Shabeer Mohamed Kozhakkaniyil
Senior Sales Director
Bangalore
Summary
A Motivational Sales Leader who inspires loyalty and peak performance from his team to deliver continuous results. An Impactful and Transformative Business Leader who leverages the internal and external ecosystem, demonstrates matrix leadership and has exposure to both Enterprise and Commercial segment across AP Market. An Innovative Cloud and Solutions Sales Leader with exposure to High Impact Sales Situations across verticals involving technologies like Digital Native, Born on the Cloud, Micro Services, GenAI, Cloud, Analytics, BPM, IOT, DevOps, Security.
Overview
30
30
years of professional experience
8
8
years of post-secondary education
5
5
Certifications
4
4
Languages
Work History
Senior Sales Director - Tech Cloud (South)
Oracle
06.2024 - Current
- I am currently in charge and responsible for the entire Cloud Infrastructure business for Oracle for the entire South India
- This includes both Enterprise and Mid-Market
- My team is responsible for Sales and Customer life-cycle management across Oracle's Cloud Infrastructure’s IAAS and PAAS offerings
- Doubled the Business (Booking Revenue) over last year and grew the Consumption revenue by 70%
- Worked with the team and led in closing marquee deals and strategic engagements at clients like NAVI, KreditBee, Titan, Wipro, Toyota Financials, GATI just to name a few
Senior Sales Director and Country Sales Head – Tech Cloud (Mid-Market)
Oracle
08.2019 - 05.2020
- In this role, I was in charge and responsible for the entire Cloud Infrastructure business for Oracle across Commercial Segment and Digital Native customers in the country (India)
- My team was responsible for Sales and Customer life-cycle management across Oracle's Cloud Infrastructure’s IAAS and PAAS offerings
- Grew the Business nearly 10x from FY 2021 to 2024 in three years
- Worked with the team and led in closing marquee deals and strategic engagements at clients like Sharechat, BharatPe, Polycab, Panasonic, Allana, Convin, Exotel, Trend Micro, Aavaas Home Finance, Capri Global, Unico Global, Utkarsh Bank, Unity SF Bank, Shivalik SF Bank, NJ Group, Ecom Express just to name a few
- Consistently above budget for all the three years and part of the President’s Club Honourees for 2022
Sales Director - Cloud Computing (West)
Oracle
08.2019 - 05.2020
- In this role, I was heading the Cloud Computing Business for Oracle Mid-Market business in West India
- For FY 2020, I had the opportunity to lead the Oracle Cloud Platform Mid-Market Sales Team for West India (Maharashtra, Gujarat & Goa)
- My team was responsible for the Cloud Platform Business spanning across Oracle's License, Cloud and Engineered Systems offerings
- Close the Year at 120% of Revenue Budget Achievement for the region and was part of the 100% Club Honourees
- Worked with the team and led in closing marquee deals and strategic engagements at clients like The Hindu Group, EdgeQ, Career Launcher, DrishtiSoft, Forbes Marshall, Sigma Electric, Upgrad Campus just to name a few
Associate Director – APAC SALES – Watson Customer Engagement
IBM
07.2016 - 06.2018
- Manage and provide leadership for the Watson Customer Engagement (WCE) Offerings Business/Division in IBM for its Asia Pacific Commercial Segment
- Revenue, Market share and Customer Satisfaction for WCE offerings across Asia Pacific (ANZ, India/SA, Korea and ASEAN)
- Manage and drive revenue through a team of sellers across different countries
- Offering Management, Program Management, Sales Strategy
- Portfolio of solutions include Watson Marketing, Watson Commerce, Watson Supply Chain
- Consistently Achieved Budget and High Double-Digit Revenue Growth in the SAAS business over the last five quarters
- 2016 HPC Honouree
COUNTRY SALES LEADER – ANNUITY BUSINESS (SOFTWARE GROUP)
IBM
01.2011 - 06.2016
- Drive the IBM India Software Stream Revenue Business that includes Software Subscription and support (S&S), Annual Maintenance and XAAS Contracts
- Manage a Team of Dedicated Professionals who are goaled on renewing Software Subscription and Support and SAAS Extension Contracts
- Work with the Marketing and Channel team to effectively use the various routes to market to enhance Sales
