POOJA KHANDUJA
New Delhi
Summary
- AWS Certified Cloud Practitioner. https://www.linkedin.com/in/poojakhanduja1/
- Result driven seasoned sale professional with a strong track record in the enterprise solutions industry for the last 16+ years with enterprise software solutions like Microsoft, Oracle and Sonata Information technology Limited with a year-on-year success in achieving revenue and business growth objectives.
- Competent and result oriented Sales Leader with 16+ years of experience in Sales & Marketing, Customer Success, Channel Management, Partner enablement, Profit Center Management, Client Relationship Management, Key Account Management and Strategic Planning in the IT industry.
- Set up the SI network & ISV's commercial business across India, together with tier 1 SI's and Channel Partners at Oracle India for MySQL Sales.
- Key strengths include consultative sales skills, negotiation with an excellent communication & Interpersonal skill.
Overview
18
18
years of professional experience
Work History
Senior Sales Manager
VMware Software India Private Limited
- Delivered 153% of new booking and delivery targets overachieved with 140% FY22 with 100% customer retention
- Handled Large Enterprises & Public Sector which include customer like Sopra steria, Genpact, AMEX, CRIS, Railtel,IOCl etc
- Work with client post implementation, technology adoption meetings with strategic clients
- Accurate forecasting and weekly cadence with partners and ensuring the partner success with clear business outcomes
- Developing GTM plans with partners
- Responsible for leading and managing our partner's overall success, adoption, and implementation
- Conducting customer workshops and events jointly with partners on VMware technology and translate those into a clear business value proposition
- Shaping complex deals, developing repeatable deal and partner constructs, pricing, proposal development and SoW development, contract negotiations & deal closure
- Understanding and preparing the gap analysis and proposing the right fit solution for the organization along with partners
- Helping them in preparing the tender specifications on services with the help of Pre-sales team meet their requirements in North and East
- Engaging with VAR Partner/ System Integrators and their regional Sales team for bidding through them to the end customer and wining light house deals with enterprises
- Managing partner base in the region to create the incremental product revenue opportunities
- Fostered positive partner relationship(s); lead with service excellence, thought leadership, and proactive client management
- Led and conducted kick-off meetings for partners to establish engagement model and partner strategy
- Provided platform and technical support to our partners and manage the product feedback loop between partners and product teams
- Converting 100% renewal business to eliminate the churn rate
- Create and articulate compelling value propositions around VMware learning services to customers and partners.
Partner Sales Manager
Red Hat India Pvt. Ltd
- Recruitment and on-boarded the net new partners on Global learning services
- Identifying and building new accounts for trainings from business development initiatives in collaboration with key partners
- SI Ecosystem Development: Develop a key set of SI partners globally that can help our customers to use Red Hat technology especially OpenShift on AWS
- Develop a joint sale, GTM plan with these key SIs around Red Hat products
- Connect with the CIO's, technical leads, and Project teams to develop the learning requirement on technology platforms
- Responsible for value-based sales on training services across India
- Generating the Business from Global alliance S.I's , ISV's TCS, HCL, L& T , Wipro etc
- Across India
- Driving Commercial sales in trainings services and Skill development initiatives in the commercial accounts
- Positioning Red hat technical trainings by aligning to the users in Open stack and offering them the professional services trainings to enable them to accomplish their projects on-times
- Closure on new accounts, Zensar Technologies, UAG, Cadence Systems, STmicro , DBS Bank, TIAA Global,Nvidia Graphics etc.
Corporate Sales Manager
Oracle India Pvt Ltd
- Identify, test, and implement strategies to launch and grow Oracle MySQL partners in ways that drive retention, satisfaction and other key metrics
- Handled top Enterprises on Renewal and Services Sales with Net new business
- Ensured the contract drafting and adhere to Oracle business practices
- Working with net new partners with their competency level and ensuring a partner success by conducting enablement sessions, aligning them with C- level contacts within enterprise space
- Develop key Partner Community in a local market in India, a deep understanding of the partner capabilities and solutions that will delight customers
- Worked with Solution Architects and ensured partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners in the local market in India
- Deep penetration on ISV's and OEM's customer and converted them to qualified partners by identifying their competency level
- Partner Recruitment, On boarding enablement and strategizing the Go-To Market plans for Partners and educating them on the Oracle Cloud Paas
- Driving strategic cloud engagements for ISV's that includes Cloud Platform for IaaS, SaaS and PaaS; Data Platforms and Enterprise Mobility
- Develop partner engagements for driving the sale, deployment, and adoption of Cloud Computing
- Designed Private Cloud & Hybrid Cloud Infrastructure solutions in leading RFP's for different customer verticals
- Solution Sales, by providing the technical queries of the customer and offering them the business solutions
- Accurate Forecasting and with 3X pipeline maintained in the quarter
- Responsible for all the presales activities in terms of the cloud, hosting and deployment reducing the Go-to Market time for ISV's and Partners
- Grew commercial and growth business by 120% year on year
- Targeting the Telecom VAS Service Providers who are actively engage in Enterprise mobility, messaging, campaign mgmt and enable them through Trainings and learning mechanism for MySQL Products offerings
- Taking an initiative for running a compliance gap reporting for license on the customer account space and white space on the gaps
- Recruited new Technology Partners including Start-ups, SaaS providers, PaaS providers, and established ISVs moving to the cloud
- Manage and jointly close a pipeline of customer opportunities developed with our partners
- Collaborate with key internal stakeholders (e.g
- Legal, support, etc.) to further develop partner strategies and processes.
