Malay Vats
Greater Noida
Summary
MBA graduate from ISM, Dhanbad with 15+ years of expertise in business development and sales. Strong background in market research, customer success, and team management, with experience in India, GCC, US, Europe, and APAC markets. Skilled in AI products and SaaS sales, seeking to transition into academia to mentor future leaders while enhancing personal academic credentials through certifications and a Ph.D. pursuit.
Overview
17
17
years of professional experience
Work History
Senior Manager- Sales
Flexsin Inc.
09.2023 - 08.2024
- Company Overview: Flexsin is into digital transformation and IT consulting.
- Managed the dual responsibilities of driving individual sales and leading the inside sales team to support the overall revenue growth. Delivered USD 600k in individual sales against USD 750 K target through strategic prospecting and client engagement.
- Taking care of the entire inside sales operations, strategy execution and subsequent nurturing for business acquisition, targeting a sales volume of USD 1.5 million (and pipeline of USD 6 million) across various SBUs (which include Salesforce, MS ecosystem, SAP, open-source applications, AI/ML, cloud infra services and bespoke solutions).
- Leading a team of over 12 individuals (Inside sales & data mining) and taking ownership of the entire Lead gen engine, which includes ‘Market Research’ (understanding the organizational reach-out strategy and accordingly mining relevant database from relevant industries), Pre-Empt & Target (Prioritizing target by mapping business problem vis-à-vis Flexsin’s suite of services & reaching them through emails/in-mails and cold calls), ‘Nurture & Educate’ and ‘Closure’ for EMEA and US region.
Manager Growth
VAST EDGE INC.
05.2022 - 08.2023
- Company Overview: Vast Edge is a leading managed service provider.
- End-to-end responsibility of target mapping, reach-outs and new business acquisition through various engagement models intelligently targeting revenue sources. Taking the ownership of complete sales cycle i.e Right database, Right communication on right platform, right offerings, right proposal and closure.
- Have been targeting US, Europe and APAC region facilitating and executing sales for OEMs like Oracle NetSuite, GCP, AWS, SAP and Microsoft. Also directly reaching out and collaborating with Partners to engage the target market to pitch VastEdge’ capabilities and product portfolio (SAAS). Over US$ 1 million in revenue generation through new business acquisition and enabling 130% growth in business through Partners.
- Instrumental in facilitating POC of various new practices (including MS Power Apps) and taking complete ownership of the subsequent resource management.
- Train and coach team to ensure achievement of team goals, simultaneously preparing reports and strategy documents aligned to business goals.
- Delivering demos and presentation, nurturing opportunities along with presales and delivery team, assist devising GTMs and marketing strategies to ensure cohesive and uniform communication to target market, be it new target account or existing accounts.
Deputy Manager
INFODART
08.2018 - 03.2022
- Company Overview: Infodart is an end-to-end IT service provider.
- Managing, training, contributing to a team, responsible for Inside sales, business acquisition, facilitation and liaison activities for partners like SAP, Oracle and AWS; also have dynamic experience in selling conversational AI solutions.
- Develop, maintain, execute demand generation plans aligned with business goals, create product pitch, presentation, information slides and discussion outline apt for creating willingness.
- Actively engaging future customers in Europe, Middle East, US and APAC region with a combination of reach-outs (traditional as well as digital campaigns). Creating and nurturing a strong ‘proposal level’ pipeline (5x of the target). Also successfully accomplished individual sales target of above USD 500 K annually.
- Present weekly, monthly, and quarterly sales goals for the team and simultaneously measure, analyze and report team and campaign performance.
- Work closely with other departments to build cross-functional cohesion and collaborating with sales, marketing and delivery to support sales enablement to improve conversions. Preparing SOWs and responses for RFxs
- Help develop content marketing strategy – creating marketing collateral such as flyers, EDMs, white papers, case studies, data sheets, managing websites etc.
Assistant Manager
UFLEX
11.2015 - 07.2018
- Company Overview: Uflex is a leading global flexible packaging solution provider
- Working in tandem with the strategy & sales team for the opportunity estimation and lead generation and conversion through dynamic research on market, Industry, solution, product, function and process.
- Comprehensive ‘Market Identification’, ‘Market Intelligence’ & Marketing activities, coordinating with external partners like advertising and media agencies for various corporate & product communication for India, Gulf and Europe market.
Team Lead – Market Research & Inside Sales
JK TECHNOSOFT
08.2014 - 11.2015
- Company Overview: JKT is a global IT service and software solution provider.
- Leading ‘Market Research’ and ‘Inside Sales’ function responsible for generating leads for JKT’s suite of services, primarily for SAP, Microsoft Azure, AWS, Custom Development, Cyber Security and legacy modernization.
- Coordinating and supporting ‘Delivery’ and Pre-sales and compiling SOWs and responses for RFxs. Fostering strategic partnership & alliances for prospect hunt for Europe, Middle East and US region.
- Preparing market support materials, GTMs, proposals and other sales and campaign strategy documents for the sustained flow of leads.
Senior Analyst – Inside Sales
TECNOVA INDIA
06.2012 - 07.2013
- Company Overview: It’s a strategy Consulting firm providing strategy solutions to leverage India and other geography’s advantages.
- To identify and engage potential companies across industries (primarily IT & Telecom) in US and Europe, based on assessment of growth potential (through secondary & primary research) emphasizing the benefits of the India market to them through extensive research.
- Helping clients to adjudge the feasibility of India entry at various stages with detailed analysis of ecosystem including distribution network, 3PL services, focus group discussion, market structure, statutory & legal analysis, financial analysis, SWOT analysis, competition mapping, opportunity assessment, partner search, due diligence and green field setup etc.
- Preparing business proposals/ Scope of Work, reports as per clients’ requirement after negotiations on scope of deliverables/work, questionnaire designing, conducting interviews, panel building and organizing workshops.
- Extensive work experience in primary & secondary research and CRM tools like LexisNexis, OneSource, Bloomberg, Hoovers, Factiva etc. Substantial experience in pre-sales, client handling and team handling.
Research Analyst
ISOURCE OPPORTUNITIES
10.2008 - 05.2012
- Responsible for scheduling work plans for projects - milestones, interim deliverables, communications plans for projects of OEMs like SAP, Microsoft, Salesforce, IBM etc.
- Extensive team handling and lead generation – Inside sales, experience of various projects, through quantitative & qualitative research.
- Extensive mining of primary data through measures, such as Questionnaire designing and feedback compilation.
ICICI PRUDENTIAL
05.2007 - 09.2008
Education
Master of Business Administration -
Indian School of Mines University
Dhanbad01.2007
Bachelor of Business Administration -
Birla Institute of Technology
Noida01.2004
Timeline
Senior Manager- Sales
Flexsin Inc.
09.2023 - 08.2024
Manager Growth
VAST EDGE INC.
05.2022 - 08.2023
Deputy Manager
INFODART
08.2018 - 03.2022
Assistant Manager
UFLEX
11.2015 - 07.2018
Team Lead – Market Research & Inside Sales
JK TECHNOSOFT
08.2014 - 11.2015
Senior Analyst – Inside Sales
TECNOVA INDIA
06.2012 - 07.2013
Research Analyst
ISOURCE OPPORTUNITIES
10.2008 - 05.2012
ICICI PRUDENTIAL
05.2007 - 09.2008
Master of Business Administration -
Indian School of Mines University
Bachelor of Business Administration -
Birla Institute of Technology
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