HIMANSHU PANDEY
Enterprise | Government (PSU) | Channel Sales Leader Strategic Partnerships | Distribution | Cybersecurity | Cloud | Telecom | Digital Infrastructure
GURUGRAM,HR
Summary
Zonal Head leading enterprise sales across North India with a focus on cybersecurity, data protection, and digital infrastructure. Drives territory growth through CXO relationships, consultative selling, and complex techno-commercial negotiations across enterprise, government, and channel accounts. Expands pipeline and closes strategic deals by aligning solution design with customer security and business priorities.
Overview
15
15
years of professional experience
Work History
Zonal Head
Stellar InformationTechnology Pvt. Ltd.
06.2024 - 07.2026
- Spearheaded enterprise sales strategy and revenue growth initiatives across North India, focusing on data management, cybersecurity, and digital infrastructure solutions.
- Cultivated and managed CXO-level relationships within key enterprise and public sector organizations, establishing strategic partnerships that enhanced business opportunities.
- Closed large, complex enterprise deals using consultative selling methodologies and skilled techno-commercial negotiations, securing significant revenue growth.
- Executed strategic pipeline and territory plans, consistently exceeding sales targets and achieving market share objectives.
- Collaborated effectively with technical and delivery teams to architect and position enterprise-grade security and data protection solutions, ensuring alignment with client needs.
Regional Sales Manager
Stellar InformationTechnology Pvt. Ltd.
05.2023 - 05.2024
- Drove 22% year-on-year revenue growth across North India by developing and expanding strategic Enterprise, Government (PSU), and Channel Partner accounts through new business acquisition and strategic account expansion.
- Delivered consultative enterprise solution selling for portfolio including cybersecurity, data protection, secure data erasure, disaster recovery, RAID recovery, ransomware resilience, DPDP Act compliance, networking, managed services, and digital transformation solutions, aligning technology investments with customer security, compliance, and business objectives.
- Managed full enterprise sales lifecycle, from strategic account planning and opportunity qualification to customer requirement discovery, solution positioning, RFP/RFQ responses, proposal development, commercial negotiations, contract closure, and post-sales account growth to drive revenue.
- Built and solidified trusted relationships with CXOs, CIOs, CISOs, IT heads, and procurement leaders, leading to successful execution of high-value enterprise projects and establishment of long-term strategic partnerships.
Partner Account Manager
TATA TELE BUSINESS SERVICES
08.2021 - 04.2023
- Achieved 20%+ year-on-year revenue growth by developing and expanding strategic Channel Partner, Enterprise, and Government (PSU) accounts across India through new logo acquisition and strategic account expansion.
- Enabled Channel Partners and System Integrators (SIs) to drive enterprise business by delivering tailored ICT solutions including leased line internet, MPLS, SD-WAN, SIP trunk, cloud connect, managed services, business continuity, unified communications, collaboration, data centre connectivity, and network security.
- Owned the complete enterprise sales lifecycle, encompassing territory planning, partner enablement, account planning, opportunity qualification, customer discovery, solution positioning, RFP/RFQ responses, commercial negotiations, contract closure, and post-sales account management.
- Collaborated with OEMs, pre-sales consultants, product specialists, and service delivery teams to design and implement customer-centric enterprise solutions, resulting in successful project execution and enhanced customer satisfaction.
- Drove digital transformation initiatives by positioning cloud, networking, managed services, collaboration, and enterprise connectivity solutions that enhanced operational efficiency, business continuity, and customer productivity.
- Conducted quarterly business reviews (QBRs) and partner performance reviews to govern pipeline, forecast sales, and ensure predictable revenue generation aligned with business objectives.
- Conducted Quarterly Business Reviews (QBRs), pipeline governance, sales forecasting, and partner performance reviews to ensure predictable revenue generation and achievement of business objectives.
- Consistently exceeded business objectives through strategic account management, partner ecosystem development, consultative solution selling, and execution excellence.
ENTERPRISE SALES MANAGER (ESM)
JIO
11.2019 - 07.2021
- Achieved national recognition as the No. 2 SIP Trunk Sales Performer, earning the Best Performance Award, and driving 25% year-over-year growth in recurring revenue through strategic account management, solution-based selling, executive stakeholder engagement, and operational excellence in a highly competitive market.
- Delivered comprehensive enterprise technology solutions including ILL, MPLS, SD-WAN, SIP Trunk, Enterprise Mobility, Cloud Connectivity, Data Centre Services, Unified Communications, IoT, Managed Services, Security Solutions, and Digital Transformation, aligning technology investments with customer business objectives to drive growth.
- Executed consultative sales strategies to acquire new enterprise logos, expand wallet share within existing customers, and identify cross-selling and upselling opportunities across networking, cloud, collaboration, managed services, and security portfolios.
- Managed the complete enterprise sales lifecycle, including territory planning, strategic account planning, lead generation, opportunity qualification, customer discovery, solution positioning, proposal development, commercial negotiations, contract closure, and post-sales account management.
- Delivered end-to-end enterprise technology solutions including Dedicated Internet Leased Line (ILL), MPLS, SD-WAN, SIP Trunk, Enterprise Mobility, Cloud Connectivity, Data Centre Services, Unified Communications, IoT, Managed Services, Security Solutions, and Digital Transformation initiatives, aligning technology investments with customer business objectives.
