Joy Purkayastha
Bangalore
Summary
15+ years of experience facilitating tech conversations with CxO's and leadership. AWS & Oracle certified with extensive knowledge and business acumen in account management, complex negotiations, competitive positioning, forecasting & leadership.
Seeking a career in a well-established organization that would stimulate my creative abilities and provide a platform to elevate my career.
Overview
16
16
years of professional experience
Work History
Director- Business Development
Zvolv
10.2024 - Current
- Generated new business with marketing initiatives and strategic plans.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Represented company and promoted products at conferences and industry events.
- Responsible for driving 70% of the company's revenue through AI adoption and selling AI Orchestration services to end customer
- CRM and account Management on HubSpot and Outplay
Business Development Director
Gartner India Research and Advisory
03.2023 - 12.2023
- CxO advisory at Gartner, responsible for strategizing and building business case with CxO's and MD's on use case of Gartner
- Responsible for closing new business requirement for Gartner in the Large Enterprise segment
- Leveraging challenger sales methodologies to uncover the most critical priorities for organization, and the initiatives - challenges of which can be solved by Gartner R&A
- Work with cross functional teams (Executive Partner, Gartner Analysts, Conferences...) internally to identify growth levers for the set territory
- Articulate and demonstrate the Gartner capabilities and align them well with the customer challenges
- Stay abreast of the emerging and existing technology trends in the industry and ideate weekly with Executive partners to draw a planned GTM approach for large organizations
- Responsible for closing $300K business annually
- Hosting and managing the largest I.T conferences for Gartner also including the I.T Symposium
- Accurately forecast to the business on Salesforce
Business Development Manager
Amazon Web Services
12.2020 - 01.2023
- Responsible for growing the AWS revenue in South India by identifying and closing new business requirements
- Responsible for managing and growing the AWS revenue base of existing and greenfield customer through prospecting and cross-sell/up-sell identifiers
- Engage with CxO's, marketing, IT, to identify complete cloud play, articulate AWS value proposition and chart out migration plan to move from compete to AWS
- Work with cross functional teams internally to identify revenue growth levers for the set territory
- Work with AWS resellers, distributors and partners for a sell to and sell through motion on the set account base
- Reflect the Amazon leadership principle in the day-to-day work and work backwards to make customer obsession and ownership as primary objectives
- Responsible or 50% YoY revenue growth and managing an account base on $5.7 Million
- Think out of the box to drive potential programs direct or with the partner to oversee increase in AWS traction in set accounts
- Accurately forecast to business via SalesForce and Amazon Docs
Senior Relationship Manager
Akamai Technologies
04.2016 - 12.2020
- Responsible for selling Akamai CDN & Cloud Security solution to Existing Akamai customers
- Engage with the existing Akamai customer and ensure customer satisfaction, drive Akamai value overall leading to customer renewal and retention
- Own complete end-to-end sales cycle involving pre-sales, consulting, partners and account management
- Build quotes, review contract terms, negotiate pricing, identify up-sell opportunities and handle objections to improve the overall renewal and selling opportunity
- Support cross selling and up selling of Akamai products to increase the wallet share of existing customers
- Increasing revenue share for a portfolio of $3million customers by a base of 25% YoY
- Accurate forecasting and maintaining 3X pipeline across all time using SalesForce CRM
Senior Account Development Executive
Akamai Technologies
08.2013 - 04.2016
- Responsible for identifying and closing net-new business requirement in assigned territory across multiple verticals
- Work with the Cross functional team to identify closable opportunities within Greenfield accounts and drive them through a sales cycle to closure
- Responsible to drive new business opportunities, adoption and market penetration, thereby maintaining a robust sales pipeline
- Engage with the CXO's as well as I.T and enterprise architects to understand their business challenges and equip them with technical background to position Akamai as key technology
- Support lead generation campaigns with skillful production of direct mail, email, social media, webinars, conferences, and other campaigns
- Manage the execution of marketing campaigns and provide periodic recommendations to enhance future campaign performance and measures
- Plan and execute industry based strategic marketing campaigns
- Accurately forecast to business on Salesforce CRM
Business Development Consultant
Oracle India Pvt Ltd
02.2011 - 07.2013
- Collaborating with customers and partners to understand their IT infrastructure, business model and explore how Oracle technology solution can enable their objectives and business strategies
- Assess their current IT investment and analyse the impact of technology on their business
- Map client's business requirement and offer solutions from Oracle's Technology Stack products
- Enabling customers with Oracle Cloud Computing Strategy: PaaS, IaaS & Oracle Cloud Applications
- Recommend best practices and solutions, including a time-to-benefit analysis and cost-benefit analysis - quantifying the business pain/challenge vis-à-vis ROI
- Staying educated about client's industry and territory to prospect effectively
- Working in tune with the Field engineers and providing the required documentation for implementing the Oracle products
- Reports and Database Management - weekly reports to Management on individual pipeline status
- Keeping track of all activities/prospects on the CRM (Siebel)
- Meeting the quarterly goals of Opportunities, Pipeline & Revenue
Business Development Executive
AT&T
07.2009 - 02.2011
- Responsible for licensing and sales of Enterprise Resource Planning (ERP) software of Oracle, SAP & Ariba
- Responsible for talking to the decision makers in assigned territories and generating qualified leads resulting in qualified opportunities
- Utilize Internet website and database searches to identify opportunities, contacts, competition, and contract requirements
- Give product presentation to high end clients using extensive usage of videoconferencing
- (Tool used -AT&T Connect)
- Event support/Marketing support - Responsible for providing regional marketing event support when needed
- Reports and Database management - Weekly reports to management on individual pipeline status
- Keep track of all activities/prospects on the CRM (Sales-Force)
- Achieving set targets and building sales pipeline - Responsible for generating specific amount of closed business
- Prioritize projects to ensure timely and accurate completion of all assignments
Education
Bachelor of Engineering - Information technology
Yeshwantrao Chavan College of Engineering
Nagpur03.2009
Skills
- Account & Territory Management
- Consultative/Solution Selling
- Contract Negotiation
- Accurate Forecasting
- Pricing and Proposal
- Business Development
- Networking & Cloud Security
- CxO Advisory
- Enterprise Sales
- Strategic Thinking
- Partner & ISV Management
- Cloud Computing
Accomplishments
- Rookie of the quarter in Q3 2013
- MVP of the quarter in Q3 2018
- ADE of the quarter in Q2 2014
- Over 100%++ attainment in FY12, FY13, FY14, FY18 & FY21
- Over 100% GMRR and revenue attainment in FY16, FY17 & FY19
Languages
English
Hindi
Bengali
Nepali
Spanish
Timeline
Director- Business Development
Zvolv
10.2024 - Current
Business Development Director
Gartner India Research and Advisory
03.2023 - 12.2023
Business Development Manager
Amazon Web Services
12.2020 - 01.2023
Senior Relationship Manager
Akamai Technologies
04.2016 - 12.2020
Senior Account Development Executive
Akamai Technologies
08.2013 - 04.2016
Business Development Consultant
Oracle India Pvt Ltd
02.2011 - 07.2013
Business Development Executive
AT&T
07.2009 - 02.2011
Bachelor of Engineering - Information technology
Yeshwantrao Chavan College of Engineering
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