intelligence and third-party data sources to solicit new opportunities and generate leads.
- Created effective sales presentations and negotiation strategies to close high-value deals.
- Increased customer retention and renewal growth by revitalizing existing business segments.
- Negotiated high-value contracts with key clients, ensuring mutually beneficial outcomes for all parties involved.
- Executed strategic plans for growth and new acquisitions in BFSI, Pharma , Retail and E-commerce verticals.
Head- DC Business (India &SAARC)
Extreme Networks Inc.
07.2016 - 04.2021
- Led SAAS, cybersecurity, and data center business operations for India and SAARC regions, overseeing new account acquisition and managing existing large global accounts in India and APAC countries.
- Established a strong market presence in the BFSI and enterprise verticals, previously lacking visibility.
- Achieved notable successes, including building an effective team within the organization and partner ecosystem, resulting in a 3X growth in business over 5 years.
- Maintained one of the best customer retention rates in the industry, showcasing dedication to customer satisfaction and relationship management.
- Spearheaded major account development initiatives, successfully growing multiple accounts to generate revenues exceeding $1 million from nominal initial orders.
- Attained the highest nationally recorded numbers in SAAS and software sales for 4 consecutive years.
- Joined Extreme as a Regional Sales Manager and steadily progressed to the role of Head of Data Center Business (India & SAARC) region.
- Achieved 100% booking quota in 4 out of 5 years, illustrating exceptional sales performance and consistency.
- Established and led a team of 8 sales executives within Extreme and its partner community, strategically positioning them to effectively cater to the growing business demands.
Regional Sales Head
Jainam Technologies Pvt Ltd
07.2009 - 06.2016
- Directed West Region and North Service Sales for cybersecurity services, overseeing key wins such as adapting the company mindset from hunting revenue accounts to farming revenue accounts.
- Expanded the company's sales portfolio by adding vendors and integration partners to provide a holistic "Defense in Depth Strategy," supplementing the farming strategy.
- Cultivated a culture of creating internal champions in customer accounts by leveraging the professional services arm, enhancing customer engagement and satisfaction.
- Established Jainam as a reputable cybersecurity player in India West and North, leveraging technical skills and business acumen.
- Assisted over 56 enterprises in enhancing their cybersecurity posture and facilitated the transformation of 7+ clients into million-dollar customers for Jainam.
- Overlooked critical cybersecurity projects worth over 5 million dollars, ensuring successful project delivery and client satisfaction.
- Started as a Sales Account Executive and progressed to lead the Sales team in North and West India for the company.
- Managed and directed a team of 27+ Sales Account Executives and Presales engineers in West and North India for Service Sales.
- Achieved significant business growth of 3.5X in 3 years (2014-2016) through major account wins and strategic initiatives.
- Achieved 100% customer retention in 5 out of 7 years, reflecting strong customer satisfaction and relationship management.
- Delivered exceptional customer service, resulting in increased retention rates, referrals, and repeat business from satisfied clients.
- Exceeded quarterly and annual sales goals consistently by closely monitoring team performance and adjusting strategies accordingly.
Education
Master of Management Studies - International Marketing
Mumbai University
Mumbai04.2009
Bachelor of Engineering - Electronics And Tele-Communication Engineering
Shivaji Universisty
Kolhapur, India04.2007
Skills
- Team Management
- Technical Presentations
- Client Relationship Management
- Business Planning
- Key Account Management
- Advanced Salesforcecom, Outreach user
- Verbal and written communication
- Teamwork and Collaboration
- Multitasking
- Business development and planning
- Performance monitoring
- Competitor Analysis
- Channel Management
- Review of contracts
- Customer Engagement
- C- Level Presentations
Personal Information
Visa Status: Australian Global talent visa Permanent resident
Accomplishments
- Extreme Summit club 2019
- Extreme Network's Rock star of the quarter 2017
- Stellar Contributor Of The Year By Jainam in April 2015
- Stellar Contributor Of The Year By Jainam in April 2014
- Stellar Contributor Of The Year By Jainam in April 2013
- Stellar Contributor Of The Year By Jainam in April 2011
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Marathi
Bilingual or Proficient (C2)
Timeline
Head of Sales & Strategic Alliances (India &SAARC)
Allied Telesis
02.2023 - Current
Sales Director - India
Brightcove Inc.
04.2021 - 02.2023
Head- DC Business (India &SAARC)
Extreme Networks Inc.
07.2016 - 04.2021
Regional Sales Head
Jainam Technologies Pvt Ltd
07.2009 - 06.2016
Master of Management Studies - International Marketing
Mumbai University
Bachelor of Engineering - Electronics And Tele-Communication Engineering
Shivaji Universisty
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