Gautam Jaiswal
Regional Sales Manager
Omkar Altamonte, D2403, Off WEH, Malad(E), Mumbai
Summary
Seasoned Sales Professional with 20+ years of experience in the Information Technology Domain, including 12+ years specializing in cybersecurity with proven track record of consistent sales quota achievement. Skilled in Large account management and partner ecosystem enablement, with expertise in engaging C-suite executives and delivering tailored IT and cybersecurity solutions.
Overview
21
21
years of professional experience
2004
2004
years of post-secondary education
Work History
Regional Manager- West
Varonis Systems
Mumbai
01.2024 - Current
- New Customer Acquisition: Identify and Onboard New clients, Drive growth, and expand market presence
- Partner Recruitment & Enablement: Recruit, Onboard & Empower new partners, conduct training, and provide tools to drive mutual success and market expansion
- Business Development & Pipeline Building: Develop robust sales pipelines within named accounts through direct engagement and partner collaboration
- Key Accomplishments-
- Strategic Partner Onboarding: Successfully onboarded Tier 1 partners such as Persistent Systems and TCS, significantly expanding market reach and fostering strategic collaborations to drive business growth
- Data Risk Assessment: Conducted in-depth Data Risk Assessments for key accounts including Tech Mahindra, Crisil, and L&T Financial Services, identifying security vulnerabilities
- Advised actionable intelligence to enhance their Cybersecurity posture
Enterprise Sales Manager
Kaspersky Enterprise India Pvt Ltd
Mumbai
04.2020 - 12.2023
- Revenue Forecasting & CRM Management: Deliver accurate weekly, monthly, and quarterly revenue forecasts; maintain up-to-date records in Salesforce (SFDC)
- New Enterprise Client Acquisition: Successfully acquire new enterprise logos while managing entire customer relationship lifecycle
- Security Consultation: Advise new enterprise customers on their security threat landscape, identify vulnerabilities, and uncover tailored solutions to meet their needs
- Account Management: Manage relationships with large enterprises and corporate clients; drive upsell and cross-sell initiatives to maximize revenue
- Quarterly Business Reviews (QBRs): Conduct high-quality QBRs with assigned key accounts to ensure alignment
- Market Intelligence & Strategic Feedback: Provide insights on market trends, competitive activity, and customer feedback to management; facilitate senior management involvement through strategic meetings and events
- Partner Engagement- Collaborate with channel partners to develop actionable business plans to achieve sales quotas
- Design and execute enablement initiatives that strengthen partners' technical expertise and business acumen, fostering sustainable growth and mutual success
- Key Accomplishments-
- Record-Breaking Deal: Closed India’s largest deal in the segment, valued at USD 450K, showcasing exceptional sales acumen and negotiation skills
- First-of-Its-Kind Wins: Secured India’s first Incident Response Retention deal and first Threat Intelligence Services deal, demonstrating expertise in emerging cybersecurity solutions
- Enterprise Client Acquisition: Successfully acquired high-profile net new Enterprise logos including Tech Mahindra, L&T Group, Smart Cities project, Kotak Securities
Enterprise Account Manager
SOPHOS Technologies Pvt Ltd
Mumbai
04.2019 - 03.2020
- Net New Logo Acquisition: Identify and secure new clients to expand market share and drive growth
- Account Management: Manage relationships with existing customers, focus on upsell and cross-sell to maximize revenue
- Partner Engagement- Collaborate with channel partners to develop actionable business plans to achieve sales quotas
- Design and execute enablement initiatives that strengthen partners' technical expertise and business acumen, fostering sustainable growth and mutual success
- Key Accomplishments-
- Enterprise Client Acquisition: Successfully acquired net new corporate logos including Godrej Industries, Hexaware Technologies, Shreeram Financial services