- Improve the Deployment and RRR in the Top 10 / ELA Accounts by facilitating early and Deep Interlock between Brand, Technical and & S&S team to address deployment issues prior to renewal negotiations
- Maintain YOY uplifts on Annuity Renewals, ensuring the value on the products and Version to Version upgrades verses cost of maintenance contracts
- Ensure High Double-Digit Growth for the overall Country Annuity Revenue and Signings
- Quadrupled the Business during the tenure and ensured less than 5% employee attrition
- Consistently Achieved Budget and High Double-Digit Revenue Growth over the last five years
- Won the Distinction of being the Highest Performing Region in the GMU/AP For three successive quarters Q3 2013 to Q1 2014
- 2012 Sales Eminence Award Winner
- HPC Honouree for 2012 and 2015
MANAGER - COUNTRY SALES OPERATIONS (SOFTWARE GROUP)
IBM
01.2009 - 12.2010
- Be the focal point for Sales Operations to India/SA SWG Operations Leader and the BUE and Facilitate the team to meet and exceed the Profit and Revenue Budget for the Country/Geo
- Work along with the CRM Operations team to Manage the Opportunity management & data quality metrices, lead Siebel adoption & reporting in SWG
- Ensure business integrity in everything we do, with strong tone at the top, enforcing a zero-tolerance environment and no violations of IBM business conduct guidelines
- Maintain our Satisfactory Business Controls Posture
- Manage the Opportunity to Order Process together with Customer Support Operations
- Continue to drive the division’s operational excellence through ongoing focus on disciplined execution and high performance culture
SOFTWARE CLIENT LEADER
IBM
05.2005 - 12.2008
- Company Overview: IBM Software Group is the World’s Largest Middleware Company and the second largest Software Solutions Company
- The profile involved responsibility for managing a set of Large Strategic accounts and driving IBM Software Sales into the same
- IBM Software Group is the World’s Largest Middleware Company and the second largest Software Solutions Company
- During the tenure, gained In-depth exposure and Extensive experience in Conceptualizing and Front-Ending Complex Solutions
- Rookie of the year Award 2006 – Software Group
- Outstanding Performance Award Winner – 2006, 2007 and 2008
- IBM Bravo Award Winner 2005, 2006, 2007 and 2008
- HPC Honouree 2005 and 2007
- IBM Sales Mastery level II Professional
BUSINESS MANAGER
Novell
12.2003 - 05.2005
- Company Overview: Novell is the leading provider of information solutions that deliver secure identity management, web application development and cross-platform networking services
- The Job involves handling Product/Solution Sales (to the Academic Segment) and Channel Partner/Reseller Development for South India
- Novell is the leading provider of information solutions that deliver secure identity management, web application development and cross-platform networking services
- Consistently achieved more than 100% targets throughout the last year
- Achieved 210% of targets during Last quarter (Novell Q2 – May-July 2004)
- Recipient of Novell's Outstanding Performance Award for the year 2004
BUSINESS MANAGER
APTECH Limited
02.2001 - 12.2003
- Company Overview: APTECH Limited is the leading IT Education Solutions provider in the Country who has got presence in 52 Countries across the globe
- The Job involves handling Sales, and large accounts for the Institutional Business Division of APTECH’s End-to-End Learning and other IT Solutions
- APTECH Limited is the leading IT Education Solutions provider in the Country who has got presence in 52 Countries across the globe
- Consistently achieved targets based on Bookings, Billings and Collections
- Was able to break into large accounts in various segments and generate repeat business
BUSINESS DEVELOPMENT OFFICER
KALKI
03.1999 - 02.2001
- Job responsibilities include Marketing/Business Development activities like client interactions (client calls, product demos, Company presentations), preparing proposals/write-ups/white papers, negotiations, collections, promotional programs
- Was able to penetrate the market for the Desktop Version of the product and achieve market domination/leadership
- Consistently achieved Product Sales in terms of Licenses and client base
MARKETING EXECUTIVE
GREENROSE COMPUTER SERVICES (P) LTD.
