Shally Verma
New Delhi
Summary
Experienced professional with over 20 years of experience across diverse sectors, specializing in Cyber Professional Services, industrial infrastructure, and OT cybersecurity. Currently steering sales and strategic partnerships at Rockwell Automation India, fostering relationships with industry leaders like Cisco, Claroty, and Crowdstrike. Selected as Society of Women Engineers (SWE) Global Ambassador for FY24-25, reflecting a commitment to leadership and diversity. A collaborative, solution-driven leader with a history of exceeding sales targets at Baker Hughes and GE, spearheading critical initiatives. Passionate about advancing cybersecurity, and a seasoned speaker with a proven track record in driving growth and enhancing market presence.
Overview
23
23
years of professional experience
Work History
Business Development Leader – Cyber Professional Services, India
Rockwell Automation India Pvt. Ltd.
10.2020 - Current
- Responsible for consistently driving sales that achieve order and revenue goals in India for the Connected Services Business suite of offerings - Industrial Networks, virtualized compute infrastructure, Cyber solutions (Risk assessments, iDMZ's, Continuous Threat Detection and End Point Protection) and Managed Services Contracts
- Building and maintaining C-suite relationships with CIO/CTO/CISO
- Run sales pursuit using outcome-based selling
- Develop and lead win strategies with account team
- Develop & maintain relationships among business partners while also developing strategies to increase revenue for the company
- (Cisco, Claroty, Crowdstrike, DELL, Fortinet, Dragos etc.) Drive local initiatives and align them to global market access strategies
- Work with COE, PMO, Solution Consultants and Proposal Team to develop Scope of Supply, Bill of Materials, and Contract Requirements for proposals
- Mentoring and guiding of regional sales executives, Authorized service providers on cybersecurity pursuits and program development with regional strategic accounts and local accounts
- Collect, analyze and communicate market data to produce growth strategies, target account planning, which includes deep understanding of competitive landscapes, trends, key wins/losses and service development needs to the BU product management teams
- Achieved CAGR of 31% over 4 years despite COVID pandemic
- Speaker at events
- External: CII Events, ISA Gujarat Chapter, Pharma IT Summit India
- Internal: Annual Flagship event IIOTM, CXO Roundtables, Webinars, etc.
Sales Manager – Nexus Controls, India-Bangladesh-Srilanka
Baker Hughes, Digital Solutions, Nexus Controls (Formerly GE)
09.2010 - 10.2020
- Established working relationship with internal & external Business partners with the Focus on increasing GE Controls Parts business & Service Portfolio
- Namely BGGTS & BHEL
- Implemented new regional sales model and managed GE Controls India Region for Turbine Control parts and services sales
- Achieved 100% Sales Operating Plan consecutively for past 8 years
- Sales & Start-up of system support agreement along with MODKIT sales for CS Business
- Driving the OT CyberSecurity Portfolio in India – Major customers IOCL, GAIL, ONGC, etc
- Measured on orders, Revenue, past dues & convertibility while maintaining the contribution Margin (CM)
- Establish regional training capabilities for customers
- Managing opportunities in Deal Machine for effective funnel Management.
Customer Service Representative (Commercial Analyst)
GE Energy, Measurement & Control Services, Bently Division
08.2007 - 09.2010
- Responsible for the development and deployment of the Sales Engagement process, providing sales with the commercial skill set required to win business
- Maintain & respond to RFQ’s/ RFI’s within stipulated TAT, ensuring the bid due date is met
- Leverage data and analytics to deliver strong operating efficiencies, monitoring and generating customer insights
- Super User of SAP design and implementation
- Territory Included Kingdom of Saudi Arabia (KSA), Gulf (Middle East) & All- India
- Engage project team in frequent review sessions to refine project life cycle and to take immediate corrective actions
- Partnered with SABIC & ATCO to handle KSA Bently Parts Business
- Established Major Purchasing Contract with BHEL, Reliance & Triveni Engineering for India region
- Coordination of International Project Pursuit Efforts
- Main Liaison between Minden Factory and India Sales Teams
- Acted as a domain expert in the preparation and maintenance of Support Quotations: incorporating pricing, approval, 3rd party inputs and processes
- Coordinate with Operations on capacity planning and scheduling
- Ensure process compliance with all business rules and regulatory directives, as well as adherence to all operational processes and procedures such as Revenue Recognition, LC Guidelines, KYC policy etc.
Executive – Client Management
Avaya GlobalConnect Ltd.