- Worked closely with MCGM IT and their consultant KPMG on the HIMS project, drafting an RFP for 400 hospitals (estimated deal size USD 300K)
Regional Manager- West
Winmagic India Pvt Ltd
Mumbai
09.2014 - 03.2019
- Regional Leadership: Lead and manage top corporate and enterprise accounts across the West region, driving business growth across key verticals like BFSI, Retail, IT/ITES, and Manufacturing
- Strategic Market Development: Align closely with the India Leadership & Marketing team to design and execute strategies that create demand and build brand recognition within the Corporate and Enterprise segments across multiple verticals
- Channel Partner Engagement- Engage with selected Cybersecurity partners in the region to expand territory coverage
- Design and execute enablement initiatives that strengthen partners' technical expertise and business acumen, fostering sustainable growth and mutual success
- Data Protection Advocacy: Identify and address client needs for data protection solutions, focusing on encryption for endpoints and cloud infrastructure to enhance security
- Key Accomplishments-
- Business Growth: Built business from Ground Zero in the assigned territory, Grew new business in the West region from approximately USD 10K per quarter to over USD 300K per quarter within three-year
- Specked & acquired Net New High-Profile Logos including NPCI, IDBI Bank, Goa Shipyard (Ministry of Defence)
- Successfully acquired and managed high-value enterprise clients, such as Aditya Birla Group, Tata Technologies, Torrent Pharmaceuticals, Bajaj Financial Services
Major Account Sales Manager
Trend micro India pvt ltd
01.2011 - 03.2014
- Revenue Generation: Drive revenue growth in named large corporate and enterprise accounts across BFSI, Oil & Gas, Manufacturing, and IT/ITES verticals through upselling and cross-selling security solutions
- Manage acquisition and hunting accounts within the named account portfolio, focusing on new business development
- Strategic Collaboration: Collaborate with strategic System Integrators (SIs) and partners to penetrate targeted BFSI, government, and corporate accounts
- Engage senior management and stakeholders through strategic meetings and events to add value and strengthen relationships
- Account Management: Manage and service key existing accounts, maintaining high levels of upsell, cross-sell, and renewal rates
- Conduct high-quality QBR with large accounts to ensure alignment with client objectives
- Customer Experience: Work closely with TAMs and post-sales teams to monitor incidents, and ensure customers are well-attended, informed, and satisfied
- Key Accomplishments
- Record-Breaking Deal: Closed India’s largest BFSI deal SBI Bank, 375,000 users valued at USD 600, showcasing exceptional sales acumen
- Customer Retention through QBRs- LIC of India, TCS, IDBI Bank
Account Manager- Named Account includes BFSI, Oil & Gas, Manufacturing
Wipro Ltd
07.2008 - 12.2010
Sales Executive- Mid Market
HCL Infosystems
06.2004 - 06.2008
Education
Bachelor of Engineering (B.E.) - Electronics Engineering
P.E.S. College of Engineering
Diploma - Industrial Electronics
Bharti Vidyapeeth’s Institute of Technology
Diploma - Electronics & Telecommunication Engineering
Bharti Vidyapeeth’s Institute of Technology
Skills
- Promoted as Head of Enterprise Business-2023
- Best Performer of the Year-2018
- Best Performer of the Year-2017
Timeline
Regional Manager- West
Varonis Systems
01.2024 - Current
Enterprise Sales Manager
Kaspersky Enterprise India Pvt Ltd
04.2020 - 12.2023
Enterprise Account Manager
SOPHOS Technologies Pvt Ltd
04.2019 - 03.2020
Regional Manager- West
Winmagic India Pvt Ltd
09.2014 - 03.2019
Major Account Sales Manager
Trend micro India pvt ltd
01.2011 - 03.2014
Account Manager- Named Account includes BFSI, Oil & Gas, Manufacturing
Wipro Ltd
07.2008 - 12.2010
Sales Executive- Mid Market
HCL Infosystems
06.2004 - 06.2008
Diploma - Industrial Electronics
Bharti Vidyapeeth’s Institute of Technology
Diploma - Electronics & Telecommunication Engineering
Bharti Vidyapeeth’s Institute of Technology
Bachelor of Engineering (B.E.) - Electronics Engineering
P.E.S. College of Engineering
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