RAKESH R V

Sales Leadership:

• Develop and execute sales strategies to achieve revenue targets for cybersecurity solutions.
• Manage and mentor a team of cybersecurity sales representatives, including hiring, coaching, and performance evaluations.
• Oversee sales pipeline management, forecasting, and opportunity qualification.
• Conduct regular sales reviews and performance analysis to identify areas for improvement.

Customer Engagement:

• Build relationships with key decision-makers at prospective clients, understanding their cybersecurity needs and challenges.
• Conduct consultative sales presentations, demonstrating the value proposition of cybersecurity solutions tailored to specific customer requirements.Address customer concerns and objections regarding cybersecurity risks and solutions.

Partner Ecosystem Development:

• Identify, evaluate, and recruit potential technology, consulting, and channel partners to expand market reach and sales opportunities.
• Develop and manage strategic alliances with key partners, establishing clear joint go-to-market plans and revenue targets.
• Negotiate partnership agreements and ensure compliance with contractual obligations.

Sales Enablement:

• Train sales teams on partner solutions, value propositions, and sales processes to effectively co-sell with partners.
• Develop sales collateral, presentations, and marketing materials highlighting combined offerings to clients.
• Facilitate knowledge sharing between the sales team and technical experts to address complex customer inquiries.

Market Analysis and Strategy:

• Stay abreast of emerging cybersecurity trends, market dynamics, and competitor activity to identify new alliance opportunities.
• Develop strategic alliances roadmap aligned with the company's overall business objectives and market needs.
• Analyze market data to identify potential customer segments and target accounts for partner-led sales initiatives.

Relationship Management:

• Build strong relationships with key decision-makers at partner companies, fostering trust and collaboration.
• Regularly engage with partners to monitor performance, address concerns, and identify opportunities for improvement.
• Organize joint marketing events, webinars, and customer presentations to showcase combined solutions.

Performance Monitoring and Reporting:

• Track key performance indicators (KPIs) related to partner sales, pipeline generation, and customer satisfaction.
• Prepare comprehensive reports to demonstrate the value of alliances and identify areas for optimization
  

• Managing the full sales cycle from initial unqualified lead to proposal, handling competition, evaluation & support issues, commercials, price negotiation and closure
• Spearheading the strategic sales of services like Domain Hosting, E-Mail and SSL certificates
• Preparing detailed proposals/quotes as per customer requirements and adhered to the standards set for preparing such documents
• Educating sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multiproduct sales profitability
• Ensuring continued customer satisfaction and developed the company's image as a trustworthy, capable and a reliable technology partner
• Maintaining quality of service by developing a thorough and detailed knowledge of technical specifications and other features of employers' systems and processes and then documenting them
• Monitoring channel partner capability and capacity management, safeguarding that appropriate resourcing models were in place
• Restructuring sales and marketing operations to optimize performance with a resultant increase in business
• Building new business channels, expanding distribution reach across the region to achieve preset sales & profit targets
• Designing sales budget, forecasts, and business plan for driving revenues and accomplishing corporate goals and revenue targets
• Ensuring effective hiring, orientation, training, development and retention of sales staff; displaying a dynamic leadership style to motivate and empower team to ensure successful launch of new products
• Assisting in partner sales and support training along with team management of 28 members
• Evangelized and drove $ 5M biz in FY 23 till date; the partner business grew by 28% YoY
• Instrumental is driving large deals with resellers; in 2022 we drove Deals > $ 5K amounting to ~ 1MN compared to $ 650k in 2021
• Reseller engagement has increased by 30% YoY; API revenue grew by % 22 YoY by adding 24 new shoppers raising the tally to 100 shoppers
• Contributed around $5Mn GCR, excluding strategic alliances, which were more of new customer acquisitions
• On-boarded and managed more than 2500 partners at PAN India level
• Appreciated multiple times over the years for surpassing annual goals and key KPI's

• Managed partner acquisition efforts, on-boarding, increasing, and developing e-commerce partner relationships
• Provided pre-sales support to partners for customer visits and presentations
• Established productive, professional relationships with key personnel in assigned partner accounts
• Led the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and expectations
• Met assigned targets for profitable sales volume and strategic objectives in the assigned partner accounts
• Onboarded and managed around 500 partners, excluding support and cross-business functions

• Partnered with core business operations to increase the company's footprint, expand market share, and generate sustainable revenue gains
• Created a systematic approach to increase reach through potential mapping and sales planning; formulating & executing go-to-market strategies to leverage tremendous opportunities in terms of growth in revenue & market penetration
• Spearheaded lead generation and client acquisition of a cross-functional team that included sales, marketing, and customer service executives, leading new sales promotion, and campaign management
• On-boarded big brands in various verticals like Sun Pharma, Avon Tires, Vamsi ram, Zestica Pharma

• Contributed 22% revenue via the scouts team and growth of 24% YoY
• Recommended changes in sales roles, coverage models & team configurations to maximize sales productivity
• Devised turnaround strategy towards assigned markets, thereby capturing extraordinary market share