Reading Books
SAMIR KUMAR NAYAK
Sales Head and Country Manager - India
Mumbai
Summary
Seasoned business leader with over 26 years of experience in key executive roles within the IT industry. Led sales, marketing, business development, and transformation initiatives at Noventiq India, overseeing operations in India and Asia. Recognized cloud consulting expert specializing in Migration, Modernization, Data lake creation, and Security consulting. Skilled in product launch and management strategies that elevate brand presence and drive expansion efforts. Known for turning around underperforming businesses through financial acumen and strategic direction. Visionary leader fostering dynamic multicultural environments that inspire high performance. Committed to infusing empathy into all aspects of business endeavors. Resourceful Sales head and Country Manager with expertise in new business development, financial reporting and profit and loss assessment. Exceptional communicator with first-rate problem-solving and negotiation skills. Recognized for delivering record-breaking revenue and profit gains within highly competitive markets.
Overview
27
27
years of professional experience
4
4
years of post-secondary education
Work History
Sales Head and Country Manager - India and South East Asia
Noventiq India
Mumbai
10.2022 - Current
- Building the Business for AWS cloud services and Consulting.
- Building and managing a team of 25 people
- Grew the Business by 100% in last two years
- Managed budgets, financial planning, and forecasting to optimize profitability for the country operations.
- Built a high-performing sales team through targeted recruitment, training, and performance management initiatives.
Sr. Sales Director - India and South East Asia
Everbridge India
Mumbai
01.2019 - 09.2022
- Building the Business and Managing a team of 15 people
- Increased sales revenue by implementing effective sales strategies and cultivating strong client relationships.
- Developed comprehensive sales plans, setting ambitious targets and guiding the team towards their achievement.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
Sales Director & Country Manager - India and Asia
Intralinks India
Mumbai
11.2014 - 01.2019
- Managed a team of 15 people in achieving the growth target for the team.
- Growing the business at 160% YOY.
Regional Sales Manager (South & West)
SAP India Pvt. Ltd
Mumbai
05.2013 - 11.2014
- Managed and led a team of 7 people to Achieve the growth target for the team
- Oil and Gas, Manufacturing, Retail, Logistics
- Developed and maintained positive relationships with clients in assigned sales territories.
- Managed team of 7 regional sales representatives and consistently achieved high sales targets.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Streamlined sales processes to improve efficiency, resulting in increased productivity and overall revenue growth.
Major Account Sales Manager
Autodesk India Pvt Ltd
Mumbai
01.2012 - 05.2013
- Strategic Selling of Design, Engineering and Visualization Product, Enterprise Support to Key accounts
- Developed long-term strategic plans for key accounts by setting achievable growth objectives based on mutual goals between the company and the client.
- Increased account sales by developing and maintaining strong relationships with key clients.
- Demonstrated strong leadership skills by mentoring new sales team members, helping them quickly integrate into the company culture and achieve success in their roles.
- Developed customized sales presentations tailored to individual client needs, generating increased interest in products and services.
Major Account Manager
Microsoft Corp India (P) Ltd.
01.2007 - 01.2012
- Strategic selling of products & consulting to Major Accounts
- Implemented effective account management strategies that consistently demonstrated results in increased revenue generation and client satisfaction.
- Conducted regular account reviews to identify areas for improvement and proactively address potential issues, maintaining high levels of customer satisfaction.
- Built senior executive relationships at target accounts and aligned solutions to business needs.
- Managed complex negotiations with clients, securing favorable contract terms and conditions for the company.
Key Account Manager
ORACLE India Pvt Ltd.
Mumbai
11.2004 - 01.2007
- Strategic selling of Database and Middleware Products across Major Accounts
- Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
- Built and maintained strong client relationships to drive business growth.
- Organized cross-functional teams to address complex client requests or projects efficiently, resulting in increased satisfaction levels among key accounts holders.
