SNEHAL D. SHITOLE
Kandivali (W)
Summary
Versatile, Accomplished & Goal-oriented professional with nearly 24 years of experience in Business Development & Alliances experience across various geographies and industries (Payments,Fintech, SaaS, Telecommunication & BFSI) Driving Ent/Govt/Fuel Business in the Western region for Razorpay POS Revenue Generation & Business Growth through Banking Partnerships. Expertise in curating Innovative & Industry specific payments solutions. Adept in Managing Large Account Relationships and Key StakeHolders with Prove ability to manage and nurture relationships with Key decision makers,ensuring alignment between Client needs and Business Objectives Skilled in Leading Account Strategy,Identifying growth opportunities,and delivering tailored solutions that drive Client satisfaction & ling term success Effective Communicator,capable of navigating complex stakeholder environments and influeincing outcome at all levels
Overview
24
24
years of professional experience
Work History
Associate Director – Ent & Govt Business (West)
Razorpay POS
04.2019 - Current
- Responsible for the growth of the Government and Enterprise Business in the West region
- Manage relationships with Key Stakeholders from Enterprises & Central/State Govt, Banking partnerships, Large System Integrators for Digital payment solutions
- Responsible for all Government RFP submissions for Digital Payment solutions
- Lead efforts to penetrate Razorpay POS solutions and expand business across the region
- Drive sales through the creation of a government strategy, sales management, and strategic leadership
- Execute business development strategy & plan (both short and long term) to ensure achievement of sales targets, growth in profits and expansion of markets
- Competitively engage with all the business touch points including engaging with powerful strategic Government departments, agencies, and large business aggregators
- Develop and implement strategies for expanding the company's customer base
- Build a cohesive, productive team, leverage individual skills and collective talents for making winning proposals and associated business development efforts
- Mentoring & Managing the sales teams for effective market penetration and revenue generation
General Manager - Banking (ATM Division)
Electronic Payment and Services Pvt Ltd
05.2018 - 04.2019
- Company Overview: EPS is a leading Payment system Company founded in 2011, which specialises in retail banking & technology domain and is highly adept at end-to-end ATM Operations & outsourcing services, Managed services, Transaction Processing services and Card Management Services
- Responsible for Business Development of ATM Business in Private & Cooperative Banking sector
- Driving & Managing the strategic relationship with all the Banks across the Country in the Private & Cooperative Banking sector
- Interacted with the Banks as well as the leading Principal companies like NCR, Hitachi, Oki, Diebold, Perto, Vortex
- Role required to negotiate with the Principal -OEM’s to get the best price and maximize margin for the organization
- Role required to develop strategic partnerships for the organization, keeping in mind the technology advancement and the RBI Compliances in the Banking sector
- Role also required, active participation in RFP/tenders & Reverse Auctions
- Well versed with complete RFP/Tender Documentation, Fulfillment, submission as well as reverse Auction Process
- Knowledge of commercial processes in ATM Outsourcing and Managed Services Business
- Develop and maintain relationships with CXO’s and the key stakeholders in these Banks based on strategic sales engagement
- Manage Client relationship through all phases of the sales cycle & provide a consultative solutions sales process to the Banks
- EPS is a leading Payment system Company founded in 2011, which specialises in retail banking & technology domain and is highly adept at end-to-end ATM Operations & outsourcing services, Managed services, Transaction Processing services and Card Management Services
Sr Strategic Account Manager-BFSI
SIFY Technologies Ltd.
06.2017 - 03.2018
- Managing engagement & Relationship with Strategic BFSI Customers like HDFC, Tata & UTI Group
- Ensuring development, saturation & growth in terms of new business, adding revenue, relations for BFSI segment for Telecom, Data Center & Cloud Services, Security, Storage, Virtualization & Backup Solution, CDN, IT Hardware & Software Products
- Excellent knowledge on ICT solutions like Telecom, Datacenter, Networking, Security, Collaboration, Cloud, Contact Center Solutions, Virtualization, IP Telephony, Voice, Video, HSM, Digital Signature tokens, eLearning, iTest application etc
- Interacted with the client as well as the leading Principal companies like Akamai, Dell, EMC, HP, Cisco, PaloAlto, Gemalto, Riverbed, F5 Juniper, Check point, VMWare, Microsoft, Oracle etc
- Role required to negotiate with the Principal (e.g
- Symantec, Cisco, Riverbed, Checkpoint, VMWare, Dell, Microsoft, etc.) to get the best price and maximize margin for the organization
- Knowledge of commercial processes in systems integration business
