Omkar Seth
Delhi
Summary
A competent professional with over 16 years of experience in Sales / BD & Institutional Alliances, B2B sales, Government Sales, always looking forward to challenging assignments of building and fortifying brand equity for the organization in the domain of FinTech, Payments Solutions, Payment Gateways and Digital Transformation. Have extensive exposure in managing sales operations and teams in domestic as well as international markets, running P&L units. A Technology, Start ups & Business Transformations enthusiast.
Overview
17
17
years of professional experience
Work History
Senior Director - Enterprise Sales, India
Prove
06.2022 - Current
- Is Accountable for Leading the India Sales team
- Formulating and implementing the GTM strategy with focus for the India market
- Closely working with product engineering team for Product - Market fit, product prioritisation, marketing and communication
- Becoming a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the clients, mainly for Banking & Financial Institutions
- Building and maintaining relationships with enterprises level clients, understanding the organizations strategic initiatives in digital identity and authentication process, helping then in digital transformation of business processes
- Creating deep product - market fit of how Prove solutions meet the client/prospect's use cases in Identity authentication space
- Conducting discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs
- Generating a 7M USD pipeline for the FY and driving 3M USD+ revenue for the assigned market
- Preparing prospect proposals, negotiate business terms and manage the overall contractual process structure and buying process
- Communicating effectively with internal stakeholders and set realistic external expectations
- Utilizing internal resources efficiently and effectively to drive the sales process with clear thought leadership
- Promoting, maintain and enhance Prove's cultural values of humility, passion, inclusion and leadership
- Assisting in achieving Prove's corporate objectives on brand NPS, customer pass-rates and NPS platform resilience, data privacy and platform and data security
- Holding the role of the primary Point of Contact for the organisation for online and offline media interactions
- Helping the organizations goal in international expansions and GTM development for new markets.
Vertical Head - Banking & Lending
Razorpay
06.2019 - 06.2022
- Heading the Sales & Business Development for Banking & Enterprise vertical through acquiring new merchants / accounts from identified categories like Banking - NBFC, FinTech , NeoBanks, as well as e com, Travel , EdTech etc
- Selling digital payments solutions like payment gateway, UPI - QR payments and industry specific solutions like B2B Invoice & Recon, Receivable Management, credit lines etc
- Identifying new requirements and opportunities for Mobile Banking app and Internet Banking for enterprise customers, build strategies, gather product requirements, optimize requirements
- Creating BRD, FSD, requirement documents, analyses, iterate and optimize results
- Conducting competitive analysis, develop business scope, requirements, product offerings and roadmaps in liaison with Product Team, Marketing Team and other Stakeholders
- Prioritizing customer needs and analyses the same to deliver on customer pain-points on digital banking solution
- Have managed a portfolio of 25 Million USD GMV and 350 Million USD Yearly Gross Business value from assigned vertical with 30% YoY growth
- Working with Solutions Team, Operation teams, Testing team to ensure proper delivery, Ticketing, implementation.
- Managing the Key Accounts relationships and Channel Partner/Banks relationships
- Focusing and contributing in competition tracking, Strategy formulation, Training & Development.
Regional Head - Sales and Alliances
fonePaisa Payment Solutions Private Limited
07.2018 - 06.2019
- Heading the Business Development for North & East region
- Responsible for the revenue growth while increasing the top line and gross margin
- Developing and managing relationship with all Govt & Pvt
- Sector Banks and the key people
- Managing relationships and working together for initiatives of NPCI , MeiTy like BHIM App, BBPS, Bharat QR, RuPay acceptance etc
- Responsible for P/L of the North - East Business Unit.
Sr. Manager - Sales & Alliances
PayU
01.2016 - 07.2018
- Acquiring and managing Key Accounts and Strategic Alliances with Banks and BFSI Channel Partners
- Creating opportunities and managing Online Payments Platforms / Solutions for Large Corporate, Government Entities and Education Institutes
- Promoting Digital Payments products like Core Payment Gateway, Mobile App SDK, BHIM App/UPI, Wallets, Net Banking, EMI and ECS debits etc
- Managing and coordinating with channels like All PSU and Pvt.Sector Banks, VISA/MASTER, AMEX , NPCI
- Acquiring new business and relationship management.
Manager - Regional Sales (North & East)
TechProcess Payment Services
06.2014 - 01.2016
- Primary responsibility is to acquire new merchants in the North and East region for multiple services & solutions (Like Payment Gateway, Mobile Payment, Virtual wallets, ECS debit, Online Mutual Fund buy & sell, Fee Junction Portal etc.)
- To achieve the sales / revenue target from new merchant, hunting new accounts
- Strengthen relationship with existing merchants and increase the transaction revenue, farming key accounts
- Increase the transaction revenue by signing key clients through the cycle of Pre Sales, Custom Solution, Project Delivery and Activation
- To retain the existing and new corporate clients through Post Sales measures
- Prepare legal documents and commercials as in input for the projects
- Build and manage the channel partner network (resellers, banks) and generating business through these channels.