10.2006 - 07.2007
- Worked & achieved the assigned Individual annual Target for Service sales (MSA, AMC's) of 10.5 Crores while gearing towards a team target of 24 Crores annually
- As a SPOC, Investigate and resolve all service related complaints from customers in close coordination with the customer technical support (CTS) team
- Identify, drive, and optimize the revenue flow from new business opportunities by leveraging AVAYA technology offerings
- Developing and managing reference sites through high quality professional client relationships
- Maintain Presentation/ Tracker updating e.g
- Monthly updates of client relationship overview
- Plan resource requirements at customer site, based on Service agreements in hand and pipeline.
Operations Executive (Comm-Ops)
Avaya GlobalConnect Ltd.
12.2004 - 09.2006
- Managed dedicated accounts in terms of order processing, order follow up, pricing integrity, on-time deliveries and complete order fulfillment
- Accountable to provide responsive order management support including order entry or expediting and shipment information to customers
- Principal liaison with Operations and Sales for assigned customers
- Maintained records of project progress and revisions and coordinated project archival and documentation procedures
- Contributed account insights to business planners to ensure customer-sensitive business planning and organizational practices
- Generated reports and summaries for presentation as required by the Regional Director
- Worked extensively on various SAP modules i.e
- BW, CRM & R3
- Extracting Data from SAP based Browser platform to collate various reports for Business Analysis in MS-Excel.
Supervisor- Inside Sales
Avaya GlobalConnect Ltd. (Formerly Tata Telecom Ltd.)
08.2001 - 12.2004
- Assist the Account Executives in achieving their revenue sales targets by acting as the first point-of-contact for prospects
- Qualifying and producing quality leads, moving on to subsequent stages of deal closure
- Leverage channel partner capabilities within accounts to win new deals, expand solutions and ensure that AGCL is seen by the customer as the single point for meeting their total needs
- Position opportunities with partners and set expectations for building sales volume, gross margin and the ability to advance sales in targeted solution areas
- Engaging in regular monthly and quarterly business reviews and weekly forecast activities conducted by the director
- Supporting marketing and field organizations with Data mining/ compilation activities to meet business objectives
- Work Cross-functionally with the corporate Marketing team & assist in conducting regional Seminars/ events/ campaigns.
Education
Post Graduate diploma in Marketing Management -
IGNOU
New DelhiBachelor of Commerce (P) -
Delhi University
New DelhiFr. Agnel School, New Delhi
Skills
- Cyber Professional Service
- OT cybersecurity
- Strategic partnerships
- Business development
- C-suite relationships
- Outcome-based selling
- Market access strategies
- Funnel management
References
References are available on request.
Reward & Recognition
- Recognized as Best Sales Support with AP Olympian award - Qtr 3 2022, Rockwell Automation
- Working as ‘Ombudsperson’ along with Compliance Lead for BH India Head office...handling 200+ employees
- Successfully lead the “Stress Management” Portfolio under the “HealthAhead” Program for 7A, Gurgaon premise 2016 – 2019 and ensured the Facility was certified as “HealthAhead Enterprise Standard “Site
- Received the 'Brian Palmer Award' in the 1st Qtr 2010, for smoothly executing the TIL (Technical Information Letter) replacement project for AIM (Africa/ India / Middle East) Region
- Member of the Editorial team - GE Energy In-house magazine -SPARSH: Published issues through 2008 to 2009
Training
- Global Risk Awareness & Skills Program (GRASP)
- Outcome Based Selling
- Consultative Value Selling By Mercuri Goldman (India) Pvt. Ltd. at GE
- Crotonville Leadership Trainings viz., Influencing Skills, Presentation Skills, BELS & FOL at GE
- Spin Selling, Negotiation Skills & Miller-Heiman’s Strategic Selling
- Claroty Sales Associate (CSA) *2022
Timeline
Business Development Leader – Cyber Professional Services, India
Rockwell Automation India Pvt. Ltd.
10.2020 - Current
Sales Manager – Nexus Controls, India-Bangladesh-Srilanka
Baker Hughes, Digital Solutions, Nexus Controls (Formerly GE)
09.2010 - 10.2020
Customer Service Representative (Commercial Analyst)
GE Energy, Measurement & Control Services, Bently Division
08.2007 - 09.2010
Executive – Client Management
Avaya GlobalConnect Ltd.
10.2006 - 07.2007
Operations Executive (Comm-Ops)
Avaya GlobalConnect Ltd.
12.2004 - 09.2006
Supervisor- Inside Sales
Avaya GlobalConnect Ltd. (Formerly Tata Telecom Ltd.)
08.2001 - 12.2004
Post Graduate diploma in Marketing Management -
IGNOU
Bachelor of Commerce (P) -
Delhi University
Fr. Agnel School, New Delhi
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