- Established strong rapport with clients by consistently exceeding their expectations in quality and service delivery.
- Managed complex negotiations with key accounts, securing long-term partnerships.
- Developed comprehensive account plans, setting clear objectives and strategies for growth.
Sr. Sales Executive
Rolta India Ltd.
Mumbai
06.1998 - 11.2004
- Sales and Business Development
- Manufacturing, Construction, BFSI and IT Services.
- Established long-lasting relationships with key clients through effective account management and consistent communication.
- Developed customized proposals that addressed specific client needs, ultimately securing their commitment and loyalty.
- Streamlined internal processes by working closely with operations teams, leading to increased efficiency within the organization.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Set and achieved company defined sales goals.
Education
BE - Mech
Utkal University
06.1994 - 06.1998
Executive Management - Marketing & HRM
SJMSOM, IIT
Skills
Domain Expertise
Led the 'Customer-First' strategy steering research, analysis, planning for the organization with a focus on elevating Brand & ROI., Used business insights to develop end-to-end enterprise-level solutions for developing Products, Schemes, and Distribution channels., Devised market spending, in alignment with sales and distribution capabilities., Incubated projects, designed, developed segmented business plans for channel, clientele, marketing & distribution wide functions., Developed and implemented the strategic sales plans and forecasts to achieve corporate objectives for products and services., Devised sales plan and enabled the sales team to deliver the results., Defined sales team standard workways driving differentiation and win over competition, training & the productivity., Worked as a Sr. Sales Director & Country Manager for India, Sri Lanka, and Bangladesh responsible for driving growth, leveraging a strong sales pipeline while managing the teams, and creating brand awareness., Reinvented the wheel on distribution, built 3x pipeline, drive business for closure, leveraged partner and marketing ecosystem for the lead generation activity and event planning., Converted and drove the large deals for large accounts, managed the team forecast, revenue, pipeline management, and New Revenue stream., Established Intralinks Business in Financial Sector. Established Everbridge as key a Solution provider for public warning in Govt. and how to keep employee safe in Enterprise sector., Performed as a key player in ascending the business operations and maneuverer key account management for global players., Won appreciations for the Wins at TCS, Tata Motors, HDFC, ICICI Bank, Axis Bank and Other key accounts., Awarded with Best Account Manager Award (2008) for over achieving the targets in a difficult Economic environment & for focused Key Industry wins for Microsoft Business., Managed 15 accounts as the Account Manager provided software solutions and product sales across major Verticals on Manufacturing, BFSI, Services, Pharma, Retail, Travel, and Transport., Managed the Database and Middleware Products (EAI, BI, Application Server, BPEL, Identity Management) Sales handled major accounts like Tata Motors, L&T & M&M and BFSI accounts like HDFC, ICICI Bank and Axis Bank. Did a project at SBI for management of non-performing assets., Identified the opportunities on the vast Account space, converted them into revenue, and managed the cordial relationship with all the CxO's clearing with the customer issues., Executed business development strategy, prioritization of regions, initiatives, and relationships with distributor partners to achieve targets, structured & standardized a direct-distribution road map for enhancing the complete infrastructure., Retained the Customer Experience, Partner Engagement, Revenue Management & Retention of Asset Partners., Led the company events, promotions, and trade shows with the channel to market and promote the services to prospective new clients., Maintained a strong & balanced working relationship with territory distributors, including managing an effective job follow-up system with each distributor., Amplified revenues & customer delight in peak through planning alignment with channel and distribution partners., Achieved the targeted market share along with growth in top line and gross margin using the channel and product mix., Surpassed the agreed targets on P&L ratios, market share, product mix, and volume & value parameters., Exercised strict adherence to process and controls on expenses and overheads, ensuring optimal value and enhanced ROIs., Reviewed financial statements, key metrics reports to measure, monitor & facilitate data-driven decisions for overall profitability., Periodically tracked retail KPIs, achieved the defined profit/loss ratio, market share vis-à-vis pre-set standards and industry and economic trends., Nurtured bonhomie with the team, maintaining high levels of motivation, productivity, strong work ethics, for business performance., Mentored & coached young leaders for more prominent roles in the organization, led a team of 15 people, including account directors and senior account managers., Envisioned manpower requirement & initiated the scale-up of the team., Trained team members on pipeline, account & channel management, product & processes, sales skills, probing & communication., Fostered a work culture and ecosystem, work environment enabling a high-performing team and customer experience.