Head - Business Development ( Corporate & Channel Sales )
Local Punched Pvt Ltd
08.2011 - 05.2014
- Achieving sales objectives by acquiring and retaining B2B and Retail Clients for Mobile Apps and Web Based CRM / Loyalty Program Solutions
- Achieving Marketing/Promotional objectives of US Based e commerce products by Partner Alliances, Creating Deals, Coupons etc and appointing Consultants
- Revenue generation through In App Ad Sales, Space Sales & VAS Solutions sales
- Creating the policies in every level of Channel Sales (Franchisee, Consultant, and Merchants), Corporate Sales (Clients, Partners) and Operations
- Contributing in the strategic plans and reviews, preparing and completing action plans; implementing production, productivity and quality management
- Setting up customer-service standards, resolving problems, completing audits, identifying trends, determining system improvements; implementing change
- Meeting marketing and sales financial objectives by forecasting requirements, preparing the annual budget, managing P/L accounts
- Determining annual and gross-profit plans by forecasting and developing annual sales quotas for regions, projecting expected sales volume and profit for existing and new products
- Analyzing trends and results; establishing pricing strategies; recommending selling prices; monitoring costs, competition, supply, and demand
- Accomplishment of marketing and sales objectives by planning, developing, implementing and evaluating advertising cost, merchandising, and trade promotion programs; developing field sales action plans
- Improving product marketability and profitability by researching, identifying and capitalizing on market opportunities; improving product packaging; coordinating new product development.
Assistant Manager-Sales & Marketing
NIIT Limited
06.2007 - 10.2010
- Managing the sales forces and franchisees operations (Business Partner centers) ascertaining meeting the assigned targets
- Designing & Implementing different Campaigns on new products and process launches, formulating & driving the ATL (Media Planning, Advertisements) & BTL (Direct Marketing, POP Promotions ) activities across the territory
- Successfully conducting product and process training in the assigned territory
- Involved in recruitment, training & development of manpower of the sales team
- Actively involved in conducting audit, maintaining compliance to ISO 9001Standards
- Lead sales and training operations in eastern region with team of 30-40 team members and 8 team leaders
- Primary KPA of increasing revenue at NIIT education centers
- Multi product & Brand management.
Team Leader - Training & Placement
NIIT Limited
10.2007 - 03.2009
- Responsible for Student Placement across Eastern India (140+ Centres, 6000+ Students On Roll.) Including Kolkata Metro
- Conducting interviews, Campus recruitment Drives along with IT/ITeS clients at different locations
- Grooming and Training of candidates
- Manpower mapping
- Screening of candidates
- Corporate tie ups with IT & ITeS organizations
- Top 20 clients management/servicing
- Conducting events like Job fairs, Seminars, College Presentations etc
- Job Portals management and Updating own portal
- Vendors and channel management.
Education
APMP, Marketing/Marketing Management -
Indian Institute of Management, Calcutta
01.2016
MBA, Management -
West Bengal University of Technology, Kolkata
01.2007
Bachelor of Science - BS -
Calcutta University, Kolkata
01.2005
Skills
- International Business
- Go-to-Market Strategy
- Regulatory Requirements
- Financial Technology
- Partner Development
- Capital & Expense Budget Management
- Business Overhead Expense
- Team Management
- Strategic Insights
- Lead Generation
Honors Awards
Winner - Razorpay 'Tank of the Sharks' Event - 2021 ( https://www.linkedin.com/feed/update/urn:li:activity:6819225495964569600/ ) - Razorpay Software Services Pvt. Ltd - Board
Skill Sets
- Enterprise Sales & Business Development
- Institutional Alliances and Global Channel Management
- GTM Management, International expansion
- Understanding of Digital Payments processing, cross border payments, customer identity and authentication related regulations and guidelines like DPDP, GDPR etc
- Understanding of Government Business and policies
- Digital Business Transformations
- Mobility & VAS Solution sales
- CRM, Market Research
- Digital/Social Media Marketing
Languages
Bengali
First Language
English
Advanced (C1)
C1
Hindi
Intermediate (B1)
B1
References
References available upon request.
Timeline
Senior Director - Enterprise Sales, India
Prove
06.2022 - Current
Vertical Head - Banking & Lending
Razorpay
06.2019 - 06.2022
Regional Head - Sales and Alliances
fonePaisa Payment Solutions Private Limited
07.2018 - 06.2019
Sr. Manager - Sales & Alliances
PayU
01.2016 - 07.2018
Manager - Regional Sales (North & East)
TechProcess Payment Services
06.2014 - 01.2016
Head - Business Development ( Corporate & Channel Sales )
Local Punched Pvt Ltd
08.2011 - 05.2014
Team Leader - Training & Placement
NIIT Limited
10.2007 - 03.2009
Assistant Manager-Sales & Marketing
NIIT Limited
06.2007 - 10.2010
APMP, Marketing/Marketing Management -
Indian Institute of Management, Calcutta
MBA, Management -
West Bengal University of Technology, Kolkata
Bachelor of Science - BS -
Calcutta University, Kolkata
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