Sourabh SHRIVASTAVA
Thane
Summary
Accomplished Sales Manager offering high performance leading development and implementation of superior sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development.
Overview
15
15
years of professional experience
Work History
Enterprise Account Manager
Juniper Networks India Pvt Ltd
Mumbai
07.2022 - Current
- Managing TOP 30 Enterprise Accounts for the country like Mahindra & Mahindra, NTT, Yotta, Aditya Birla Group, RPG Group, ATOS, Adani Group, Essar, USV, Piramal etc.
- Taking care of end to end customer relationship from initial engagement to client retention from technology & product presentation, Demo/POC, solution presentation, price negotiation & deal closure, post sales support and sales escalation management.
- Assisted in developing go-to-market strategies for new products and services targeting the enterprise market segment.
- Performed regular account reviews to identify opportunities for growth or improvement with the Partners/SI's.
- Last but not the least, resposposible for achieving Q-o-Q target by maintaining monthly linearity.
Territory Manager
Hewlett Packard Enterprises
Mumbai
02.2018 - 07.2022
- Responsible for Q0Q business growth and meeting and exceeding company expectation in the assigned territory.
- Responsible day to day partner interaction and partner development activity.
- Responsible for Geo Expansion and developing new market for HPE Aruba.
- Price clearance and deal negotiation activity with SI and customers.
- Promoting new offering to the targeted market like SD-Branch, NAC , Net insight etc.
- Actively participating in designing marking campaign and strategies specific to industry segments and market segments.
Senior Manager- Networking Services
IBM India Pvt Ltd
Mumbai
02.2016 - 02.2018
- As a part of GTS Networking Services team, I was responsible for generating new business opportunities for west region and handling end to end customer engagement. I need to take care of client retention, requirement mapping, solution consulting, client negotiations as well as post sales engagements.
- Responsible for managing and keeping good relations with our top OEM partners like Juniper, Cisco, Riverbed etc.
- Representing my company in various business negotiation rounds with end customers.
- Making detailed project related document I.e. Business Proposals, Scope of work, Implementation plan for various technologies and preparing other business related documents.
Key Account Manager
AGC Networks Ltd
Mumbai
12.2012 - 02.2016
- I was handling large and enterprise account for AGC Mumbai and responsible for generation new business for company.
- I need to take care of client retention, requirement mapping, solution consulting, client negotiations as well as post sales engagements.
- Vender Management activities with industry leading OEM’s like Juniper, Cisco, Avaya, HP,etc.
- Representing my company in various Business Negotiation Rounds for Business Deals.
- Making detailed project related document i.e. Business Proposals, Scope of work, Implementation Plan for various technologies and preparing other business related documents.
Sales Manager
Mindlance India Pvt Ltd
Mumbai
06.2012 - 10.2012
- I was responsible for sales activities related to Microsoft Solutions like SharePoint solutions (Content Management, Workflow automation, portal creation, Business Intelligence ), Exchange, Technology Migrations Services(Platform and application migrations), Implement Services, Cloud solutions and Unified Communication solutions (Lync).
- Representing my company in various Business Negotiation Rounds for Business Deals.
- Handling Accounts for more than 150 accounts from Enterprise, CAT, CTM Accounts.
- Making detailed project Related Document i.e. Business Proposals, Scope of work, Implementation Plan for various technologies and preparing other business related documents.
- Taking Presales meeting with top management people of various types of companies.
- Working To maintain long term corporate relationship with my clients and Microsoft local team.
Account Manager
Genie InfoTech Pvt. Ltd
Pune
05.2009 - 10.2010
- Working as a technology consultant, helping clients to choose the Best Solution (Based on Microsoft Technology & Network Security) for their problems as a member of Solution Specialist Team.
- Representing my company in various Business Negotiation Rounds for Business Deals.
- Handling more than 100 accounts in Pune.
- Making detailed project Related Document i.e. Business Proposals, Scope of work, Implementation Plan for various technologies and preparing other business related documents.
- Taking Presales meeting with top management people in companies from IT, Pharma and Manufacturing sectors.
- Working To maintain long term corporate relationship with my clients.
- Day to day management of Pre-Sales & Sales personnel including time management, assessment, training and disciplinary issues.
- Ensure that Sales, Product Management and Development receive such support as they request.
- To communicate technical and business information to widely varied audiences.
- With Excellent interpersonal relationship building skills & Strong analytical skills, I have to understand business processes and business problems..
- I have managed multi-task and represent multiple subjects and products & Solution Based on customer Need.
- I have develop a broad awareness of the client's technical architecture and emerging technologies with enough knowledge to determine what is and is not possible.
- Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors.
Education
MBA - IT & Telecom
Balaj Institute of Technology & Management
Pune04-2009
Bachelor of Engineering Technology - Electrical, Electronics Engineering Technologies
MP Christian College of Engineering & Technology
Bhilai04-2007
Skills
- Executive Presence
- Client Engagement
- Sales Presentations
- Sales Strategies
- Contract Negotiation
- Territory Management
Languages
English
First Language
Hindi
Upper Intermediate (B2)
B2
Marathi
Beginner (A1)
A1
Timeline
Enterprise Account Manager
Juniper Networks India Pvt Ltd
07.2022 - Current
Territory Manager
Hewlett Packard Enterprises
02.2018 - 07.2022
Senior Manager- Networking Services
IBM India Pvt Ltd
02.2016 - 02.2018
Key Account Manager
AGC Networks Ltd
12.2012 - 02.2016
Sales Manager
Mindlance India Pvt Ltd
06.2012 - 10.2012
Account Manager
Genie InfoTech Pvt. Ltd
05.2009 - 10.2010
MBA - IT & Telecom
Balaj Institute of Technology & Management
Bachelor of Engineering Technology - Electrical, Electronics Engineering Technologies
MP Christian College of Engineering & Technology
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