Reading Books, Watching Movies, Playing and watching Cricket
SHAIK BABA KHADAR VALI
Seasonal business leader in Cyber security, Cloud, Data center and Telecom Vertical
HYDERABAD
Summary
PGDBM from Bharathidasan Institute of Management, BE from MJCET with an extensive 18-year background at managing large teams in Cyber Security, Cloud, Data Center, Telecom, and ITES verticals
Overview
19
19
years of professional experience
16
16
years of post-secondary education
2
2
Languages
Work History
Major Account Manager-South India Region-Service Provider Business
Fortinet Technologies India Pvt Ltd
HYDERABAD
03.2023 - Current
- Working with Fortinet Technologies India Pvt Ltd as a Major Account Manager-South India Region-Service Provider and MSSP Business
- Managing a portfolio of 170 Cr INR from four Service Provider and MSSP accounts by cross selling and up selling Secure Networking, Cloud Security, ZTA, Threat Intelligence, NOC and SOC services
- Responsible for Customer Life Cycle Management, Churn Prevention and renewals of the service provider accounts in South India Region with the pre sale team, TAC team, Product team, Renewals team and Channels team
- Designing and implementing the GTM strategies in the allocated set of accounts
- Designing enablement sessions to stake holders with the necessary knowledge, skills and resources
- Executed multimillion dollar enterprise agreement contacts with the existing customers
- Achieved 140% of quota for the year 2023 and 125% quote in 2024
- Doubled the revenue from 85 cr to 170 cr in a span of two years
- Won the Platform Pioneer award in Cloud Vertical at Fortinet Forward SAARC 2024 event
Regional Manager
Quick Heal Technologies Ltd
HYDERABAD
08.2021 - 03.2023
- Working with Quick Heal Technologies (Seqrite) as a Regional Manager for AP and Telangana Region
- Leading a team of 5 Account Managers, Service Delivery Lead, Pre-Sales Lead and 150 Channel Partners to drive an acquisition target of 15 Cr INR
- Responsible for Customer Life Cycle Management, Churn Prevention and renewals of 2000 accounts with a team of Service Delivery Lead, 3 Service Delivery Managers and 150 Channel Partners
- Managing a portfolio of 25 Cr INR from 2500 accounts by cross selling and upselling EPS, EDR, XDR, ZTUA, DLP, MDM, L7 Defense, Cloudwize, UTM, VAPT, SOC etc
- Tripled the active channel partners count from 50 to 150 and achieved 2X growth (1.25 Cr INR per month) on the acquisition numbers
- Strategized and implemented quarterly incentive schemes, engagement activities for Channel Partners which led to 100% increase in acquisition revenue
- Spearheaded the new product launches (Pure id, EDR, XDR, ZTUA) by organizing the CIO Events and Channel Partner events
Senior Manager
Bharti Airtel Ltd
HYDERABAD
08.2013 - 08.2021
- Working with Bharti Airtel as a Zonal Sales Manager for the IT, Telecom, IOT, M2M, Managed Cyber Security Solutions, Cloud Solutions (IAAS, PAAS, SAAS) with AWS, GCP, Microsoft Azure and Data Centre Solutions
- Leading a team of 6 TSMs and 120 Account Managers (Indirect reportees) to drive a revenue target of 300 Cr INR
- Responsible for Collections, Service delivery and Churn reduction of 4500 accounts with a team of 5 Project Managers, 3 Service Delivery Managers and 75 RMs
- Ideated one Airtel GTM organizational structure that has increased the productivity of TSMs by 50% annually
- The same has been replicated across India
- Managing a portfolio of 250 Cr INR from 4500 accounts and an acquisition target of 50 Cr INR per year on all LOB’s
- Through various special projects doubled the annual revenues from 100 Cr INR to 200 Cr INR in a span of two years
- Increased the Channel Partners ROI by 200% by facilitating them to sell high value products and services
- Strategized and implemented daily, monthly incentive schemes, quarterly R&R events for Channel Partner which led to 25% increase in acquisition revenue
- By working with the network team, establish a new vertical of ISP and LOC business, this vertical has generated an additional revenue of 50 cr INR per annum
- Initiated project Red Carpet to provide exceptional onboarding experience to new customers, this has reduced network complaints by 90%
- Part of the core group that has developed (konnect App) sales force automation tool, this has increased the efficiency and accountability by 90%
- Increased 25% of revenue from existing accounts by organizing, Leadership connect events, CXO Events @ Airtel Marathon
