Sankuman Dey
Sales and Business Development, Account Management
Summary
Dynamic Senior Account Manager with a proven track record at excelling in account management and new business development. Expert in leading teams to achieve significant revenue growth, fostering collaboration, and delivering tailored solutions. Recognized for achieving >$1 million in new sales while recruiting and mentoring junior staff to enhance their skills.
Overview
18
18
years of professional experience
3
3
Languages
Work History
SENIOR ACCOUNT MANAGER - PRODUCTS & SERVICES
Prime Focus Technologies
04.2021 - 10.2024
- Key Account Management through strategic upselling and cross-selling initiatives to existing logos (MGM Studios, Lucasfilm, Relativity Media, Sun TV, Zee Entertainment etc).
- Recruited and mentored a team of SDRs and Junior Account Managers, fostering their professional growth and skills development within the company.
- Delivered customized sales presentations and pitches to clients (as per their roles and responsibilities), upper management, and team members.
- Developed deep knowledge of customer businesses and strategies to align PFT products and services.
- Achieved target of $1 mill out of $1.3 mill new sales target.
- Recruit, Train & Manage a small team to help find new opportunities.
Team Lead and Senior Account Manager
FusionCharts Inc
03.2018 - 03.2020
- Recruited and Lead the team of 5 for Enterprise Sales globally required to achieve a target of US $1 million per year from NCNR (New Customer New Revenue).
- Individually responsible to manage Top 200 customers to ensure renewals and minimize churn rate. Ensure a renewal of US $0.8 million and ECNR (Existing Customer New Revenue) of US $1 million.
- Account Farming and Planning for Top 50 customers which included several Fortune 500's.
- Trained new team members by relaying information on sales procedures and job requirements.
- Conducted regular progress reviews with individual team members to identify areas for improvement and provide guidance on career development opportunities.
- Coordinated across different functional teams (Pre sales, Tech Support, Partner Managers, Dev, QA. HR etc.) for successful project execution while maintaining strong collaboration among team members.
- Established clear performance metrics for the team which helped in tracking progress towards set targets effectively.
SENIOR BUSINESS MANAGER (FINTECH BUSINESS)
Indus Net Technologies
08.2017 - 02.2018
- Expanded company presence in the EU market with special focus on the Fintech businesses in the UK.
- Enhanced company growth by identifying new market opportunities and developing strategic partnerships with Consultants.
- Fostered a culture of continuous improvement by promoting best practices in process optimization, quality assurance, and innovation.
- Built strong relationships with key stakeholders to facilitate collaboration across departments for optimal business results.
- Created, managed, and executed business plan and communicated company vision and objectives to motivate teams.
- Oversaw and improved deliveries through proactive coordination of daily operations.
STRATEGIC GROWTH MANAGER - ICT
Markets And Markets
06.2017 - 08.2017
- Drove sales growth by refining lead generation tactics.
- Coached and mentored high-achieving SDR's and account management employees to generate meetings and qualified leads.
- Demonstrated products/market research reports to show potential benefits and advantages and encourage custom research.
- Prepared sales presentations for clients showing future trends, GTM strategies and credibility of market reports.
- Targeted prospects include Johnson Controls, Honeywell, Hitachi, Emerson and Schneider Electric.
SENIOR ACCOUNT MANAGER
FusionCharts Inc
10.2010 - 05.2017
- Sold new products and services and developed new accounts to maximize revenue potential.
- Account Management for Top 100 customers out of 30K+ customers including several Fortune 500's (SAP, Adobe, Cisco, Huawei, IBM, Symantec, Progress Software, BMC etc.)
- Expanded market share by identifying new business opportunities and securing high-value accounts.
- Streamlined account management processes, improving overall efficiency and productivity.
- Coordinated efforts across teams to ensure seamless delivery of products and services to clients.
- Achieved or exceeded company-defined sales quotas quarter on quarter.
- Negotiated prices, terms of sales and service agreements.
- Selected correct products based on customer needs, business vertical and reporting requirements.
SENIOR ACCOUNT MANAGER
Soffront Software
05.2006 - 06.2010
- Increased revenue for the company through strategic upselling and cross-selling initiatives of SaaS CRM product with multiple modules.
- Mentored junior account managers, fostering their professional growth and skills development within the company.
- Negotiated favorable contract terms with suppliers/vendors on behalf of clients while maintaining strong relationships with them at the same time.
- Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
- Developed long-lasting client relationships by providing exceptional customer service and support.
- Developed deep knowledge of customer businesses and relationship to company objectives.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
Education
MBA - Marketing Management
EIILM-Kolkata
Kolkata, India 04.2001 -
Bachelor of Commerce - Commerce
Acharya Girish Chandra Bose College
Kolkata 04.2001 -
High School Diploma -
Ashok Hall Senior Secondary School
Kolkata 04.2001 -
All India Secondary School Examination (AISSE) - Xth Standard
Annex Convent School
Kolkata 04.2001 -
Skills
Account management
Team Management
Teamwork and collaboration
New Business Development
Inside Sales Team Management
Timeline
SENIOR ACCOUNT MANAGER - PRODUCTS & SERVICES
Prime Focus Technologies
04.2021 - 10.2024
Team Lead and Senior Account Manager
FusionCharts Inc
03.2018 - 03.2020
SENIOR BUSINESS MANAGER (FINTECH BUSINESS)
Indus Net Technologies
08.2017 - 02.2018
STRATEGIC GROWTH MANAGER - ICT
Markets And Markets
06.2017 - 08.2017
SENIOR ACCOUNT MANAGER
FusionCharts Inc
10.2010 - 05.2017
SENIOR ACCOUNT MANAGER
Soffront Software
05.2006 - 06.2010
MBA - Marketing Management
EIILM-Kolkata
04.2001 -
Bachelor of Commerce - Commerce
Acharya Girish Chandra Bose College
04.2001 -
High School Diploma -
Ashok Hall Senior Secondary School
04.2001 -
All India Secondary School Examination (AISSE) - Xth Standard
Annex Convent School
04.2001 -
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