KARTHIK S.N

• Define short and long-term Alliances strategy
• Own Strategic partner engagement & negotiate rebates and Marketing Development Funds.
• Maintained partner relationships across entire lifecycle from onboarding to ongoing success.
• Managed sales engagement to achieve sales targets through proactive opportunity generation, pipeline management and deal closure.
• Executed Account Interlocks and workshops by identifying Strategic Accounts and increased Opportunities pipelines.
• Executed Partner days , Hackathons and Certification drives to boost the Competency
• Closely align with Practice, Sales, Account and Partner Stakeholders to build new solution offerings and take it jointly to the Market.
• Plan GTM Strategy in line with Business Expectations
• Designed strategy and executed growth with alliances supporting business goals.
• Delivered high quality responses (RFPs, RFIs and RFQs) in line with clients’ requirements, and created win themes, Story boards.
• Direct participation in Customer engagement sessions including Mutual Value Discovery, Solution Defense, Due-Diligence and BAFO

Impact

• Created 3 New Joint Solution offerings and planned Joint GTM
• Increased the Pipeline Injection by 10%
• Exceeded the Win target / TCV Closed in CRM by 15%
• Added 4 new opportunities of value equivalent to ~$4M by leading from the beginning and proactive efforts.
• Attained Gold Tier Status by overarching all functions, Driving Quality control & Audits

• Drive Partner delivery network and engage with various Global partners in explaining the opportunity
• Review the RFP, identify the scope of response, involve in the requirement gathering phase and on board the Technology practice/Finance/Delivery Etc
• Participating in Solution and Architecture Deep Dive Discussions with key stakeholders (TDM / BDM) while aligning the solution offerings to their business outcomes and results
• Frequent Face to Face Client Interactions to identify the IT strategy aligning to customer business objectives
• Create a bid/proposal plan, set timelines, and prepare RACI matrix to drive the bid including deliverables, compliance matrix, and other information required in a timely manner and ensure compliance and timely submission

Impact

• Won Large deals of value exceeding ~$30M in the financial year and established as the best performer of the team
• Contributed to On boarding of 2 New partners and helped to achieve $1.5M of TCV through new opportunities through GTM & new opportunities by selling with partners.
• Led the Customer Orals presentations of large deals and contributed to converting into business ( Overall TCV of ~$42M )

• Identifying opportunities to develop business for the organization on the applications development and Managed IT services front through various channels that includes but not limited to our online marketing campaigns, networking with stakeholders at potential client organizations through social platforms, warm calling, identifying partnership possibilities with like-minded vendors to increase target base
• Managing Social media campaigns and Brand through various social media channels; coordinate and make campaigns to support core goals and deliver quality output and also to identify the market trends, industry players (companies) and competitor analysis.
• Increased the number of prospects by having healthy pipeline and thereby contributing to better conversion rate

Impact

• Generated the highest Prospects and contributed to 2 Wins in the IT Infrastructure space of total TCV $1.5M
• Generated partner leads through marketing campaigns and closely working with sales to Interlock between various stakeholders
• Streamlined the BD operations which was disorganized as an additional responsibility by preparing online dashboards & reporting