Jayant Mohapatra
Sales Specialist
Bengaluru
Summary
Results-oriented sales professional with over 11 years of experience in Enterprise B2B sales, Business Development, Cloud Sales (IaaS ,PaaS & SaaS) ,Sales operations and Account Management .
Overview
14
14
years of professional experience
2
2
years of post-secondary education
4
4
Certifications
Work History
Sales Specialist
Microsoft
08.2022 - 06.2023
- Exceeded sales targets by consistently meeting and surpassing customer expectations for product performance.
- Collaborated with cross-functional teams ( Field, partner and customer) to achieve project goals on time and within budget.
- Negotiated Microsoft license contracts like EA and MACC successfully, securing favorable terms while adhering to company policies and guidelines.
- Assisted in validation and approval of Purchase orders and high value credits for customer and partners during deal execution.
- Maintained sales tracking reports to support operational enhancements and implement corrective actions.
- Clarified customer requests, forwarded product information and answered questions to support sales operations.
- Maintained routine communication with clients to assess overall satisfaction, resolve complaints, and promote new offerings.
- Developed robust pipeline of sales opportunities by maintaining accurate information in CRM( Microsoft Dynamics).
- Delivered customized presentations, highlighting unique benefits of products in relation to specific client needs.
- Established strong client relationships through excellent communication skills and product demonstrations.
- Provided expert advice on software solutions, leading to increased customer confidence in purchasing decisions.
- Evaluated clients'' existing systems to identify opportunities for improvement or replacement with superior technology options.
- Maximized profitability through skillful negotiation tactics while fostering long-term partnerships with satisfied clients.
- Collaborated with engineering teams to ensure seamless integration of new technologies into customer environments.
Business Development Representative
Amazon Web Services (AISPL)
12.2019 - 08.2022
- Worked diligently to help Mid- size Enterprises, Startups and DNB customers from West and South territory adopt AWS cloud technology to embark on their digital transformation journey.
- Developed relationships with CXOs in target organizations from a range of industries (BFSI, manufacturing, healthcare, gaming,media & entertainment, etc ) for business development and account management.
- Manage and own defined territory and drive sales through combination of direct interaction, channel partners and ISVs.
- Collaborated with multiple teams like PSM, PDM, Marketing, solution architects, global solution and product teams to penetrate new accounts, identify potential customers and coordinate product demonstrations.
- Acted as a trusted advisor to customer and leveraged tools like cloud economics tool, compute/cost optimizer ,TCO /AWS pricing calculator to create viable business case for cloud migration from other on prem/colo and cloud vendors.
- Improved wallet share by growing customer base , running multiple 1 to many/1 to few outreach campaigns, proper revenue forecasting & negotiation and capitalizing on upsell opportunities.
- Helped and advised customers on a diverse set of cloud migration use cases like SAP on AWS, app and infra modernization, datalakes, Analytics, IOT( Internet of things), AI/ML (Machine learning), content delivery (CDN) /edge services, containers,kubernetes, databases(purpose built/managed), etc.
- Helped emerging partners grow in AWS partner ecosystem with proper and timely deal support to drive incremental business.
- FY20 Target ($5.5 M) – 126% achievement
- FY21 Target ($8 M) – 154% achievement
Renewal Representative
Oracle
01.2016 - 05.2019
- Handled Enterprise accounts (direct sales), large to mid-size accounts & Government Customers and met expected revenue targets on monthly, quarterly and yearly basis.
- Managed revenue base of 15 Mil USD and set clear sales goals to identify activities and behaviors to advance sales process and close deals.
- Managed customers directly and through Oracle Partners & Distributors (Channel Sales) and strategized business in AMERICAS/APAC countries.
- Handled the complete sales cycle from establishing contact, building relationship with CXO/CIO level contact, consultation, pricing & quoting, negotiation, getting the renewal confirmation (purchase order) and logging them in system and following up for timely payment of the invoice.
- Ensured timely management of contract renewals for customers through proper planning and forecasting, account specific strategy, minimizing cancellations and to achieve yearly, quarterly and monthly targets.
Manager-Trade Finance
ICICI Bank
08.2015 - 12.2015
- Managed ICICI trade finance customers and fostered meaningful client relationships to grow wallet share.
- Applied customer feedback to develop process improvements and support long-term business needs.
- Managed sales of complex financial products like LC/ BC and ensured end to end transaction flow.
Assistant Manager
Intellect Design Arena Ltd.
05.2014 - 08.2015
- Extensive experience in business analysis,customer liaison, requirement extraction, bid management, proposal building and documentation (Feasibility Study, Business Case,User stories, Gap Analysis, Use Cases, BRD, FSD and Market research ).
- Involved in Client Visits & meetings to provide presentations on Project overviews, product demos and proposals for new initiatives.
- Provided high-quality bids/proposal on time by working in organized manner with cross-functional team of technical specialists, solution architects, delivery teams, sales team, Legal teams, Procurement teams etc. and analyzing customer requirements as relayed through requests for proposals.
- Put together diverse strengths and capabilities of organization into winning client proposals, presentations, and executing all activities related to converting engagements into sale orders
Project Engineer
Wipro Technologies
06.2009 - 03.2012
- Involved in development and enhancement of Debit Card Management systems for leading financial institutions in UK and US.
- Successfully completed integration of cross functional business applications and processes of two major financial organizations.
- Developed tools for increasing efficiency of program execution in Banking integration project.
- Evaluated change requests in response to out-of-scope work activities.
Education
Post Graduate Diploma in Management (P.G.D.M) - Business Administration And Management
Xavier Institute of Management
Bhubaneswar,India 05.2012 - 04.2014
Bachelor of Technology (B.tech) - Electronics And Communications Engineering
National Institute of Science And Technology
Odisha,India 06.2004 - 2008.05
Skills
Certification
Microsoft Azure fundamentals
Timeline
Sales Specialist
Microsoft
08.2022 - 06.2023
Business Development Representative
Amazon Web Services (AISPL)
12.2019 - 08.2022
Renewal Representative
Oracle
01.2016 - 05.2019
Manager-Trade Finance
ICICI Bank
08.2015 - 12.2015
Assistant Manager
Intellect Design Arena Ltd.
05.2014 - 08.2015
Post Graduate Diploma in Management (P.G.D.M) - Business Administration And Management
Xavier Institute of Management
05.2012 - 04.2014
Project Engineer
Wipro Technologies
06.2009 - 03.2012
Bachelor of Technology (B.tech) - Electronics And Communications Engineering
National Institute of Science And Technology
06.2004 - 2008.05
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