SAURABH SAINI
Government Sales
New Delhi
Summary
Dynamic and results-driven Deputy General Manager with over 15 years of extensive experience in managing ICT portfolios and spearheading business development initiatives within the IT and Telecom sectors. Proven expertise in nurturing and expanding critical relationships with large & Critical Central Government clients which currently I am handling from last 3 years -Department of Income Tax, IOCL, ONGC, NTPC, UIDAI, IPPB, and CAG. I have also handled large accounts like NIC/NICSI, CSC, RAILTEL, GSTN, Min of Defence, IB, CABSEC, NTRO from 2020 to 2022. In my current role as Deputy General Manager, I have been instrumental in driving business growth, managing very large and critical set of accounts, and consistently exceeding sales targets. I am highly target-driven and self-motivated professional, with a proven ability to perform under pressure and meet deadlines. One of my core strengths is my ability to build and maintain strong customer relationships, which has enabled me to close large, complex deals through new ideas. I’ve been recognized multiple times for my outstanding performance, including four times Achiever’s Club Awards, The Legend Award, and the Star Performance Award, reflecting my consistent contribution to business success.
Overview
15
15
years of professional experience
2
2
Certifications
2
2
Languages
Work History
Deputy General Manager- Govt Sales
Bharti Airtel Ltd
03.2020 - Current
- Handling Critical & Large Central Govt Customers like Department of Income Tax, IOCL, ONGC, NTPC, UIDAI, IPPB and CAG from last 3 years
- Also Handled accounts like NIC/NICSI, CSC, RAILTEL, GSTN, Min of Defence, IB, CABSEC, NTRO for 2 years till 2022.
- Expertise in growing accounts from scratch to 100 MN+
- Managing ICT Portfolio consisting Cyber Security, Cloud offerings, System Integration, Managed Services, Data Centre and Airtel Core Products offerings.
- Expertise in devising winning strategies to drive continued top line & bottom line growth with high sales numbers.
- Domain technical expertise Includes Data Centre, Networking, Cloud & Cyber Security.
- Ensuring Monthly and Quarterly Sales numbers achievement through proactive funnel, large deals, run rate business.
- Always focus on high value deals (200 MN+) to meet OB and revenue numbers.
- Construct & present the best fit Optimized solutions to customers based on their business requirement.
- Build strong coalition at C-level connect and mapped all stakeholders.
- Expertise in handling Green Field & Brown Field projects.
- Increase technical and industry acumen delivering innovative ideas to accelerate customer success in proposed solution.
- Manage account ownership to ensure contract streamlining, timely delivery, revenue, collection and to coordinate with projects/products/solutions/support to ensure meeting customer expectation.
- Increase account profitability and address existing issues of customer to increase account traction.
- Stitching the Sizable RFP's by incorporating defined parameters in PQ & TQ criteria's and adding Specs of the aligned OEM to increase the deal winning probability.
- Involved in preparation of techno-commercial proposals, tender bid submissions and primary response to RFQ/RFI.
- Customer Relationship Management–ensuring customer's issues resolution; regular meetings with key stakeholders.
- Strong OEM Relationship and managing relationship with Consultant and partners.
- Enhance overall Account Profitability through consultative selling, Cross Selling and upselling business opportunities.
Sr Account Manager- Govt Business
WIPRO LIMITED
04.2016 - 03.2020
- Managing entire portfolio of Wipro for set of Strategic Government accounts i.e MEITY, Min of Railways, Min of Finance, PSU for Product & Service Sales in North region.
- Ensuring Quarter on Quarter Sales Target through healthy Funnel/ CRM Management.
- Construct & present best fit Optimized solutions to customers based on their business requirement.
- Responsible for Customer Interaction, Business Forecasting, Account Mapping and Technical Consultation encompassing all lines of business i.e. Network, Server, Storage, Security, Voice, Data Center Support, Managed Services Support.