- Winner of “The Achievers Club” contest (Sole Business Unit across pan India)
- Got Promoted to Manager in 2016 and to Senior Manager in 2018 by clearing the panel interview
- Secured outstanding performance rating (One among 40 people) in 2015, 2017 & 2018 and Strong Performance (three of 40 people) in 2016, 2019 and 2020
- Sole recipient of Best Data Account Manager for 4 consecutive years in AP-TG circle
- Recipient of Best People Manager and Zonal Sales Manager award in AP-TG circle
Manager - Major and Strategic Accounts
Reliance Communications Ltd
HYDERABAD
09.2011 - 08.2013
- Generated additional revenue of 90 Mn INR (150% Of Target) from the assigned set of 50 Major and Strategic Accounts
- Sole recipient of Best Account Manager Award for two consecutive quarters in AP Circle
- (2012 – 2013)
Business Development Manager
Tata Interactive Systems
HYDERABAD
01.2011 - 09.2011
- Provide e-learning and ICT solutions to the education Institutes in AP and TG
- Conceptualized the process of alliances with local vendors for faster implementation of solutions
Business Development Manager
3i-infotech Ltd
HYDERABAD
07.2010 - 12.2010
- Business Development of FDMS, AMLOCK, Core Banking, Capital Markets Software Products & Services in APAC region
- Developed indirect channels in APAC region
Marketing Manager
Career Launcher (For Sri Vidya Associates)
HYDERABAD
07.2007 - 05.2009
- Drive sales through marketing/branding activities by leading a team of 6 BDM s
- Got the best franchise award for highest revenue growth of 35 % in South India in 2008
WFM Analyst
Nipuna Services Ltd
HYDERABAD
08.2006 - 07.2007
- Optimized the productivity of 400 Associates of Verizon client at Hyderabad Location
- Increased the productivity of the employees by 20% in Q2 of 2007 by routing the call flow to Hyderabad BU
CSA
Dell International Services
HYDERABAD
12.2005 - 08.2006
- To resolve B2B Customer issues for North America Region at ABUCC Unit
- Was consistently ranked in top 5% of the employees (Out of 200) in the quarterly rankings
Education
PGDBM - Marketing
Bharathidasan Institute of Management
Bangalore 05.2009 - 07.2010
Bachelor of Engineering - Mechanical
MJCET
Hyderabad 07.2002 - 04.2006
High School Diploma -
Little Flower Junior College
Hyderabad 07.1999 - 01.2001
Some College (No Degree) - SSC (State Board)
Dr. Zaheer Memorial High School
Hyderabad 06.1989 - 04.1999
Skills
Account management
Team leadership
Data-driven decision making
Strategic planning
Client engagement
Customer engagement
Performance tracking
Customer Relationship m
Organizationalproject
Step-Up SMB Business in B-Class Towns, To double the Channel’s Infra, provide 2.5X growth of new account penetration & reduce churn by 50%., Increased revenue by 4X in Tire 2 and Tire 3 cities (2 Mn to 8 Mn per month) by augmenting infra by 2X., Project has been replicated across India., 01/2019 - 03/2019
Extracurricularachievements
Won 1st prize in Hydra-Marketing event at USHUS-09 held at Christ University Institute of Management., 2009, Stood 3rd among the batch of 45 students at Bharathidasan Institute of Management, Bangalore., 2010, President of the Organizing Committee, ADSOPHOS-2005, a techno fest held at MUFFAKHAM JAH College of Engineering and Technology., 2005, Active member of the organizing committee of SKO and ECF events at Airtel., 2017-2021
Others
Playing Cricket, Captain of the winning team of Airtel Premier League in 2016, 2018 and 2019.
Interests
Timeline
Major Account Manager-South India Region-Service Provider Business
Fortinet Technologies India Pvt Ltd
03.2023 - Current
Regional Manager
Quick Heal Technologies Ltd
08.2021 - 03.2023
Senior Manager
Bharti Airtel Ltd
08.2013 - 08.2021
Manager - Major and Strategic Accounts
Reliance Communications Ltd
09.2011 - 08.2013
Business Development Manager
Tata Interactive Systems
01.2011 - 09.2011
Business Development Manager
3i-infotech Ltd
07.2010 - 12.2010
PGDBM - Marketing
Bharathidasan Institute of Management
05.2009 - 07.2010
Marketing Manager
Career Launcher (For Sri Vidya Associates)
07.2007 - 05.2009
WFM Analyst
Nipuna Services Ltd
08.2006 - 07.2007
CSA
Dell International Services
12.2005 - 08.2006
Bachelor of Engineering - Mechanical
MJCET
07.2002 - 04.2006
High School Diploma -
Little Flower Junior College
07.1999 - 01.2001
Some College (No Degree) - SSC (State Board)
Dr. Zaheer Memorial High School
06.1989 - 04.1999
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