Nikhil Sethia
Bangalore
Summary
Strategic-minded, Goal-driven Sales professional with over 20+years of Account Management for Corporate and Enterprise organisations. Customer-oriented, strategic-thinking sales management professional successful in cultivating partnerships, retaining top accounts and growing profit channels. Multi-tasking and self-motivated leader with expertise in expanding network connections and persuasively introducing products. Well-versed in implementing pricing models, managing vendor relations and expanding territory.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Sr.Sales Account Manager
Amazon Web Services India Pvt Ltd
Bangalore
2021.11 - Current
- Being a customer advocate, my charter is to advocate Enterprise IT/ITES, Healthcare and Pharma/Life Sciences customers in their Digital Transformation journey by modernizing, monetizing and deriving business insights leading to superior customer experience and Business evolution
- I drive engaged conversations at CxO levels around both Industry vertical (ERP, CRM, Billing and Appointment, LIMS, HRMS, PACS etc) and Horizontal vertical (Datalake, Gen AI, Al/ML, Data-warehousing, Disaster Recovery, Security and Backup, loT etc)
- This has earned me customer trust, confidence & has helped me acquire net new logos and also penetrated deeper into existing accounts
- Key Achievements & some highlights: Marque wins: SAP migration at a Large ITES organization in a record 4 months start to production from Israel to India
- Accelerated Chip design process for a Semiconductory organization by reducing the design to tape out by 50%
- Accelerated molecule discovery for a Pharma CRO by 18x times to attain faster go to Market
- Worked closely with partners and ISVs to co-sell comprehensive turnkey solutions
- Grew the territory by around 50% YoY for FY'23 with a 112% Revenue Attainment
- Events Participation: As one of the SPOC for Bengaluru, drove customer events in collaboration with our Marketing team
- Events include Innovation x Action, AWS Cricket League, GenAI Roundtable discussion & IDG
- This helped acquire new customers in some ITES, Healthcare & Pharma
- Awards & Recognition: AWSome Award 2023 – Ownership: Awarded by Country Head Enterprise Sales for exhibiting exceptional customer Ownership in driving key deals to closure
- Additional responsibilities: Represented the team in monthly 2x2 (business update) call with Segment leaders
- Certifications & Accreditations: AWS Cloud Practitioner Amazon Innovation x Action WorkinQ Backwards Specialty Co-Facilitator
Sales Account Manager
Dell International Services Pvt Ltd
Bangalore
2017.01 - 2021.11
- Enterprise & Commercial Customers - Helping customers Innovate, Digitise and Transform their IT to meet current Business Demands leveraging complete portfolio of Dell Technologies
- Consistently delivered Revenue upwards of USD 40M/year, being the single largest contributor to the region
- Single Point of Accountability, Leading and collaborating with cross functional teams to deliver Superior Customer experience
- Building and executing on strategic Account Plans aligned to customer Business outcomes
- Acquired new logos on 100% Compete accounts and developed them into Strategic business Accounts
- Winning complex and multi-million Dollar deals.
Corporate Account Manager
Oracle India Pvt Ltd
Bangalore
2015.05 - 2017.01
- Corporate Accounts - South India
- Managing mid-market customers across multiple Industry verticals evangelising the Oracle Red Stack, On-Premise, Hybrid and Public cloud solutions cutting across the IT stack from Apps till Disks
- In the first year of joining, increased the Acquisition territory revenue by 3x to USD 1.5M, clocking 104% attainment in the first financial year (June 2015-May 2016)
- Collaborated closely with the Application, Database and Middle-ware teams to participate in turnkey RFPs.
Sales Account Executive
Dell International Services Pvt Ltd
Bangalore
2009.04 - 2015.04
- Corporate Accounts - Mix of acquiring new customers and managing large customers
- Engaging with Channel partners for extending Account base and Increasing Share of Wallet
Account Executive
Dell International & Dell India Pvt Ltd
Bangalore
2004.06 - 2009.03
- IT Hardware Solutions
- Identified potential new customers through research of industry trends and competitive analysis.
- Collaborated with cross-functional teams such as finance, operations, legal, and marketing to identify new opportunities for growth.
- Developed and maintained relationships with key clients to ensure customer satisfaction.
Education
MBA, IT and Systems -
ICFAI University
01.2014
Bachelor Of Computer Applications -
Sri Bhagwan Mahaveer Jain College
01.2004
Skills
- Operation Excellence
- High level contract negotiation
- Sales and Business Development
- Business Planning and Analysis
- Hybrid Cloud
- Acquisition Business
- Enterprise Account Management
- Solution selling
- Strategic Planning
- Fortune 500 company sales background
Accomplishments
·Global Award - President's Club for FY21
• Recognised by Country leadership as Covid Warrior
·Global Award - FY21 Inspire Award- Customer Experience- Silver Medal All-Star
·Sales Excellence Award :01 & 02 FY21, 02 FY22
Accolades
- AWSome Award 2023 – Ownership : Awarded by Country Head Enterprise Sales for exhibiting exceptional customer Ownership in driving key deals to closure.
Certification
· AWS Cloud Practitioner Amazon
· Innovation x Action WorkinQ Backwards Specialty Co-Facilitator
Awards
- Global Award - President's Club for FY21
- Recognised by Country leadership as Covid Warrior
- Global Award - FY21 Inspire Award- Customer Experience- Silver Medal All-Star
- Sales Excellence Award :01 & 02 FY21, 02 FY22
Additional Responsibilities
- Represented the team in monthly 2x2 ( business update ) call with Segment leaders.
Timeline
Sr.Sales Account Manager
Amazon Web Services India Pvt Ltd
2021.11 - Current
Sales Account Manager
Dell International Services Pvt Ltd
2017.01 - 2021.11
Corporate Account Manager
Oracle India Pvt Ltd
2015.05 - 2017.01
Sales Account Executive
Dell International Services Pvt Ltd
2009.04 - 2015.04
Account Executive
Dell International & Dell India Pvt Ltd
2004.06 - 2009.03
MBA, IT and Systems -
ICFAI University
Bachelor Of Computer Applications -
Sri Bhagwan Mahaveer Jain College
· AWS Cloud Practitioner Amazon
· Innovation x Action WorkinQ Backwards Specialty Co-Facilitator
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