03.1998 - 03.1999
- Company Overview: WIPRO INFOTECH LTD
- Authorized Service Franchisee
- The job involved selling of Wipro’s range of branded IT services like Wipro Comfort, Wipro ManageIT, Wipro proserv, Wipro Year 2000 program as well as Networking services by Greenrose
- WIPRO INFOTECH LTD
- Authorized Service Franchisee
PLANT ENGINEER
WELLWORTH PLASTICS & CHEMICALS
01.1995 - 11.1995
- Job responsibilities included Production scheduling, Inventory management, Supervising order processing and despatch
Education
M.B.A - MARKETING
MAHATMA GANDHI UNIVERSITY
01.1996 - 02.1998
B-TECH - MECHANICAL STREAM – PRODUCTION
UNIVERSITY OF KERALA
10.1990 - 11.1994
PRE - DEGREE - FIRST GROUP (PHYSICS, CHEMISTRY & MATHEMATICS)
MAHATMA GANDHI UNIVERSITY
07.1988 - 03.1990
S.S.L.C - undefined
DEPT. OF GENERAL EDUCATION, KERALA STATE
Skills
Major Client Engagements
Strategic Enterprise Sales
Advanced Negotiation Skills
Mid-Market Partnerships
Contract Negotiation
Sales Presentation Development
Team Leadership
Cross-Functional Collaboration / Matrix Management
Solution Selling / Technology Sales
Cloud/SAAS/PAAS/Hybrid Cloud
Certification
IBM Sales Mastery level II Professional
Personal Information
- Date of Birth: 09/06/72
- Gender: Male
- Marital Status: Married
Profile Snapshot
A Motivational Sales Leader who inspires loyalty and peak performance from his team to deliver continuous results. An Impactful and Transformative Business Leader who leverages the internal and external ecosystem, demonstrates matrix leadership and has exposure to both Enterprise and Commercial segment across AP Market. An Innovative Cloud and Solutions Sales Leader with exposure to High Impact Sales Situations across verticals involving technologies like Digital Native, Born on the Cloud, Micro Services, GenAI, Cloud, Analytics, BPM, IOT, DevOps, Security.
Timeline
Senior Sales Director - Tech Cloud (South)
Oracle
06.2024 - Current
Senior Sales Director and Country Sales Head – Tech Cloud (Mid-Market)
Oracle
08.2019 - 05.2020
Sales Director - Cloud Computing (West)
Oracle
08.2019 - 05.2020
Associate Director – APAC SALES – Watson Customer Engagement
IBM
07.2016 - 06.2018
COUNTRY SALES LEADER – ANNUITY BUSINESS (SOFTWARE GROUP)
IBM
01.2011 - 06.2016
MANAGER - COUNTRY SALES OPERATIONS (SOFTWARE GROUP)
IBM
01.2009 - 12.2010
SOFTWARE CLIENT LEADER
IBM
05.2005 - 12.2008
BUSINESS MANAGER
Novell
12.2003 - 05.2005
BUSINESS MANAGER
APTECH Limited
02.2001 - 12.2003
BUSINESS DEVELOPMENT OFFICER
KALKI
03.1999 - 02.2001
MARKETING EXECUTIVE
GREENROSE COMPUTER SERVICES (P) LTD.
03.1998 - 03.1999
M.B.A - MARKETING
MAHATMA GANDHI UNIVERSITY
01.1996 - 02.1998
PLANT ENGINEER
WELLWORTH PLASTICS & CHEMICALS
01.1995 - 11.1995
B-TECH - MECHANICAL STREAM – PRODUCTION
UNIVERSITY OF KERALA
10.1990 - 11.1994
PRE - DEGREE - FIRST GROUP (PHYSICS, CHEMISTRY & MATHEMATICS)
MAHATMA GANDHI UNIVERSITY
07.1988 - 03.1990
S.S.L.C - undefined
DEPT. OF GENERAL EDUCATION, KERALA STATE