J Viswanath Sharma
Hyderabad
Summary
Results-driven leader with nearly 6 years of experience in people management and a total of 16 years in various sales roles, including inside sales, account management, partner/channel sales, project/program management, and account receivables. Demonstrated track record of consistently surpassing goals in customer satisfaction, employee engagement, and Sales. Known for building and motivating high-performing teams and fostering strong customer relationships.
Overview
16
16
years of professional experience
Work History
Manager 1
Dell Technologies
01.2022 - 09.2024
- Manage the hiring, staffing, and maintaining of a diverse and effective workforce
- Oversee and guide the actions of the team members/teams to ensure that the work group's strategic and operational objectives are met
- Responsible for career development/planning, performance and pay discussions of team members
- Steer, propel, and provide top-notch experiences for both customers and team members, while guaranteeing the business's profitable expansion and evolution
- Provide strategic leadership to the Inside Sales team, driving the growth of Dell Technologies' portfolio through improvements in revenue, margin, coverage, productivity, and portfolio expansion
- Influence and participate in the quota setting process at the team/individual level
- Coordinate (where appropriate) operations and manages the relationship between inside and field sales personnel
- Provide direction, development, and inspiration to the team members in the organization
- Understand the market in which the company operates, including our business/industry, our competitors and uses that knowledge to plan for the future
- Drive superior customer experience by delivering technology solutions tailored to customer needs while ensuring the removal of barriers and driving strategic alignment in the group, responsible for an overall quota
- Implement sales and sales promotion strategies to generate revenue from various types of customers across different industries and relationship cycles
- Execute the people agenda, which includes training, career development and progression, community services, and diversity
- Collaborate with cross-functional teams, drive business process improvement efforts, and carry a high complexity and revenue responsibility
- Work to resolve complex business issues and assist the team in shaping deals with complex pricing and competitive assessments.
Supervisor
Dell Technologies
11.2018 - 01.2022
- Supervise, educate, and mentor sales representatives to provide a top-tier customer experience
- Propel the financial success of a group of inside sales representatives
- Consistently assess team performance and identify areas that require specific training and coaching
- Educate and develop team members on Dell products as well as selling techniques
- Suggest, implement, and monitor necessary actions to ensure the team remains engaged, motivated, and productive
- Encourage teamwork and responsibility to achieve team objectives
- Maintain positive relationships with both internal and external customers
- Collaborate with leadership and other cross-functional stakeholders to promote and utilize best practices
- Accurately document crucial processes
- Actively contribute to key initiatives and projects.
Sr. Analyst
Dell Technologies
06.2017 - 10.2018
- Manage assigned projects to meet identified timeline and quality expectations
- Develop and implement sales tools to shorten and/or simplify the sales cycle
- Identify, evaluate, and recommend alternative business solutions to customers and partners
- Maintain a thorough understanding of the company's technology, products, and services, and identify how these align with customer needs
- Implement sales and sales promotion strategies to generate revenue from various types of customers across different industries and relationship cycles
- Cooperate and collaborate with colleagues, cross-functionally, to support the sales process
- Manage and develop client accounts to initiate and maintain a favorable relationship with customers
- Provide coaching to peers to improve performance
- Understand the administrative and operational requirements of the job.
Inside Sales Rep 3 / Coach
Dell Technologies
02.2015 - 05.2017
- Train sales reps to improve their selling skills and achieve better results
- Act as a consultant to sales teams, providing helpful advice on coping with job-related challenges
- Onboard and train new sales reps
- Identify individual and team training needs
- Develop educational material, including presentations, sales scripts, and case studies
- Continuously monitor team performance, identifying specific training and coaching needs within the team
- Set learning and financial goals for the sales team
- Cooperate and collaborate with colleagues, cross-functionally, to support the sales process
- Understand the administrative and operational requirements of the job
- Good understanding of sales techniques and had the ability to motivate employees of varying seniority.
Inside Sales Account Mgmt I - UK ISR
Dell Technologies
11.2013 - 01.2015
- Converts pre-qualified leads and generates new business with existing customers by using upselling tactics that ensure a great customer experience
- Sourcing new sales opportunities through outbound cold calls and emails
- Understanding customer needs and requirements to penetrate Dell's enterprise products
- Routing qualified opportunities to the account executives for further development and closure
- Closing sales and achieving quotas quarter on quarter
- Researching accounts, identifying key players, and generating interest in Dell's whole stack of products
- Maintaining and expanding your database of prospects within assigned territory and increase share of wallet in existing accounts
- Teaming with channel partners to build pipeline and close deals
- Proven inside sales experience
- Track record of over-achieving quota
- Strong phone presence and experience dialing dozens of calls per day
- Proficient with corporate productivity and web presentation tools
- Experience working with Salesforce.com or similar CRM
- Excellent verbal and written communications skills
- Strong listening and presentation skills
- Ability to multi-task, prioritize, and manage time effectively.
Inside Sales Rep II
Dell Technologies
03.2013 - 10.2013
- Assist customers and partners in developing business solutions using Dell's products and services
- Manage several large accounts
- Continuously improve approaches and methods of selling company products and services
- Build customer relationships through thought leadership
- Develop relationships with key vendors to better position industry technology within the company solution.
