Kumar Madhurendra

• Experienced Account Executive responsible for driving end-to-end sales of Zerto’s disaster recovery and data protection solutions across India. Proven track record in managing the complete sales cycle—from lead generation to closure—while consistently maintaining a 5X pipeline every quarter.

Key responsibilities include:

• Planning and executing marketing events across major cities targeting CISO/CTO audiences, with a focus on ROI and pipeline conversion.
• Developing region-specific go-to-market strategies, tailored to customer behavior and industry trends in each area.
• Leading partner enablement by onboarding new partners, designing SPIFF programs, and empowering them to generate qualified opportunities.
• Collaborating closely with public cloud providers (AWS, Azure, etc.) to co-create demand, unlock new hunting accounts, and drive pipeline acceleration.
• Building strong relationships with strategic customers, positioning Zerto as a key enabler for BCP, CDP, and ransomware resilience initiatives.
• Conducted market research to identify selling possibilities and evaluate customer needs.
• Identified potential new customers through research of industry trends and competitive analysis.
• Cultivated relationships with key decision makers through regular client visits and follow-up calls.
• Monitored competitors' activities and adjusted strategies accordingly.
• Analyzed customer data to develop targeted campaigns that increased customer loyalty and retention rates.
• Developed pricing strategies tailored to individual clients based on their unique needs.
• Successfully positioned and sold cloud-based solutions (IaaS, PaaS, SaaS) to enterprise and mid-market customers, aligning offerings with business continuity, disaster recovery, and modernization goals.
• Enabled customers to adopt SaaS-based disaster recovery and CDP solutions, like Zerto, by identifying infrastructure challenges and mapping cloud transformation strategies.
• Drove customer conversations around cost optimization, security, and scalability in cloud engagements, contributing to long-term cloud strategy discussions at CxO levels.

• Responsible for handling top India-South and West enterprise accounts.
• Quota Attainment: 210% for FY23.
• Quota Attainment: 92% for FY22.
• Selected for the Prestigious Winners Summit - HPE 2024 for the performance in FY23.
• Awarded as the best Digital Sales Rep in Storage for Q2 and Q3.
• Awarded as Worldwide GreenLake Champion - Q2, Q3, Q4 - FY23.
• Building credibility with customers and penetrating their data center and solutions.
• Creation and ownership of the regional Channel Plan, including the effective development of existing partners.
• Ownership of business relationships with key strategic partners.
• Ability to align technology solutions to complex, multi-stakeholder business problems, and utilize strategic thinking skills to solve customer problems.
• Building long-lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results.
• Cooperate with strong HPE local and international resources to develop solid business cases with a winning strategy, leveraging HPE's large ecosystem of partners.
• Establish a professional, working, and consultative relationship with the client, up to and including the C-level for large enterprise accounts, by developing a core understanding of the unique business needs of the client within their industry.
• Maintain knowledge of the competitive landscape to strategically position HPE's products and services in the best way.
• Handling products like cloud offerings - Greenlake Edge-to-Cloud, hyperconverged infrastructure - in-depth selling - SimpliVity, backup solutions - Zerto, Veeam, virtualizations - VMware, storage - all flash - hybrid storage.

• Responsible for handling enterprise customers.
• Responsible for revenue generation for Dell products and services in the Regional Enterprise/Mid-Market Accounts, with a budget of USD 5.4 million from assigned accounts and partners.
• Quota attainment: 108% for FY18.
• Quota Attainment: 132% for FY19.
• Quota Attainment: 183% for FY20.
• Quota Attainment: 175% for FY21.
• Get plugged into your customer's network and association.
• Building credibility and trust with customers for a growing business.
• Ownership of business relationships with key strategic partners
• Resolve conflicts and provide solutions to customers in a timely manner.
• Handling IT products like Dell EMC Storage, networking (switches, routers, access points), hardware (servers, storage), and VMware.

• Responsible for Handling Enterprise customers
• Understanding the complete infrastructure and requirement, discuss the same with technical team
• Generate new Business using existing and potential customer Networks
• Handling IT products like Nutanix (Hyper-converged Infrastructure), Hardware (Servers, Storage), Security (Firewalls, F5, Zscaler), VmWare

• Responsible for Handling Enterprise and education customers
• Responsible for entire sales cycle starting from lead generation, proposal & presentation
• Understanding the complete infrastructure and requirement, discuss the same with technical team
• Handling IT products like License (Microsoft License, Adobe, oracle & Antivirus Licenses), Security (Firewall & UTM's), Networking (Switches, Routers, Access Points, Surveillance Cameras), Hardware (Servers, Desktops, Laptops, Workstations, Printers & Plotters)