- Single point of ownership to strategic Government/Corporate accounts and engage in relationship management with all stakeholders.
- Build coalition of support at C-level connect with strategic customers.
- Increase technical and industry acumen delivering innovative ideas to accelerate customer success in proposed solution.
- Handling all the escalations & transactions pertaining to contracting, delivery issues, ensuring timely OEM backlining etc.
- Seeding new opportunities by assisting customers while they are drafting RFP's/ RFQ's with help of Technology partners and internal technical teams.
- Identify and map accounts from organization point of view and unearth their latent.
- Handling entire sales cycle from Lead Generation to PO generation.
- Enhance overall account profitability with help of run rate business and relationship management.
- Develop and Maintain personal rapport in Corporate Accounts across entire hierarchy level.
- Identifying and exploring new business opportunities & mining existing clients to generate more profitable business.
- Responsible for Monthly & Quarterly projection and execution of sales targets.
- Involved in regular tracking of client activities, providing valuable inputs for project, quality enhancement and fine tuning.
- Administering complete sales life cycle ensuring effective track of opportunities, timely and effective closure of buying decision and proactive follow up for continued business.
- Understanding and analysis client issues and their impact on business; tracking to get them resolved within SLA.
- Involved in preparation of techno-commercial proposals, tender bid submissions and primary response to RFQ/RFI.
- Account Management – Run-rate business based on existing account potential.
- Business Development - expanding into new business units within assigned territory and establishing long term business relationships with key stakeholders.
- Customer Relationship Management–ensuring customer's issues resolution; regular meetings with key stakeholders.
- Vendor management – good relationship with OEMs.
Business Development Manager- Govt & Enterprise Sales
Team Computers Pvt Ltd
07.2014 - 03.2016
- Key Account Management & IT Services Consultancy.
- Business development & nurturing large opportunities for Services, Solution & Product Sales.
- Ensuring the Quarter on Quarter Sales Target through healthy Funnel/ CRM Management.
- Sales & Revenue forecast and enablement.
- IT Consultancy to Customers on IT road map & various support model On Site/ Remote Support & Hybrid Support.
- Construct & present the best fit Optimized solutions on IT Services Portfolio i.e Managed IT Services, AMC Support Services for Servers & storage, Automation Tools, Professional Services, IT Augmentation Services to customers based on their Policies & requirement.
- Competition Analysis & create Go to market strategy in line with it.
- CXO level interaction, consultancy & presentation to ensure and gage the mind share.
- Sizing & Solutioning of Managed Services proposals and ensure right solutions & healthy preposition for customers.
- Looking after Corporate & Government vertical for infrastructure services.
Sr. Executive- Govt & Enterprise Sales
HCL Services Ltd
05.2013 - 06.2014
- Acquired & Managed various new customers in Enterprise & Govt segment for IT Services & Product.
- Business in different Business verticals & also ensured the new initiatives covering the entire HCL IT bucket for High End Solutions & Services offered.
- Managing end to end Services portfolio for customers and ensuring the overall Sales target throughout year.
- Hunting & Farming for Strategic Accounts for more business opportunities.
- Business development in Strategic Accounts.
- Cold Calling & hunting for more business prospects.
- Responsible for Complete Sales like- Interacting with key stake holders, Designing cost effective solution along with techno-commercial proposal after understanding complete IT Infrastructure requirement and maintaining post sales relationship.
- Solution Designing for all business models i.e onsite, oncall, Hybrid & Remote support.
- Visiting Accounts and giving complete company presentation with area expertise and value adds that best fit their business requirement.
- Understanding and identifying pain areas of GM & IT Manager.
- Map the key official in IT & Finance department to take the decision.
- Proficient at analyzing market trends to provide critical inputs for business development initiatives.
- Insightful experience in implementing, operation & support functions for new assignment or project in Managed services – Remote/Onsite/Hybrid models, FMS & AMC – break-fix support services.
- Generating big deals along with run rate business.
