Shahnawaz Khan

• Led customer acquisition and revenue growth for SD-WAN solutions across India
• Developed and managed partnerships with major system integrators
• Delivered technical presentations, RFP analysis, BOQs, and end-to-end proposal handling
• Managed full sales cycle: prospecting to closure and post-sales support
• Built strong key account relationships and maintained robust sales pipeline
• Trained partners on FatPipe's patented technologies to boost adoption and sales

• Led a sales team managing key accounts and acquiring new clients for IT infrastructure and services
• Developed GTM strategies in collaboration with OEMs and partners to deliver joint value propositions
• Directed end-to-end proposal lifecycle: RFP analysis, solution sizing, BOQs, technical/commercial compliance, and contract closure
• Coordinated with internal solution architects and external OEMs to design and position tailored solutions
• Extensive experience handling large deals, multi-line service bids, and complex enterprise/government RFPs
• Maintained strong industry connections and engaged regularly with senior stakeholders and technology partners
• Built and maintained a robust opportunity pipeline while mentoring and guiding team members toward sales targets

Sales Leadership | Telecom | Enterprise & ISP Accounts | Team Management | Revenue Growth

Reliance Communications Ltd. / GCX – Sr. Manager to Assistant General Manager (Oct 2008 – May 2019)
Progressive growth across roles, leading direct and channel sales, large enterprise accounts, and ISP verticals

• Senior Manager – Global Enterprise Business (2008–2011)
  Led direct & channel sales for MPLS, Dedicated Internet, Voice, Video, and Data Centre (IDC) services
  Acquired and retained high-revenue enterprise accounts, driving consistent YoY revenue growth
  Awarded National Enterprise Excellence Award in first quarter for top performance
  Achieved 90–100% of quarterly and annual sales targets
• Asst. General Manager – Enterprise Sales (2011–2015):
  Built and managed a sales team (4–6 KAMs, CRMs & PDMs) for large enterprise and ISP verticals
  Spearheaded new business acquisition, key account management, and partner/channel development
  Delivered consistent revenue growth across multiple verticals
• Team Lead – Farming Team (2015–2016):
  Led one of Mumbai’s top-performing enterprise farming teams
  Recognized as Best Performing Team Lead (GAM) in the Mumbai circle
  Drove incremental revenue, customer retention, and upsell/cross-sell initiatives
• AGM – Enterprise & SME Sales (2016–2019):
  Managed new enterprise acquisition, SME direct sales, channel development, and ISP vertical
  Led strategic growth initiatives across multiple segments with strong focus on customer success.

At HCL Infosystems, managed a 360-degree portfolio of multi-brand technology products and business-aligned IT services across traditional and emerging technologies.

• Identified new business opportunities, tracked competitor strategies, and contributed to product and go-to-market improvements.
• Handled key enterprise accounts, ensured on-time service delivery, and maintained high customer satisfaction to drive repeat business.
• Oversaw customer credit management and ensured timely payment collections.
• Coordinated with project and commercial teams to ensure timely project execution.
• Led a team of five Key Account and Customer Relationship Managers; drove performance, motivation, and team efficiency to meet business targets.
• Actively explored new market opportunities and supported successful product launches.

• Mapping and Generating new major accounts under IT/ ITES vertical, and provide complete IT infrastructure solutions to the customer, Collection of outstanding payment.
• Attending seminars to understand the new product development and explore the business opportunities to maximize the sales revenues.
• Conduct competitor's analysis by keeping abreast of marketing trends and competitors move.
• Coordinating with various principals & vendors get aggressive price for maximum margin in each deal.

• Mapping and generating major new accounts and explore new business opportunity through existing accounts to increase the sales volume.
• Analyze & review the market response/ requirements.
• Identifying customer requirements, suggest appropriate solutions to the client building healthy relationships with clients ensuring maximum customer satisfaction, coordinating with principal companies to achieve efficiency in all aspects of the customer service delivery cycle, ensuring timely delivery of products.
• Monitoring outstanding payments to collect on time.
• Attending seminars to understand the new product development and explore the business opportunities to maximize the sales revenues, Develop relationship with key decision maker in target organization for business developments.
• Evolve market segmentation & penetration strategies to achieve targets, Preparing daily and monthly sales reports.

Worked with India’s 2nd largest ISO 9001 & 14001 certified PC company with over ₹300 Cr in revenue, 35 branches nationwide, and a robust network of 700+ channel partners.

• Developed and managed key enterprise accounts, ensuring repeat business through strong client relationship management.
• Handled techno-commercial negotiations, deal finalizations, and managed government tender inquiries.
• Identified client requirements and recommended tailored IT solutions, ensuring customer satisfaction and loyalty.
• Led credit control efforts and ensured timely payment collections from the market.
• Collaborated with cross-functional teams (manufacturing, logistics, finance, and service) for seamless order execution and after-sales support.
• Conducted competitor analysis and provided market insights to improve sales strategies.
• Supervised and mentored a team of three Marketing Executives to achieve sales and customer engagement targets.

• Direct selling of electronic security systems to corporate & residential segments.
• Market survey, segmentation & client identification, Suggestions of better configuration for the installation of the systems to provide maximum security to the customers, Collection of Payments.
• Organized road shows exhibition to increase the sales volume, simultaneously finding potential market.
• Supervision of newly recruited sales executives to meet their target.