Reena David

I manage channel partners in driving business and increasing coverage for Dell Responsible for the sales of the complete portfolio of Dell EMC commercial products such as Hybrid Cloud, Client solution group (Desktop and Laptop), server, storage, VMware, etc, providing end to end solutions to the end customer through a channel partner. Ensuring the growth of the channel partners by providing them complete support from equipping them with the product knowledge to helping them provide the right solution to the end customer

• Engage with customers & partners to position Dell's end-to-end IT portfolio in India Commercial space.
• Create and develop revenue-generating partnerships with technology, resellers, and service providers.
• Direct all aspects of sales, revenue attainment, and management of channel partnerships.
• Collaborate with sales, product development, marketing & branding team, and solution engineers to develop strategic sales initiatives.
• Drive strategies to develop channel partners for greater market penetration and profitability of commercial IT products and services in the large enterprise, and government sectors through Channel partners.
• Build & maintain account relationships across various contacts in a partner’s organization starting from CXO’s and CFO while on-boarding new partners and growing business by sharing best practices/ resources.
• Assess competitors by analyzing and summarizing competitor information and trends; identify sales opportunities also to articulate technical, industry, and market facts to position Dell as a competitive solution to partners & customers to win in the market space.
• Penetrate all targeted accounts and radiate sales from within the client base and develop pipeline by checking customer's buying history; suggesting related and new Dell offerings.
• Tightly aligned with executive leadership to collaborate, craft, and execute joint business plans that exceed growth goals.
• Develop sales training sessions and manage efforts to improve sales techniques, tactics, and best practices.
• Serve as a critical last line of support to resolve escalated customer and partner issues.
• Liaised between account holders and various departments.
• Improved partner account management by predicting potential competitive threats and outlining proactive solutions.

I used to manage key enterprise ISV/OEM’s for Oracle WW Alliance’s and Channels team in India. I also partner/ recruit ISVs/ OEMs across all regions and sell Oracle technology through various re-sell models under the Oracle Partner Network. These strategic accounts (ISVs/ OEMs) contribute to the indirect revenue and apart from account management emphasis is on GTM strategies to grow Oracle’s partner base in India.

• Complete end-to-end account management of Independent Software Vendors (ISVs)/Original Equipment Manufacturers (OEMs) while building strong pipeline & closing sales of ISV applications for both On-Premise and On-Cloud.
• Build strategic relations with the ISV Partner by being a trusted advisor and helping them adapt to cloud/ technology needs. Worked closely to generate business of over $300,000 in FY19, by moving from On-premise to Cloud Computing environment.
• Focused on driving new business by educating the Existing/Net New ISV about Oracle’s cloud offering’s like PaaS, IaaS, SaaS.
• Engaging proactively with the Oracle ISV partners to provide their application as a single solution with Oracle technology to their end customers either in a Hosted model or with Oracle Cloud, or as an embedded product.
• Work along with various Oracle Channel partners to ensure the sales opportunities are closed timely without the gross margin dipping and liaising with teams globally for successful account management.
• Managing the entire lifecycle for an ISV partner from Identification of partners, recruitment of partners to the ISV program, building a pipeline with the partners, successfully closing opportunities, and retaining the partners.

In Virtusa my area of focus is CEM (Customer Experience Management), EIM (Enterprise Information Management): Data Integration, Data Warehouse, Data Visualization, Master Data Management & Governance, Business Intelligence & Analytics, Big Data, Cloud: PaaS -Platform as a service, - IaaS-Infrastructure of Service I‘m responsible for Account Management in UK (United Kingdom) region across all verticals. Establish contact with identified decision makers (Director level contacts, CXOs) in target accounts to evaluate new business opportunities. Successfully managed several sales campaigns for Hospitality Industry, Gaming and Betting, Travel and Leisure Segments. Working closely with sales management team to uncover new opportunities and Identifying customer needs and preferences across all industry verticals.

I was part of a pilot SAP-ERP sales team and contributed to building sales channel processes, supporting client requirements, and moving on to handle entire ERP (Oracle, People Soft, and SAP) application management services for North American Customers. Communicate with CxO level and build rapport, and credibility in US territory; Hands-on with all aspects of the market and industry verticals for application sales. Envisage a growth model for ERP-managed hosting & application management solutions with fortune 500 organizations by helping them optimally reduce CAPEX & risk through AT&T’s value-added services.

• Sales Support (Marketing)/ Team Lead – Operations