- An Out-of-the-Box Thinker with a proven track record of increasing profitability, streamlining workflow and creating a teamwork environment.
Executive -IT Services Sales
Accel Frontline Ltd
09.2011 - 04.2013
- Promoting the IT services Sales like Managed IT Services, Maintenance Services, Professional Services, RIM Support, SUN Support Services, Data Center Support etc for Delhi/NCR region.
- Developing and managing accounts to achieve business & organization results while ensuring customer satisfaction.
- Responsible for hunting new logo's by doing cold calls and giving presentations.
- Short listing prospects by doing secondary analysis and cold calling. Visiting prospect and giving company presentations along with sensing opportunity.
- Interaction with VP's/ GM/ Manager's/ Decision maker's at client side to understand their business requirements and existing pain areas.
- Creating techno-commercial proposal, presentations and RFP responses that best suits their business requirement with value adds.
- Creating technical bid & commercial bid documents for Govt/PSU tender.
- Developing and executing successful sales and marketing strategies through complete account mapping, creating strong relationships with prospects and customers at all levels including top management.
- Providing timely feedback to senior management regarding account status.
- Successfully established relationships and generated leads of Major FMCG, Hospitality & Telecom Giants for Accel Frontline Ltd.
- Generated business worth 1.5 crore for Managed Services.
Management Trainee- IT Services Sales
PCS Technology Ltd
11.2010 - 09.2011
- Searching out the prospects.
- Cold calling & visiting the prospects and then short list the prospects based on the requirements.
- Presentation on the various offerings of PCS Technology Ltd.
Education
B.E - Electronics And Communication Engineering
Kautilya Inst. of Tech & Engineering
06.2008
Master of Business Administration - Marketing
Pondicherry University
06.2011
PGDBM - Marketing & IT
NIIM-SBA Founded By NIILM-CMS
01.2011
Skills
- Large Account Management
- Customer Relationship Management
- Self Motivated and Result Oriented
- Skilled in convincing
- Persuading and Closing Large Deals
- Business Development and Farming
- Revenue Growth planning
- Designing Sales Strategies
- Proven Track Record in Exceeding Target
Certification
AWS Business Professional Certificate
Accomplishments
- Got Four times Prestigious 'Achievers Club Award' for outstanding performance in Airtel with 250% OB and 150% Revenue achievement in FY 2020-21, FY 2021-22, FY 2023-24, FY 2024-25.
- The Legend Award in FY 2024-25 for outstanding performance.
- 3 Times best deal of the Quarter Award.
- Got Star Performer Award 2 times in Wipro- H2 FY 2016-17 and Q1 FY 2017-18.
Affiliations
- Expertize in building strong & cohesive bond with key stakeholders.
- Strong Sales Acumen in driving large deals with very good conversion ratio.
- Excellence in building key accounts from scratch to 100 MN+ through business ideas.
Interests
Swimming
Listening music
Travelling
Making Friends
Reading about new technology
Timeline
Management Development Program from IIM Indore, Sept 2022 to Aug 2023
08-2023
Deputy General Manager- Govt Sales
Bharti Airtel Ltd
03.2020 - Current
AWS Business Professional Certificate
04-2019
Sr Account Manager- Govt Business
WIPRO LIMITED
04.2016 - 03.2020
Business Development Manager- Govt & Enterprise Sales
Team Computers Pvt Ltd
07.2014 - 03.2016
Sr. Executive- Govt & Enterprise Sales
HCL Services Ltd
05.2013 - 06.2014
Executive -IT Services Sales
Accel Frontline Ltd
09.2011 - 04.2013
Management Trainee- IT Services Sales
PCS Technology Ltd
11.2010 - 09.2011
Master of Business Administration - Marketing
Pondicherry University
PGDBM - Marketing & IT
NIIM-SBA Founded By NIILM-CMS
B.E - Electronics And Communication Engineering
Kautilya Inst. of Tech & Engineering