Ravi Kiran Manchikanti

• Established strategic partnerships with prominent retailer customers in the Middle East and Africa, driving their digital transformation initiatives and enabling an average 30% increase in sales by bringing in 100% real time visibility across operations
• Leading discussions with key decision-makers within these organizations to effectively communicate the value that Wooqer brings
• Taking a consultative sales approach by advocating and recommending best practices to streamline business operations and maximize the value of Wooqer's SAAS offerings
• Managing the entire sales cycle, which encompasses prospecting, conducting live application demonstrations, nurturing client relationships, and successfully closing deals
• Implementing strategic initiatives from ground zero to penetrate into the market, including the creation of 200 Total Addressable Market (TAM) accounts in the region by collaborating with market research representatives
• Identifying 3X Ideal Customer Profiles (ICPs) across these accounts, facilitating multi-stakeholder mapping to enhance targeting and engagement strategies
• Executed tailored email campaigns through sequencing that directly address pain points and resonate with potential clients
• Collaborating with the Sales Development Representative (SDR) team to enhance their lead generation and demo sourcing capabilities through training and mentorship
• Maintaining accurate monthly forecasts while ensuring the cleanliness and organization of CRM data

• itilite is a integrated travel and expense platform for the corporate
• Responsible for signing new logos in the Enterprise segment
• Managing sales pipeline end- end from prospecting to closing deals
• Prospecting companies with potential spend above 30 lakhs monthly
• Spearheaded meetings with CXO's and finance organization articulating itilite value proposition, saving of overall T&E spend
• Educating and helping the customers in automating the existing processes, thus driving digital transformation
• Build credibility by approaching customers with well-structured discovery and solutioning phases and defining metrics for winning the deals
• Developed and executed a comprehensive account/territory plan
• Mapping and managing multiple decision makers in respective accounts for the faster deal progression
• Worked closely with on-boarding and customer success teams developing the signed accounts
• Partnered with marketing team for conducting webinars, events and networking meetups for demand generation
• Partnered with SDR function generating 4X pipeline
• Creating ROI analysis reports and data for better negotiation on the value instead of pricing
• Regular brain storming activities with presales and product teams
• Monthly/Quarterly forecasting to management

Achievements:

• Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
• Closed one of the strategic account with a spend of 70,00,000 INR monthly

• Led the sales efforts for AVEVA's Unified Engineering portfolio, targeting process industries
• Managed the entire sales cycle, from lead generation to successful deal closure
• Achieved outstanding revenue results, generating $1 million in enterprise license sales and surpassing targets with 126% achievement in FY'22 and 107% in FY'21
• Nurtured and managed relationships with over 30 key accounts, fostering strong connections with senior executives and decision-makers
• Presented to CXOs and business owners, assisting them in driving digital transformation initiatives
• Proactively identified opportunities for customers to expand their market presence, resulting in new projects and increased license business for AVEVA
• Assisted customers in defining the scope of work and appropriately sizing licenses for the bidding process
• Developed mutually beneficial pricing models, optimizing value for both the organization and clients
• Successfully transitioned traditional annual licenses to multi-year subscription licenses, leading to higher
• Annual Contract Value (ACV)
• Demonstrated agility in addressing internal and external challenges, formulating effective mitigation plans
• Played a pivotal role in acquiring new accounts and securing recurring business
• Formulated and executed comprehensive sales strategies at the territory, account, and opportunity levels
• Engaged collaboratively with Marketing and Demand Generation teams in cross-functional initiatives to drive business growth

Achievements:

• Achievers club for two consecutive years
• Doubled the revenue generation (2X) YoY $1 Million revenue generated selling enterprise licenses in FY'22
• Led migrating two strategic customers from Annual licenses to SAAS model

• Led the positioning of advanced workflow automation platform, specializing in automating business processes and developing new applications
• Collaborated closely with CIOs, IT, and digital transformation teams to align solutions with organizational needs
• Conducted customer education through platform demonstrations, highlighting its ability to simplify complex approvals and manual processes with intuitive drag-and-drop workflow features
• Adopted a consultative and proactive approach, establishing trust and acting as a valued advisor to clients
• Engaged in regular brainstorming sessions with customers to propose innovative solutions for overcoming complex departmental and functional processes
• Managed key accounts such as DR.Reddy's, JBCPL, Exchanging (DXC), and Efficiency leaders, overseeing the entire process from requirement gathering to User Acceptance Testing (UAT) and go-live, while ensuring adherence to milestones and timelines

Achievements:

• Secured $500K services business from key accounts
• Maintaining CSAT>95%

• Spearheaded the positioning of Subex's BSS/OSS portfolio to telecom operators across the Middle East and Africa regions
• Took charge of prospecting and initiating new business ventures within the designated territory, including outreach to untapped markets and emerging geographies
• Engaged with C-level executives and their teams to gain insights into challenges and pain points, effectively communicating the value proposition offered by Subex
• Prepared and delivered compelling online demonstrations of business solutions, showcasing their potential benefits to prospective clients
• Managed relationships with prominent clients including MTN Group, Batelco, Telecom SA, Airtel, Zain, and STC

Achievements:

• Demonstrated exceptional performance by achieving 120% of target attainment in FY'16.

• Led sales efforts for Infinite's support services across North American and European regions
• Specialized in multi-year subscription service sales to acquire new accounts
• Successfully promoted Microsoft products as valuable add-ons to existing customers
• Held accountability for customer retention and ensured high levels of satisfaction
• Demonstrated proficiency in upselling and securing reference sales

Achievements:

• Achieved remarkable success, surpassing targets for two consecutive years with over 120% attainment.
• Awarded Best contributor award in FY'14