Senior Sales Manager
Oracle India Private Limited
- Current
- Managing Large Enterprises & DNB customers from North on IaaS and PaaS services and accelerate customer journey towards digital transformation
- Ensuring customer success through adoption of OCI services working along with channel alliances for implementation of these services
- Achieving the booking & consumption targets
- 100% conversion on Renewals and avoid customer churns
- Accurate forecasting and opportunity acceleration defining the sales stage to 100%-win status
- Develop and manage C-suite relationships with top customer and delivering of quarterly business reviews and executive briefings with partners
- Account management of Oracle customers across DNB and Enterprises
- Deep knowledge on Cloud Infrastructure (IaaS, PaaS), Data & AI, Application modernization & Cloud native services etc
- Responsible for achieving revenue targets (quarterly, annual) through effective sales funnel management for the assigned products/services in the respective location
- Ontime renewals by increasing the booking no's.
Business Development Manager
Amazon Internet Services Private Limited
- 11.2020
- Managed executive relationship with APN and consulting partners by offering them with AWS T&C's
- Fostered positive partner relationship(s); lead with service excellence, thought leadership, and proactive client management
- Provided platform and technical support to our partners and manage the product feedback loop between partners and product teams
- Create and articulate compelling value propositions around AWS services to customers and partners Accelerate customer cloud adoption by aligning with specific partner focused customer segments and industry verticals
- Delivered on our strategy to build mind share and adoption of Amazon's infrastructure web services across AWS' most strategic
- Business partners
- Increased end customer adoption across all market segments through partner engagement
- Worked with major GSI's and ISV's(APN partners) to create the revenue opportunities
- Expanded an existing AWS footprint as well as drive services sales of customer engagements with partners to grow overall revenue with a focus on business outcomes
- Established a C-Level relationship with key customers space working with partners to conduct AWS Awesome Days demonstrated the value on AWS Cloud
- Trusted member of the sales team in the assigned sales district(s) to own deal execution with partners, leveraging Partner programs, and coaching partners on best practices
- Reviewed Pipeline health on key deals to accelerate service sales momentum on T&C's
- Develop AWS cloud awareness and adoption build AWS competency and foster the development of cloud-based solutions with key AWS Partner Network (APN) of AISPL who deliver solutions for government, education, healthcare, and non-profits
- Holistic view of the Partner Community in a local market, with deep understanding of the partner capabilities and solutions that will delight customers
- Manage a territory of high value APN partners while developing trainings and certification to grow the overall AWS business, which include like ISVs like Dhruva, Inmobi, HCL, IBM and FSS etc
- Developed strategic relationship with chosen Enterprise domain partners to ensure that they adopt AWS as their cloud platform and jointly develop GTM (Go-To-Market) plans with solution focused approach
- Defining SoW with the end customers and closing the end-to-end services sales from implementation and trainings on Cloud technology
- Value based consultative sales for role based and specialized track on Migration to AWS, Security on AWS, advanced architecting on AWS.
Sr. Account Manager
Dimension Data
03.2018 - 03.2019
- Responsible for OEM's Training Services, Cisco, VMware, Check Point, Red Hat
- Strategize deals and plan Scope of work on defined customer base
- Responsible to upsell and cross Enterprise customer by positioning Technology Trainings and certifications
- To draft the Training Scope for the strategic customers and Plan for the execution of the programme
- Sharing the commercial proposal and involved in end-to-end sales with the clients.