- Executed consultative sales strategies to acquire new enterprise logos and expand wallet share within existing customers, identifying cross-selling and upselling opportunities across networking, cloud, collaboration, managed services, and security portfolios, contributing to revenue growth.
- Managed sales forecasting, pipeline governance, CRM hygiene, and business reviews to maintain a healthy sales pipeline, consistently achieving revenue and growth objectives.
- Managed sales forecasting, pipeline governance, CRM hygiene, and business reviews, maintaining a healthy sales pipeline and consistently delivering against revenue and growth objectives.
Business Development Manager
SwiftMail Communications Ltd
03.2016 - 10.2019
- Consistently exceeded annual sales targets, earning recognition for driving 35% year-on-year business growth, expanding the national partner ecosystem, and strengthening SwiftMail's position as a trusted Class-A ISP delivering enterprise-grade connectivity through a multi-carrier network model.
- Drove 35% year-on-year revenue growth by developing and expanding a nationwide network of Channel Partners, Internet Service Providers (ISPs), System Integrators (SIs), and Enterprise Accounts through strategic business development and partner expansion.
- Managed pan-India channel business while directly driving enterprise sales across North India, successfully acquiring new enterprise customers and expanding strategic accounts across multiple industry verticals.
- Collaborated with leading telecom operators, including Tata Communications, RailTel, and Airtel, to design high-availability connectivity solutions tailored to customer geography and network feasibility.
- Owned the complete business development lifecycle, including partner onboarding, territory planning, opportunity identification, customer requirement discovery, solution positioning, commercial negotiations, contract closure, and post-sales relationship management.
- Built strategic relationships with ISP partners, enterprise customers, CIOs, IT Heads, Procurement teams, and business decision-makers, resulting in increased customer retention, recurring business, and long-term strategic partnerships.
- Executed consultative sales strategies to expand partner coverage, increase market penetration, and acquire new enterprise logos while maximizing wallet share through cross-selling and upselling of enterprise connectivity solutions.
- Managed sales forecasting, partner performance, and pipeline governance while conducting quarterly business reviews (QBRs) to ensure sustainable business growth and predictable revenue generation.
- Collaborated with leading telecom operators, including Tata Communications, RailTel, and Airtel, to design cost-effective, high-availability connectivity solutions based on customer geography, network feasibility, and service availability.
KEY ACCOUNT MANAGER
SNSGAP International Services Pvt. Ltd.
06.2011 - 02.2016
- Consistently exceeded assigned sales targets by executing consultative selling strategies, expanding key accounts, and increasing wallet share through cross-selling and upselling of international mobility solutions.
- Drove new business acquisition, recurring revenue growth, and customer retention by managing and expanding strategic enterprise accounts and a nationwide network of 200+ Channel Partners across diverse industry verticals.
- Developed business opportunities across India by engaging Exporters, Importers, Corporate Enterprises, SMEs, and multinational organizations in industries such as Pharmaceuticals, Textiles, Automotive, IT, Manufacturing, Engineering, Healthcare, and Retail, resulting in increased market penetration.
- Managed the complete sales lifecycle, including lead generation, prospecting, customer requirement analysis, solution consulting, commercial negotiations, contract finalization, and post-sales relationship management.
- Collaborated closely with Channel Partners to expand market coverage, improve partner productivity, execute joint go-to-market (GTM) initiatives, and accelerate business growth across key regions in India.
- Delivered international mobility solutions, including International SIM Cards, Global Data Cards, International Roaming Solutions, and Enterprise Travel Connectivity Services, supporting Indian enterprises and business travelers with seamless global communication.
- Collaborated with Channel Partners to expand market coverage and execute joint go-to-market initiatives, leading to accelerated business growth across key regions in India.
- Developed business opportunities across India by engaging with Exporters, Importers, Corporate Enterprises, SMEs, and multinational organizations in industries including Pharmaceuticals, Textiles, Automotive, Information Technology (IT), Manufacturing, Engineering, Healthcare, and Retail.
- Built a national customer and partner ecosystem that fostered sustainable business growth through strategic account management and solution-oriented sales execution.
Education
MBA - MARKETING & IB
Institute of Management Studies, Noida
Noida 04.2001 -
Skills
Enterprise sales strategy
Key account management
Go-to-market (GTM) strategy
Channel partner management & enablement
Contract negotiation & RFP/RFQ management
Pipeline & territory management
Sales forecasting
Account planning
Opportunity qualification
CRM hygiene
Timeline
Zonal Head
Stellar InformationTechnology Pvt. Ltd.
06.2024 - 07.2026
Regional Sales Manager
Stellar InformationTechnology Pvt. Ltd.
05.2023 - 05.2024
Partner Account Manager
TATA TELE BUSINESS SERVICES
08.2021 - 04.2023
ENTERPRISE SALES MANAGER (ESM)
JIO
11.2019 - 07.2021
Business Development Manager
SwiftMail Communications Ltd
03.2016 - 10.2019
KEY ACCOUNT MANAGER
SNSGAP International Services Pvt. Ltd.
06.2011 - 02.2016
MBA - MARKETING & IB
Institute of Management Studies, Noida
04.2001 -