Sanu Kumar
Noida
Summary
Dynamic experience of 10 years in driving IT sales, customer sucess, account management and operational strategies across Latin America and EMEA as well as managing global teams. Proven expertise in managing client relationships , managing partners and process establishment. Proficient in net new sales, renewals, upselling and crossselling, with a strong background of business development, Sales Operations, selling of Software ,Hardware and SAAS based solutions . Possess a Lean Six Sigma Green Belt certification, enhancing process improvement capabilities and ITIL4 for understanding customer's IT infrastructure. Eager to leverage unique skills to contribute to business success in a forward-thinking company.
Overview
4
4
Languages
10
10
years of professional experience
Work History
Deputy General Manager - International Sales (Spanish- LATAM)
One97 Communications
Noida
01.2026 - 04.2026
- Generate a 5x increase in pipeline for telco opportunities across LATAM.
- Managed customer acquisition and retention, driving growth for LATAM telco SaaS solutions.
- Managed expansion of 5M+ for a single telco customer with new websites and applications.
- Identified sales opportunities, crafted customer-centric RFP/RFI responses, and secured new business.
- Won contract expansions by aligning telco solutions with customer needs and facilitating user transitions during feature rollouts.
- Present telco SaaS proposals covering websites, applications, and VAS services.
- Assess customer needs and infrastructure, tailoring proposals accordingly.
- Support customers through the software development life cycle from testing to deployment.
- Coordinate with engineering, DevOps, and QA to support customer delivery.
Associate Director - Client Engagement - Latin America (Spanish)
IPG Mediabrands
Pune
08.2025 - 01.2026
- Managed diverse digital marketing teams across various craft areas within IPG MB GCC.
- Collaborated with Latin American agency partners to onboard clients with budgets exceeding 10m USD.
- Partnered with agency teams to diagnose complex challenges and apply solutions.
- Analysed complex issues to build innovative, effective solutions.
- Optimised multi-company campaign budget renewals, contributing to client retention and acquisition of new sales.
- Served as a key problem-solving resource for clients and internal teams.
- Delivered marketing campaigns on time while meeting desired outcomes.
- Developed and delivered presentations and reports with recommendations.
- Built positive working relationships with clients and stakeholders.
Senior IT Sales Account Manager - LATAM
ORACLE
Noida
06.2023 - 04.2025
- Spearheaded the management of Oracle Linux, Virtualisation Business, and VirtualBox across six Latin American countries as an inside sales representative.
- Executed client outreach through cold calls and emails daily, identifying new business opportunities while adeptly upselling and cross-selling Oracle Linux Support and Virtualisation Solutions to mid and large enterprises.
- Orchestrated various sales campaigns, including cross-selling, upselling, new business development, renewals and partner initiatives.
- Used Linkedin Sales navigator, Lusha and Oracle internal customer database to prospect and connect with C level executives for new accounts including BFSI and other large enterprise accounts.
- Evaluation of customer needs and infrastructure and tailor proposals accordingly. Participation in public sector bidding.
- Conducted business development activities encompassing outreach, cold calling, and email communications to schedule client meetings and presentations.
- Collaborated with partners and the channel partner team to onboard new customers, existing customer retention, actively participate in public sector procurement/bidding processes.
- Engaged with engineering teams and operations teams in response to specific business requirements.
- Served as the primary contact for customers and partners, providing comprehensive information regarding products and services.
- Managed customer escalations to ensure better customer experience.
- Also managed growth/upsell within active account as well as managed multi-year renewal for enterprise accounts.
- Achieved a fivefold increase in pipeline generation and prepared QBRs to meet yearly sales forecast and targets.
- Surpassed 414% of the annual sales quota in FY25, totaling 700k USD.
- Managed portfolio of key accounts, fostering long-term relationships to secure client loyalty and repeat business.
Software Sales Operations and Indirect Sales - Spanish and Portuguese
Hewlett Packard Enterprise
Bangalore
05.2021 - 05.2023
- Facilitated interactions with major LATAM partners and customers alongside the MX sales team to comprehend customer requirements and promote HPE Greenlake Cloud Platform &Aruba Networking products.
