Manish Mall
Sales Director
Bengaluru
Summary
Experienced business leader with a proven track record in driving Captive Sales and serving as a strategic advisor to Global In-house Centers (GCCs/GICs/GOCs). Trusted Customer Success Advocate skilled in creating winning strategies and delivering business outcomes. Seeking a senior-level role in a reputable Global Management Consulting and Business Solutions Organization.
Overview
22
22
years of professional experience
Work History
Sales Director
HCL Technologies
02.2024 - Current
- Driving growth & value for a large financial services institution – typically involving a combination of strategic initiatives, operational improvements, and focus on long-term sustainability
Vice President-Sales
KVP Business Solutions Pvt. Ltd
08.2023 - 11.2023
- Company Overview: KVP Business Solution is a consulting & development firm, with expertise on Salesforce CRM & Software Applications development.
- Order Booking (OBN) & Revenue Targets – FY2023-24: (OBN~32.50Cr) & (Revenue~26Cr)
- Up-Selling & Cross-Selling – Focused Accounts: (OBN~4Cr)
- New business (Strategic Accounts) - GIC/GCC: (OBN~4Cr)
- Responsible for developing a delta sales team for India as well as ANZ region
- Responsible for developing Pre-Sales & Delivery team to support Strategic Accounts
- Responsible for developing Sales Plan for FY2024-25
- KVP Business Solution is a consulting & development firm, with expertise on Salesforce CRM & Software Applications development.
Director Sales
Dreamquest Software
01.2021 - 08.2023
- Company Overview: Dreamquest Software is a startup business, driving digital transformation solutions on ITSM & ESM – digitizing & automating back-office functions.
- Responsible for development & execution of the go-to-market strategy and leading the sales team
- Responsible for driving digital transformation initiatives - by digitizing, automating siloed process, thereby improving User-experience for those working with you & working for you
- Building new business partnerships to drive customer acquisition and generate revenues
- Added 8 New logos for FY2022-23
- Managed CXO & business function key-stakeholders for driving business
- Dreamquest Software is a startup business, driving digital transformation solutions on ITSM & ESM – digitizing & automating back-office functions.
Client Principal
Microfocus Software India Private Ltd
03.2019 - 10.2020
- At Microfocus, managed high-value Global Accounts (GICs & SIs) in BFSI, Pharma, FMCG, Retail & IT-ITES for driving Professional Services portfolio worth 4.5M-US$
- Worked with CXO & Business stakeholders in driving digital initiatives on – accelerating Application delivery, Modernizing Core Applications, Simplifying IT & strengthening Cyber-resilience
- Worked consistently with cross-functional teams in driving initiatives for winning new logos along with opportunities of Up-selling & Cross-selling – with standout achievement of 1.3X for the Year
- Worked with Global SI's in crafting large deals and build GTM propositions, entailing Microfocus Ecosystem (Solution/Platform)
- Worked with SME stakeholders of Global Accounts in driving POC's for attestation of the solution proposed and delivering outcome
Regional Business Manager
HCL Technologies Limited
03.2016 - 02.2019
- Led Enterprise & Captive Sales team, driving annual revenue target of 8M-US$ - Steering initiatives on Core, Next-Gen Services and Products & Platforms
- Encouraged sales team to create active funnel of 4X+ of the assigned target & overachieving the annual plan by 162%
- Driven high value growth opportunities in the area of emerging technologies & managed CXO level relationship with Global Captive Centers, delivering business outcomes
- Undertook responsibility of managing one (01) global captive accounts from Hi-Tech business vertical as individual contributor and achieved revenue of 4.5M-US$ with additional convertible business funnel of 3M- US$
- Established HCL as the Global Strategic IT-Partner for one of the world's leading Enterprise Cloud Data Management & Data Integration Global Organization
Sales Manager - Named Accounts
Oracle India
05.2013 - 07.2015
- Driven Professional Services business portfolio, worked closely with customer's CXO level as well as business teams on production optimization and established strategic support relationships focused on collaborative and long-term partnership
