IQBAL HUSSAIN KHAN
Sales Strategy Expert
Bangalore
Summary
Competitive Strategist with 15+ years of experience in Business Research, Consulting, and Strategy.
I operate as an expert advisor in a complex sales environment, focused on helping Accenture win profitable business across Strategy, Consulting, Digital, and Technology services. I am focused on advising leadership and deal teams in winning strategic deals, executing market entry strategies, and building competitive differentiation.
History of cultivating an open culture with free exchange of information. Proficient in using independent decision-making skills and sound judgment to positively impact company success.
Pursuing new professional challenges with a growth-oriented company.
Overview
18
18
years of professional experience
6
6
years of post-secondary education
Work History
Senior Manager, Midwest Lead -Sales Excellence CMI
Accenture
Bangalore
09.2015 - Current
- Responsible for NA Mid West Market's Growth Strategy & Sales Program Management initiatives.
- Advising and coaching leadership in winning strategic sales pursuits, executing market entry strategy, and building competitive differentiation.
- Articulate, Plan & Implement Growth/transformation initiatives across Strategy & Consulting, and Technology service lines. Technology Research and Competitor Intelligence
- Involved in North America growth strategy and sales program management.
- Driving the competitive strategy for key deal pursuits - Engaging on major opportunities that are strategic in nature by providing competitive strategies and tactics to shape the deal
- Advising on competitor solutions, credentials, sales, delivery and commercial/pricing approaches
- Growth & Strategy: Articulate, plan and implement growth/ transformation initiatives across Accenture’s North America Geo Unit.
Technology and Competitive Intelligence Researcher
Accenture
10.2012 - 09.2015
- I was part of Accenture Research as a member of its Technology Research practice
- My core focus areas include Application services, Infrastructure services and Competitor Intelligence. My responsibilities included,
- Lead the TGP Research team based of India, with responsibility for building new customer connections, ensuring timely delivery of projects at the best quality possible and help build a high quality Technology research team out of India
- Support the building of effective relationships with relevant senior Technology executives and stakeholders globally (including geographic and offerings leaders, Sales, Delivery, Marketing, R&D, Offering Development, etc.) to ensure sponsorship and utilization of research services
- Execute existing research projects as well as bring in new work for peers or more junior resources
- Determine required project resources and costs and negotiate with customer
- Oversee research projects, ensuring budget constraints and project record keeping requirements are observed
- Participating in Research workgroups and/or initiatives at local, regional or global level etc..
Specialist
Accenture
07.2011 - 10.2012
- As part of Accenture's Product & Offering Development - Competitive Analysis and Insights (CAI) Team, I was involved in providing strategic and tactical intelligence on our key competitors to help Accenture win large deals.
- I provided actionable deal-specific competitive positioning, behaviors and pricing for deal pursuits to help increase win rates and position and price Accenture as the provider of choice
- Working with client relationship teams and sales/ deal shapers to determine the outcome and lessons learned from past experiences
Consultant - Competitive Intelligence Center
Capgemini Consulting India Pvt Ltd
05.2010 - 07.2011
- Creating in-depth strategic research and analysis on competition to formulate key strategic guidelines to help win against the competition
- Manage information gathering, collation and building competitive sales models using primary and secondary sources
- Conduct in-depth analysis of key competitors of Capgemini to create sales strategy and guidance reports and provide guidance to the team members
- Build relationships with the Capgemini sales community globally, help formulate competitive strategy, and actively participate in strategic support
- Manage assignments from Internal clients, clearly setting up their expectations and managing the deliverables within the team
- Drive and Manage various key initiatives aimed at enhancing the operational effectiveness of the team and build its visibility
- Coaching and guiding junior members
- Databases and Tools: Adept in using online databases such as Factiva, LexisNexis, Hoovers and OneSource
- Knowledge of various analyst sources such as IDC, Forrester, Ovum, Datamonitor and Gartner.
Research Analyst
PA Consulting Group
04.2007 - 10.2009
- Provided research and consulting support to the PA consultants working on client assignments
- Responsibilities included, delivering research reports/projects/insights through the provision of research and analysis from primary, secondary sources and subscribed databases
- The work resulted in enabling the PA consultants to take more informed decisions when consulting their clients and internally to support sales and marketing efforts
- Other activities included providing account intelligence and competitor analysis, building prospect databases, creating thought leadership pieces, doing primary research and any other support that might be required by consulting teams
- Prepared a range of customized reports based on clients requirements across various sectors such as Communications, Technology, Energy, Government, Automotive etc.
- Interact and work closely with clients on custom consulting related work, provide strategic solutions for their key business issues and challenges
Intern
Ingersoll-Rand India Ltd
Bangalore
07.2006 - 09.2006
- I undertook a project to determine the market potential of 4-8 ton excavator and to find Voice of Customer to help Ingersoll-Rand make the decision on whether they should launch the said product.
Management Trainee
KVMS Exports
Bangalore
06.2003 - 09.2004
- Understanding the business process/model involved in the operations
- Handled purchases of the factory – including vendor evaluation, price negotiation, order placing and payment release as per agreed terms and conditions.
Education
MBA - Strategic, Marketing & Finance
Alliance Business Academy, Bangalore University
Bangalore 05.2005 - 04.2007
Bachelor Of Engineering - Industrial & Production
Sri Jayachamarajendra College of Engineering, V.T.U
07.1999 - 06.2003
Skills
Strategic Planning
Timeline
Senior Manager, Midwest Lead -Sales Excellence CMI
Accenture
09.2015 - Current
Technology and Competitive Intelligence Researcher
Accenture
10.2012 - 09.2015
Specialist
Accenture
07.2011 - 10.2012
Consultant - Competitive Intelligence Center
Capgemini Consulting India Pvt Ltd
05.2010 - 07.2011
Research Analyst
PA Consulting Group
04.2007 - 10.2009
Intern
Ingersoll-Rand India Ltd
07.2006 - 09.2006
MBA - Strategic, Marketing & Finance
Alliance Business Academy, Bangalore University
05.2005 - 04.2007
Management Trainee
KVMS Exports
06.2003 - 09.2004
Bachelor Of Engineering - Industrial & Production
Sri Jayachamarajendra College of Engineering, V.T.U
07.1999 - 06.2003
Similar Profiles
Uttara MerupulaUttara Merupula
Team Leader at AccentureTeam Leader at Accenture
Anchitha K RAnchitha K R
Senior Software Engineer at AccentureSenior Software Engineer at Accenture
PHANI TEJA NALLAMOTHUPHANI TEJA NALLAMOTHU
Senior Manager, Technology Architecture at AccentureSenior Manager, Technology Architecture at Accenture