- Develop and maintain relationships with CXO’s and the key stakeholders in the clients based on strategic sales engagement
- Manage Client relationship through all phases of the sales cycle & provide a consultative solutions sales process to the clients
- Analysed market trends and competitors’ moves to achieve market share metrics across PAN India; introduced pack size of the brand, scheme products, new product, and offer product to enhance the range
- Managed major clients ensuring recurring business; helped in resolving critical issues related to sales & escalated important matters to upper management
- Administered systematic and objective analysis of relevant information about target markets, competitor and economic environments; developed business for the Principal partners
- Cultivated over INR 3 Crores in new account sales & opportunities over INR 20 Crs within 6 months
- Augmented Telecom, Application as a Service, Data Centre and Cloud sales in 2017-2018 with companies including HDFC Group & UTI Group
Sr Manager-National Key Accounts, Global Enterprise Business
Reliance Communications
04.2011 - 05.2017
- Ensured development, saturation & growth in terms of business, revenue, relations for national & international accounts for voice & data with customer satisfaction being the main focus
- Managed a business of 300 Million INR encompassing BFSI, IT, Media & Entertainment, Manufacturing, and other Enterprise clients
- Classified opportunities in the existing key accounts and proposed solutions to customers with the consultations of the Business Solution Engineering and Operations Team
- Built premium account relationship by taking the existing relations to a new high due to one focus for customer delights by giving prompt service
- Attained the set targets, timely execution of the contract and profitability
- Responsible to identify opportunities in the Global Enterprise Accounts & propose solutions to Customers with the consultations of the Global Business Solution Engineering and Operations Team
- Achieved 100% of customer retention and achieved penetration targets in existing accounts & executed team selling across functional selling unit
- Built sales infrastructure to manage the acquisition of all corporate relations; and won major competition accounts
- Coordinated global strategies and best practices with international partners for various products like IPLC, Global MPLS, Global Ethernet, Voice, Contact Center solutions, Video & Collaboration
- Negotiated prices, terms of sale and service agreements for Internet Data Centre Business along with Voice and Data across verticals Nationally and Internationally
- Successfully managed various accounts such as HDFC Group, Godrej Group, Maersk, Percept Baker Hughes, Anchor and more
- Played a vital role in closing high value orders and being instrumental in creating innovation solutions in the BFSI sector for a top BFSI customer
- Ranked Amongst Top 10 Account Managers Globally in H2 2015-16
- Ranked No 1 Key Account Manager for the months - May/June/Nov 2012, Jan/Feb/Aug 2013
- Qualified for various Business Contests in OND 2011, JFM 2012 & AMJ 2012
Cluster Lead – Enterprise Business
Tata Teleservices Ltd
Pune
11.2008 - 04.2011
Manager – Corporate Wireless Group
Reliance Communications Ltd
Pune
02.2007 - 11.2008
Unit Sales Manager
ICICI Prudential Life Insurance Co Ltd
Pune
04.2005 - 01.2007
Asstt Mgr – Bus Dev (Franchisee)
DTDC Courier & Cargo Ltd
Pune
04.2003 - 03.2005
Sr Exe – Services Mktg
Bluestar Ltd
Mumbai
07.2000 - 02.2001
Education
MBA - Operations & Mfg
K.J.Somaiya Inst of Mgmt Studies & Research
Mumbai01.2000
BE - Mechanical
P.V.P.Institute of Technology
Sangli01.1997
Skills
- Enterprise Sales
- Govt & Institutional Business
- OMC’s
- Account Management
- Strategic Alliances
- Consultative Selling
- Client Negotiations
- Revenue Generation
- Communication Skills
- People Leadership
- Team Management
- Competition Analysis
Extracurricular Activities
Winner of Cricket Championship 2015 / 2016 in Reliance Communications. Winner of ROM War – 2010 Inter cluster Cricket Championship March-2010, Pune in Tata Tele Ltd. Winner of Welingkar Cup Inter Management Cricket Championship March-2000, Mumbai.
Languages
- Hindi
- English
- Marathi
- Gujarati
Personal Information
- Title: SENIOR PROFESSIONAL- Payments, Fintech Enterprise & Govt Sales
- Date of Birth: 02/09/76
Timeline
Associate Director – Ent & Govt Business (West)
Razorpay POS
04.2019 - Current
General Manager - Banking (ATM Division)
Electronic Payment and Services Pvt Ltd
05.2018 - 04.2019
Sr Strategic Account Manager-BFSI
SIFY Technologies Ltd.
06.2017 - 03.2018
Sr Manager-National Key Accounts, Global Enterprise Business
Reliance Communications
04.2011 - 05.2017
Cluster Lead – Enterprise Business
Tata Teleservices Ltd
11.2008 - 04.2011
Manager – Corporate Wireless Group
Reliance Communications Ltd
02.2007 - 11.2008
Unit Sales Manager
ICICI Prudential Life Insurance Co Ltd
04.2005 - 01.2007
Asstt Mgr – Bus Dev (Franchisee)
DTDC Courier & Cargo Ltd
04.2003 - 03.2005
Sr Exe – Services Mktg
Bluestar Ltd
07.2000 - 02.2001
MBA - Operations & Mfg
K.J.Somaiya Inst of Mgmt Studies & Research
BE - Mechanical
P.V.P.Institute of Technology
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