Inside Sales Rep I
Dell Technologies
02.2011 - 02.2013
- Source new sales opportunities through inbound, outbound cold calls and emails
- Understand customer needs and requirements
- Route qualified opportunities to the appropriate sales executives for further development and closure
- Maintain a thorough understanding of the company's technology, products, and services
- Close sales and achieve quarterly quotas
- Research accounts, identify key players, and generate interest
- Maintain and expand the database of prospects within assigned territory
- Team up with channel partners to build a pipeline and close deals
- Perform effective online demos to prospects.
Process Developer
GENPACT LLC
10.2009 - 02.2011
- In my role as a Collections Coach, I monitored the performance and productivity of the Collections staff
- Provided the necessary training and feedback to help them enhance their work quality and achieve their objectives
- Held overall responsibility for the continuous development and training of the Collections staff
- Assisted in the delivery of training sessions as needed
- Ensured that the Collections staff understood the significance of treating customers fairly and consistently achieved fair outcomes
- Supported new Collections starters during the onboarding process
- Aided in individual and group coaching sessions alongside Collections Managers and Collections Team Leaders
- Provided continuous support to Collections staff, ensuring that all crucial information was retained and consistently applied.
Process Associate
GENPACT LLC
09.2008 - 09.2009
- Gather overdue payments from customers over the phone or secure their commitment to make the payment
- Initiate collection calls to customers, send invoices via email/fax, or mail hard copies as per customer requests
- Align orders with customer records, including verifying credits or debits and forwarding them to customers for collection or refund
- Follow up on disputes raised by customers or internally, answer customer inquiries, and collaborate with different departments to find a resolution
- Handle both incoming and outgoing calls
- Offer payment plans based on customer needs
- Develop a comprehensive understanding of client processes and policies.
Education
BBA - Business Administration
Amity University
Skills
- Proven record of success with the entire sales cycle, from planning to closing
- Excellent communication, interpersonal, and organizational skills
- Strong leadership skills to translate strategic direction into results
- Sharp business acumen, entrepreneur spirit and Acumen for storytelling, presentation, and visioning
- High drive for results , high drive for delivering exceptional employee & customer experience
- Strategic Thinking
- Business Forecasting
- Staff Training and Development
- Managing Operations and Efficiency
- Hiring and Training
- Performance Evaluations
- Performance Management
- Project Management
- Process Improvement
Accomplishments
- Recognized as a Top Sales Manager for consecutive 16 quarters and received the below awards during the course:
- 1. Game Changer 1 Award Q4 FY24 – CSAT Execution
- 2. Game Changer 2 Award Q3 FY24 – Close Rate Execution
- 3. Game Changer 1 Award Q2 FY24 – BF & CM Execution
- 4. Game Changer 1 Award Q1 FY24 – CSAT Execution
- 5. Game Changer 1 Award Q4 FY23 – CSAT Execution
- 6. Manager of the year – FY24
- 7. Key Contributor of the year – H2 & FY24
- 8. Key Contributor of the quarter – Q1FY24
- 9. Key Contributor of the quarter – Q2 FY24
- 10. Key Contributor of the quarter – Q3 FY24
- 11. Game Changer 1 Award Q4 FY24 – CSAT Execution
- 12. Key Contributor of the quarter – Q4 FY24
- 13. Manager of the Year – FY23
- 14. Key Contributor of the quarter – Q4 FY23
- 15. Key Contributor of the quarter – Q3 FY23
- 16. Key Contributor of the quarter – Q2 FY23
- 17. Manager of the Year – FY21
- 18. Tell Dell Rock Star – FY22
- 19. Manager of the Year – FY20
- 20. Tell Dell Rock Star – FY21
Languages
English
Tamil
Telugu
Hindi
Leadershipphilosophy
My primary emphasis is on inspirational leadership and talent development. I am dedicated to building an inclusive, diverse, multi-channel organization that puts the customer first.
Currentjob
Manager 1, Dell Technologies, Hyderabad, Telangana, India, 01/01/22 - Present, 2 years 8 months
Careerprogression
My career has been a journey of growth and learning within Dell Technologies. Starting from entry-level roles, I have climbed the ladder to hold various positions. My career spans across diverse areas such as Accounts Receivable, Inside Sales, Inside Sales Account Management, Partner Management, Project/Program Management, and People Leadership. I have had the honor of serving customers from Ireland, the U.K., Canada, the U.S., and ANZ while doing all the above. This experience has provided me with a holistic understanding of our customers across geographies.
Timeline
Manager 1
Dell Technologies
01.2022 - 09.2024
Supervisor
Dell Technologies
11.2018 - 01.2022
Sr. Analyst
Dell Technologies
06.2017 - 10.2018
Inside Sales Rep 3 / Coach
Dell Technologies
02.2015 - 05.2017
Inside Sales Account Mgmt I - UK ISR
Dell Technologies
11.2013 - 01.2015
Inside Sales Rep II
Dell Technologies
03.2013 - 10.2013
Inside Sales Rep I
Dell Technologies
02.2011 - 02.2013
Process Developer
GENPACT LLC
10.2009 - 02.2011
Process Associate
GENPACT LLC
09.2008 - 09.2009
BBA - Business Administration
Amity University