Henal Panchal

o Achieve and exceed assigned sales targets and revenue goals within the West Region, both direct and through partners.

o Develop and execute strategic sales plans to penetrate new accounts and expand existing ones, leveraging partner networks.

o Manage the entire sales cycle, from lead generation and qualification to contract negotiation and closure, with and through partners.

o Provide accurate sales forecasts and pipeline reports.

o Plan and execute customer acquisition events with partners to showcase the Trellix portfolio and generate leads.

o Organize and conduct direct customer acquisition events in collaboration with the marketing team.

o Develop strong relationships with partner executives and sales teams.

o Enable partners through training, joint sales calls, and marketing support.

o Develop joint business plans and monitor partner performance.

• Primarily responsible for strengthening existing relationships and to further elevate Sophos to a more strategic partner to the customer's
• Working closely with C-level executives
• Developing strategies and orchestrates company resources to maximize sales volume within assigned accounts
• Building a healthy and well qualified pipeline to meet quarterly quotas along with support from field marketing, channel partners, and business development teams
• Delivering against revenue and bookings target through cross sell and upsell of Sophos's extensive product and services portfolio
• Ensuring customer focus through constant customer value confirmations, frequent customer touch points, identify and elevate promoters within customer organizations
• Building and execute on the overall territory strategy based on your deep understanding of customers/industry opportunities and challenges
• Constantly learning and keeping oneself up to date on the latest from Sophos and the industry to drive consultative engagements and to ensure that Sophos is top of mind for all digital requirements within the customer base
• Managing partner activities at all levels by building a comprehensive business plan for all the segment & vertical including identifying, incubating, and enabling them in Sophos technologies and solution

• Monitor Owning and deliver a sales target
• Selling solutions and services to new & existing Oracle customers majorly in Mid-Market
• Identify, qualify, and close new cloud opportunities
• Managing accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support

• A trusted business advisor managing portfolio worth approximately $1.2M
• Directed sales processes and developed innovative sales strategies to drive business development across west of India
• Monitor customer buying trends, market conditions and competitor actions to adjust strategies, pricing to achieve sales goals
• Build strong, positive, and long-lasting customer relationship by proactively understanding customer's workflows, business needs, expectations, future goals, and existing product usage/adoption
• MBR/QBR with business decision makers & C-level leadership to demonstrate ROI and value proposition
• Managing customer escalations and ensuring customer retention with highest customer satisfaction
• Sharing best practices through case studies and success stories

• Managing Large Accounts for IT Business of Wipro performing task of Sales, Solutioning and Consulting
• More than 200% target is achieved year on year and won the biggest deal of SDA in RBI of more than 128cr+, winning best deal of the year in 2018
• Working for accounts like RBI, UBI, New India Assurance, SBI
• Boost top line and bottom line from top accounts within domain
• Getting new logos for Wipro
• Developing strategic partnerships with OEMs like Cisco, Dell EMC, IBM, Microsoft, AWS, HP, etc
• Driving business of new age technologies like Digital-Customer Experience, Chatbots, AI Automation, Cloud-AWS, Azure, GCP; Salesforce, IOT, Infra-SDXs, Hyper-Converged Infra, Monitoring Products-Software, Analytics (e.g., SAS), Mobility
• Managing contracts and sales data such as pipeline, funnel, heat maps and engagement plans in CRM

• Customer profiling, account planning and set revenue / margin targets by services line at the account level
• Anchor client meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners
• Pipeline management - Building the rite pipe, forecast accuracy

• Consult the customer after understanding his I.T infrastructure, Strategic initiatives, Line of business, User profile, Financial Muscle and address their key pain points
• Position as a licensing expert and add value to customer by taking licensing session and educating them on BOM optimization, TAX optimization, Benchmarking practices etc
• Evaluate software contract spend as well as utilization in each organization and then optimize spending patterns, technology usage, and implementation strategies
• Responsible for achieving all sales and revenue goals for assigned CTM accounts and Strategic CAM accounts by building and strengthening long-term relationships with customers and partners

• Manage the IBM business for Karnataka, Kerala and TN markets
• Work closely with technical team to design, implement, analyze and deploy new business processes
• Manage Vendor relationships to increase business and identify new opportunities for IBM services and licensing
• Understand the requirements of the customer by arranging the face-to-face meetings
• Show casing the demos, POC at each level of requirement

• Manage the IBM business for Karnataka, Kerala and TN markets
• Work closely with technical team to design, implement, analyze and deploy new business processes
• Manage Vendor relationships to increase business and identify new opportunities for IBM services and licensing
• Understand the requirements of the customer by arranging the face-to-face meetings
• Show casing the demos, POC at each level of requirement