- Formulated business plans & new streams for long term revenue growth while managing client relationship to achieve renewals as well as incremental business (analysis of all key Oracle applications or install base); attained the targets set for Services led large accounts on parameters of Order booking & revenue numbers
- Addressed the Monitoring, Patching & Service Level (AM&R) needs for critical business applications & production environment on (24
- 7)
- 365 basis with Oracle hybrid support model
- Ascertained customer's participation (Director's & CXO Levels) in Oracle's OpenWorld Event & Scheduled one-on-one slot with Oracle's divisional Global Leadership key stakeholders
- Managed relationship building between company and high-paying clients, completing regular visits and providing loyalty discounts
- Driven annual target of 2.2M-US$ as individual Contributor with responsibility of retained existing clients and substantially grow customer base, product line and sales volume
- Brought-in 03 new logos with combined business of 1.3M-US$, and beating the annual plan by 125%
Regional Sales Manager
Wipro Limited
12.2005 - 03.2013
- Driven Infrastructure & Managed Services business portfolio for the South-2 region (Karnataka, Kerala & Goa) – Annual Target of 75 Crores
- Ascertained strong connect with all the major OEMs, ensured Wipro becomes the 'Partner of Choice' for any large deal in the region, thereby resulted in winning multiple large contracts under Govt. & BFSI vertical
- Ensured Qtr.-On-Qtr. & consistent achievement of the Annual Regional plan for the division; surpassed the annual sales plan by 155% consistently on yearly basis
- Worked towards creating Government vertical as new and fastest growing vertical for the division at regional level
- Adjudged the best Sale-Person for the Year & Quarter-on-Quarter for multiple Year's
- Monitored sales team performance and provided training to help reach targets
- Proactively visited loyal customers to maintain long-lasting relationships and increase sales
- Attended meetings with regional sales teams to stay up to date on sales progress and targets achieved
- Delivered product demonstrations for customers to develop an understanding of product functions
- Visited potential customers to build relationships and presents sales pitches on products
- Provided excellent after-sales service by conducting tasks such as product training, scheduling maintenance and acting as main point of contact
- Forecasted product sales and achieved quarterly and annual sales objectives
- Negotiated with vendors to provide cost-friendly contracts
- Exceeded specific team goals and resolved issues, partnering with upper management team to share and implement continuous improvements
Sales Manager - Managed Services
Vitage Systems Private Ltd
07.2003 - 11.2005
- Identified Organizations that were over-looked by competitors & steered efforts by positioning Vitage as one of the most reliable partners for HP Services
- Managed relationship building between company and high-paying clients, completing regular visits and providing loyalty discounts
- Retained existing customers and substantially grew customer base, product line and sales volume
- Monitored sales team performance and provided training to help reach targets
- Generated monthly and annual sales reports to determine growth and areas requiring improvement
Education
Bachelor of Business Administration - Systems & Marketing
School of Management Sciences
Varanasi, UPSkills
Strategic consultant
Trusted Customer Advocate
Developing effective strategies
Outcome-driven advocate
Strategic partnership development
Contract negotiation expertise
Sales revenue enhancement
Presentation development
Client-focused sales
Profit and loss oversight
Awards
- While at Wipro, adjudged 'Best Salesperson' award - multiple Years
- While at Wipro, nominated for 'Wipro’s Presidents Award'
- While at Vitage, 'Competition Cracker' award from HP in the financial year 2004-05
- While at Vitage, 'Best Salesperson' award, consistently for two (02) years in a row from HP
Timeline
Sales Director
HCL Technologies
02.2024 - Current
Vice President-Sales
KVP Business Solutions Pvt. Ltd
08.2023 - 11.2023
Director Sales
Dreamquest Software
01.2021 - 08.2023
Client Principal
Microfocus Software India Private Ltd
03.2019 - 10.2020
Regional Business Manager
HCL Technologies Limited
03.2016 - 02.2019
Sales Manager - Named Accounts
Oracle India
05.2013 - 07.2015
Regional Sales Manager
Wipro Limited
12.2005 - 03.2013
Sales Manager - Managed Services
Vitage Systems Private Ltd
07.2003 - 11.2005
Bachelor of Business Administration - Systems & Marketing
School of Management Sciences