Sr. Enterprise Partner Business (EPG)
Microsoft India
02.2011 - 01.2015
- Managed the Govt Accounts like Coal India, Canara Banka, Syndicate Banks etc
- Managed the BFSI segment of main Banks and its RRB's
- Responsible for devising the customer road map for cloud adoption and working closely with customers for understanding the real pain areas and providing them with a solid business case and ROI models
- Responsible for end to end product management for the cloud practice and customer satisfaction
- Key Enterprise Accounts Bharti Airtel, Reliance, Times of India, HT Media,Comviva, L&T etc
- Led Sales for Tier 1 solution deals, Cloud, BI & Analytics, Data Warehousing, & Big Data for the largest corporate accounts in India
- Formulate Account Strategy with a very holistic approach
- Responsible for devising the customer road map for cloud adoption and involved an end-to-end product management for the cloud practice and customer satisfaction
- Commercial & Growth business contributed 70% to the overall number in the year
- Worked on Microsoft various workloads pipe creation for SQL server, Window Server, Office 365, Window Azure
- Handled accounts on Manufacturing like Coal India, Glaxo SmithKline, Toyota, Sony etc
- Forecasting accuracy and converting it in revenue each quarter more than 120% Regular end user engagement with all enterprise customer- Top level CIO and CXO's for the solution offerings and facilitating to conduct the best possible solution demos
- Identify target segment and target audience - work with Database and Analytics team to mine quality prospect database and increase conversion ratio
- Working in collaboration with Microsoft partners like Dell, Future Soft, HCL, TCS, Wipro and various resellers
- Drive alliances to expand reach and market share- identify and collaborate with Telco's, SI's, B2B portals, large technology vendors.
Account Manager Services
Oracle India Pvt Ltd
08.2007 - 01.2011
- Handled the Strategic account service renewal business, with credit threshold of $100K USD
- Offering the value proposition to the end user for offering Premier Support Services 24
- 7, 99.999% uptime, Onsite support, maximum incident coverage, Key knowledge base support to the end user
- Generating renewal services sales with North and West accounts
- Responsible for Generating New Accounts and managing the existing Accounts for licensing
- Demonstrated expertise in charting out marketing & Sales strategies and contributing towards enhancing business volume and growth and achieving the profitability norms
- Ensures customer awareness and understanding of the applicable elements of the Support portfolio
- Independently handled target of 2 Mil USD each quarter
- Managed transition road-map planning, timeline estimation, and pre-sales support to the business development team
- Esteemed customer handled - Rolta, Shopper Stop, L&T, First Source, HDFC Bank, ECGC, Rediff.com, Gati Ltd, JNPT, KPIT Cummins, Kalyani Steel, Headstrong, Birlasoft, HDFC Bank, Philips India, IFFCO Tokio General Insurance.
Partner Sales Manager
Sonata Information Technology
07.2006 - 07.2007
- Managed Oracle, IBM and BEA Renewals with the 100% ATR conversion
- Leading and managing all strategic proposals, bids and other presales activities in various geographies by taking full ownership of such deals
- Setting up and leading cross functional teams
- Complete project management of deals including developing and implementing bid strategy and win themes to successfully manage bid lifecycle
- Requirement analysis - Interacting with clients to understand their business needs and working with technical teams for designing best fit solutions which deliver business value to customer.
Education
Skills
- Sales Coaching
- Negotiation expertise
- Rapport and relationship building
- Performance tracking and evaluations
Accomplishments
- Consistently achieved year-on-year sales targets.
- Awarded as a Star performer in service Sales with Oracle.
- Awarded with services sales with VMware on Elevate our best performer in Q'FY21.
- Awarded as a Top Performer Sales in FY22 Q1 by VMware.
- Honored in the FY-15-16 Ranked # 1 in an entire JAPAC and declared as the MVP (Most Valuable Services Salesperson) with ORACLE.
- Successful collaboration with key partners, on-boarded and worked with net new partners, increased the market share by 112%.
- Honored with Rooke award for the best performer in Oracle India Pvt Ltd for Fy-15 Q3.
- Awarded by Microsoft as a Star Magnificent performer for FY-13 in Q3 for over achievement of given sales quota by 150%.
- Awarded with Oracle Excellence Certification for the best performer in FY-09 Q2 for 120% achievement in target of USD 2.8 Mil.
- Creating and maintain pipelines for 3X and successfully converting them in the closure and winning status.
- Establishing strategic alliances / tie-ups with financially strong and reliable channel partners, thus resulting in deeper market penetration.
Specialmentions
- Experienced in handling Corporate Clients across multiple domains.
- Presentation and discussions with C-Level executive.
Referencesavailable
True
Personal Information
- Father's Name: H.K Khanduja Rtd. Deputy Director, CEA, (Ministry of Power.)
- Date of Birth: 07/30/1979
- Nationality: Indian
- Marital Status: Single
Timeline
Sr. Account Manager
Dimension Data
03.2018 - 03.2019
Sr. Enterprise Partner Business (EPG)
Microsoft India
02.2011 - 01.2015
Account Manager Services
Oracle India Pvt Ltd
08.2007 - 01.2011
Partner Sales Manager
Sonata Information Technology
07.2006 - 07.2007
Senior Sales Manager
VMware Software India Private Limited
Partner Sales Manager
Red Hat India Pvt. Ltd
Corporate Sales Manager
Oracle India Pvt Ltd
Senior Sales Manager
Oracle India Private Limited
- Current
Business Development Manager
Amazon Internet Services Private Limited
- 11.2020
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