Pavankumar kamma
Hyderabad
Summary
Dynamic & results-driven senior industry professional with 18+ years of significant administrative & business development experience IT enterprise solutions demonstrated expertise in strategizing businesses, developing new markets, activating targeted sales plans and delivering measurable results, leading to significant increase in sales numbers/ volumes, revenues and bottom-line profits.
Overview
19
19
years of professional experience
2006
2006
years of post-secondary education
Work History
Regional Sales Manager
Sonata Software Ltd
Hyderabad
01.2017 - Current
- Develop and Execute Winning Sales Strategies: expertise in sales pursuit management has allowed me to consistently develop and execute effective sales strategies that drive successful outcomes
- Imbibed the solution selling concepts and retain continuity business with enterprise customers across GCC Aero & defense, BFSI, ITES and Pharma verticals
- Drive Collaboration for Client Success: building strong cross-functional partnerships to achieve optimal results, I have a deep understanding of the sales process, coupled with my excellent communication and interpersonal skills, allows me to effectively collaborate with internal teams and navigate complex scenarios to meet client needs
- Ensure all the projects are meeting the expected timelines of delivery
- Motivate the team and coach them to achieve the business goals
- Lead CXO level engagements on IT Infra structure, cyber security, and SAAS based application support engagements
- Have a detailed business plan on the growth and risk mitigation
- Establish high performing sales team for the region focused on growing the business through the maintenance and development of sales leads and opportunities
- Reporting on forces that shift tactical budgets and strategic direction of accounts
- Understanding of public cloud solutions across Software/Platform/Infrastructure-as-a-Service
- Understanding of cloud technologies, System Integrators/Service Providers, and Independent Software Vendors
- Achievements: Achieved the top line revenue increase growth of business from $7 Mill to $30 Mil in 7 years
- Acquired new strategic captive accounts and retained them year on year
- Driving digital sales such as cloud, app development, digital transformation and managed services and other digital solutions etc
- Major wins: Cyient: MS azure enabled application integration, Modernisation of legacy application; Entain Group: MS dynamics, Power BI solutions; Viatris: cloud apps services
Key Account Manager
Wipro Limited
Hyderabad
09.2014 - 03.2017
- Developed and implemented creative, cost-effective programs which increased client retention rates by 95% compared to the prior year
- Effectively led a seasoned team of partner managers and account coordinators
- Oversaw sales forecasting, goal setting and performance reporting for all accounts on Cloud, IT infra and SAAS applications support
- Maintained a central database of key contacts, risk ratings, financial impact and key issues
- Built client relationships by acting as the liaison between the customer service and sales team
- Analyzed and reported on one year customer activity, business trends, and areas of concern
- Contacted regular and prospective customers to explain product features and solicit orders
- Consulted with clients after sales and contract signings to resolve problems and provide ongoing support
- Achievements: Major customer win Govt of Andhra Pradesh: Ministry of health Provide end to end IT solution for processing and analyzing the data
- Project Brief: State wide there are vehicles that are enabled with diagnostic devices and doctors which will collect the data of individual health status, this data will be analyzed on Wipro application and provide the insights as required by the Govt authorities
- Health care- Aditya Birla Hospital Ltd Brief case study: ABHL require complete overhaul in their IT and require user friendly application to streamline the patient record and have hassle free insurance claim process
- BFSI vertical: Cosmos bank, RBL Bank Brief Case study: The bank requires a light application to monitor the loan tracking for SME
Freelancer
01.2011 - 01.2013
- Worked for a start up as a freelancer which is in to geo spatial consultancy
Area Sales Manager-Oracle
Redington India Ltd
Pune
06.2008 - 06.2011
- Oversaw sales forecasting, goal setting and performance reporting for all accounts
- Acquired $150K in sales revenue
- Negotiated prices, terms of sale and service agreements for Oracle Business
- Created sales contacts with on- and off-premise accounts
- Handled the highest volume account in the Pune territory, generating more than USD 100K in revenue in one year time
- Organized joint sales calls with current customers and outside vendors
- Trained peers and management team on internal system supports and implementation plan
Application Engineer
Nlogic Systems
01.2006 - 01.2008
- Responsible for technical presentation on Cadence software
- Identified new market segments, appointed new distributers
- Successfully completed the task of both technical and commercial aspects of the project
- Follow up on proposals and negotiation for deal closures
- Cold calling to customers and have detailed profiling of the customer
- Prepare EDMs and effectively led marketing campaign
Education
Master of Science - Electronics
Andhra University
Bachelor of Science - Maths, Physics
Acharya Nagarjuna University
Skills
Strategic Account management
Technology Software products
Market trend analysis
Sales forecasting
Customer service
Strategic planning
Negotiation and persuasion
Account management
Timeline
Regional Sales Manager
Sonata Software Ltd
01.2017 - Current
Key Account Manager
Wipro Limited
09.2014 - 03.2017
Freelancer
01.2011 - 01.2013
Area Sales Manager-Oracle
Redington India Ltd
06.2008 - 06.2011
Application Engineer
Nlogic Systems
01.2006 - 01.2008
Bachelor of Science - Maths, Physics
Acharya Nagarjuna University
Master of Science - Electronics
Andhra University