- Performed daily outreach via cold calls and emails, generating leads aimed at public sector accounts across the LATAM region.
- Spearheaded regional change execution and user training programs for SaaS and cloud platforms, designing structured training materials and enablement frameworks for diverse cross-functional audiences
- Designed budgetary and formal quotes, in addition to booking contracts and invoicing for clients in SAP SD.
- Managed order to cash (O2C) process for LATAM which included making quotes , contracts and invoices for clients using SAP SD.
- Consistently achieved pipeline targets, contributing to the accomplishment of 80% (2M)of public sector account leads.
- Cultivated effective team communication and coordinated information dissemination for meetings and product presentations.
SPRO(Vendor Management) Investigator - Spanish - Claims
Amazon.com
Hyderabad
05.2016 - 05.2021
- Executed business development responsibilities in the AWS subscription module, creating and validating quotations and contracts for external vendors.
- Oversaw complete vendor account management, including financial and transactional activities
- Successfully onboarded vendors onto Amazon.es (Spain), ensuring full compliance with established guidelines
- Managed critical escalations from major vendors, adeptly addressing concerns from both internal and external parties.
- Spearheaded the onboarding of vendors on Amazon.es (Spain), ensuring compliance with specified guidelines.Assumed accountability for investigating buyer and seller transactions on Amazon.com within the Spanish marketplaces.
- Managed escalations from high-profile customers, effectively addressing queries from both internal and external parties.
- Mentored newly appointed team members across Spain, fostering their professional development.
- Managed and mentored team members across various projects to enhance their skills and performance.
- Worked as a global advisor for India and Costa Rica.
- Collaborated with the GPO and stakeholders to modify policies for improved operational efficiency.
- Executed effectively Internal Audit and implemented various quality standards & initiatives for improving the process operations along with effective service delivery.
- Organising, planning and prioritising work to ensure the accomplishment of client requests before the cut off and maintaining the service level agreement.
- Promoted as a Senior - Spanish-Seller Partner Risk Operations -Vendor+Buyer AWS(L4 IC-Team Lead) -NOV ,2017
Education
ITIL 4 Foundation Certificate - IT Service Management
Peoplecert and Axelos
India09-2026
PGDM - Operations management
NMIMS
India01-2023
Lean Six Sigma Green Belt - Process Improvement
Benchmark/Exemplar
Global01-2022
Bachelor of Arts - Spanish Language, Literature and Translation
University of Delhi
New Delhi01-2016
Skills
- IT and SaaS sales
- Spanish language expertise
- B2B sales strategies
- Renewals and expansions
- Account management
- Customer success
- Sales forecasting
- Client relations
- Prospecting and lead generation
- Vendor management
- IT service management (ITIL4)
- Team leadership
- Six Sigma Green Belt certification
- Operational management
- CRM systems proficiency
- CRM systems (SFDC & Oracle )
Languages
Spanish
Proficient
C2
English
Proficient
C2
Hindi
Proficient
C2
Portuguese
Beginner
A1
Custom
https://www.linkedin.com/in/sanu-kumar-542718169/
Timeline
Deputy General Manager - International Sales (Spanish- LATAM)
One97 Communications
01.2026 - 04.2026
Associate Director - Client Engagement - Latin America (Spanish)
IPG Mediabrands
08.2025 - 01.2026
Senior IT Sales Account Manager - LATAM
ORACLE
06.2023 - 04.2025
Software Sales Operations and Indirect Sales - Spanish and Portuguese
Hewlett Packard Enterprise
05.2021 - 05.2023
SPRO(Vendor Management) Investigator - Spanish - Claims
Amazon.com
05.2016 - 05.2021
ITIL 4 Foundation Certificate - IT Service Management
Peoplecert and Axelos
PGDM - Operations management
NMIMS
Lean Six Sigma Green Belt - Process Improvement
Benchmark/Exemplar
Bachelor of Arts - Spanish Language, Literature and Translation
University of Delhi