Personal Information
Date of Birth: 07/02/74
Career Trajectory
- Noventiq India, Sales Head and Country Manager - India and South East Asia, Building the Business for AWS cloud services and Consulting. Building and managing a team of 25 people, All Industry Vertical, 10/01/22, Continuing
- Everbridge India, Sr. Sales Director - India and South East Asia, Building the Business and Managing a team of 15 people, All Industry Vertical, 01/01/19, 09/30/22
- Intralinks India, Sales Director & Country Manager - India and Asia, Managed a team of 15 people in achieving the growth target for the team. Growing the business at 160% YOY., All Industry Vertical, 11/01/14, 01/31/19
- SAP India Pvt. Ltd, Regional Sales Manager (South & West), Managed and led a team of 7 people to Achieve the growth target for the team, Oil and Gas, Manufacturing, Retail, Logistics, 05/01/13, 11/30/14
- Autodesk India Pvt Ltd, Major Account Sales Manager, Strategic Selling of Design, Engineering and Visualization Product, Enterprise Support to Key accounts, Manufacturing & Construction, 01/01/12, 05/31/13
- Microsoft Corp India (P) Ltd., Mumbai, Major Account Manager, Strategic selling of products & consulting to Tata Group, Manufacturing, IT Services & BFSI., 01/01/07, 01/31/12
- ORACLE India Pvt Ltd., Key Account Manager, Strategic selling of Database and Middleware Products, Manufacturing, Retail, Travel and Transport., 11/01/04, 01/31/07
- Rolta India Ltd., Sr. Sales Executive, Sales and Business Development, Manufacturing, Construction, BFSI and IT Services., 06/01/98, 11/30/04
Awards
- Built and grow two start-ups in the Country (Intralinks and Everbridge)
- Grew the business by 130% YOY at Everbridge
- Selected for President's club twice in last 3 years at Everbridge
- Grew the business from Zero to USD 9mil in 4.5 years at Intralinks
- Built a team of 15 people having high energy and passion to succeed at Intralinks
- Received 9 QBR awards in a row at Intralinks
- Selected for President's Club 3 years in a row at Intralinks
- Best Account Manager's award at Oracle and Microsoft
- Selected for Circle of Excellence award twice at Microsoft
- Best Sales Executive award at Rolta two times
Interests
Reading Books and Playing cricket
I am carrying unique expertise around Data, AI and Security. I have written an article on LinkedIn on how Data and AI can transform Enterprise Businesses.
Timeline
Sales Head and Country Manager - India and South East Asia
Noventiq India
10.2022 - Current
Sr. Sales Director - India and South East Asia
Everbridge India
01.2019 - 09.2022
Sales Director & Country Manager - India and Asia
Intralinks India
11.2014 - 01.2019
Regional Sales Manager (South & West)
SAP India Pvt. Ltd
05.2013 - 11.2014
Major Account Sales Manager
Autodesk India Pvt Ltd
01.2012 - 05.2013
Major Account Manager
Microsoft Corp India (P) Ltd.
01.2007 - 01.2012
Key Account Manager
ORACLE India Pvt Ltd.
11.2004 - 01.2007
Sr. Sales Executive
Rolta India Ltd.
06.1998 - 11.2004
BE - Mech
Utkal University
06.1994 - 06.1998
Executive Management - Marketing & HRM
SJMSOM, IIT
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