Summary
Overview
Work History
Education
Skills
Websites
Certifications Courses
Personal Information
Software
Interests
Timeline
Hi, I’m

Sunil Kumar

Enterprise Applications Consulting Leader
Bengaluru
Sunil Kumar

Summary

An achievement-driven professional, targeting assignments in leadership roles in Pre-sales, Customer Success / Management and Solution Consulting with a reputed organization.

Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.

Encouraging manager and analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgment to positively impact company success. Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance.

Overview

17
years of professional experience
5
years of post-secondary education
3
Languages

Work History

Icertis
Bengaluru

Senior Manager - Partner Success
07.2021 - Current

Job overview

  • Managing strategic relationship with portfolio of system integration (SI) partners who are responsible of solution consulting and implementation of Icertis products
  • Leading partner driven initiatives through managing Go-to-Market (GTM), business development, competency building etc
  • Responsible for successful implementation and value realization for portfolio of customer implementation projects (around value of $5 – 10 million ARR)
  • Have been conceptualizing and formulating best practices, content, and templates that can be centralized across implementations for benefit of entire partner community.
  • Implemented and developed operational standards, policies and procedures
  • Executed appropriate staffing and budgetary plans to align with business forecasts
  • Developed and implemented strategies to enhance partner relations

Spire Technologies
Bengaluru

Enterprise Account Manager
01.2021 - 07.2021

Job overview

  • Leading overall program management & relationship management for enterprise customers from India, with ARR of over USD 1 millions
  • Developing account strategies for key business through information gathering, competitive analysis, strategic plan formulation, identifying value proposition, & action plan initiatives and implementation
  • Steering customer engagement operations with focus on implementing policies & processes; providing service support to deliver customer excellence.
  • Demonstrated products, responded to questions, redirected concerns, and overcame objections to close sales
  • Articulated and demonstrated product concepts and offerings to clients in easily understandable terms
  • Developed creative solutions to meet individual client needs
  • Achieved sales goals and service targets by cultivating and securing new customer relationships
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases

Oracle
Bengaluru

Customer Success Manager
10.2018 - 01.2021

Job overview

  • Post-sales SPOC for overall USD 3+ millions (ARR value) of SaaS (Marketing, CRM, CX, CPQ, ERP cloud) customers from India and APAC region
  • Steered successful solution implementation and developed customer relationships that promoted retention and loyalty
  • Defined processes for better customer onboarding and engagements like sales handover, customer onboarding checklist, Success Planning & QBRs
  • Piloted implementation of risk mitigation initiatives, collaboratively with implementation partner and customer
  • Played instrumental role in client satisfaction by working with operational teams for proper resolution of service issues
  • Conducted regular customer focused seminars, related to product roadmap, solution implementation, best practices etc
  • Led process improvement and problem-solving efforts to create standard procedures and escalation policy for customer support team
  • Monitored customer progress and addressed customer inquiries with timely and accurate updates
  • Overall, 25 % CSAT improvement and 30% $ARR expansion across portfolio of accounts.

Oracle
Bengaluru

Sr. Pre-sales Solution Consultant / Presales Manager
04.2016 - 10.2018

Job overview

  • Actively engaged as solution architect in pre-sales activities like RFP response preparation, product vendor assessment, fit -gap Analysis, solution designing, demo configuration for CX Products
  • Lead presales solutioning for 20-25 opportunities (per quarter) with a potential revenue of USD 3-5 Million, from EMEA & APAC regions
  • Responsible for presales opportunities for Oracle SaaS products like Marketing Cloud (Eloqua, Responsys) Sales Cloud, Engagement Cloud, Configure Price and Quotation (CPQ), Partner Relationship Management, Commerce Cloud and Analytics Cloud.
  • Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions
  • Managed multiple deadlines across several businesses to meet dynamic needs of multiple clients

Wipro Limited
Bengaluru

Sr. Consultant
03.2014 - 04.2016

Job overview

  • Worked as Senior Consultant for SAP CRM, C4C & Hybris Marketing
  • Acted as SAFe Agile Champion for delivery practice; participated in pre-sales activities for CRM engagements, managed CRM COE practice
  • Designed & delivered solutions for SAP SD & CRM, Logistics Management & Reporting, E-procurement through Punch-out on B2B Sales Stores
  • Successfully lead team of functional consultants for multiple SAP implementation projects.
  • Monitored and managed staff performance to attain target metrics both individually and team unit

IBM
Kolkata

Senior Consultant
04.2013 - 03.2014

Job overview

  • Worked as SAP CRM Functional Consultant for UK utilities major
  • Acted as Offshore Lead for SAP CRM Support Team and offered leadership to team of 12 application support consultants
  • Efficiently set up processes around Incident Management and SLA Matrix compliance and management dashboards.
  • Exceeded customer requirements with accurate and deliverable solutions

Infosys
Bengaluru / Chandigarh

Functional Consultant- SAP CRM
02.2008 - 04.2013

Job overview

  • Contributed as SAP CRM Functional Consultant; managed Pre-sales, Project Management, Solution Preparation, System Configuration, Functional Testing, Defect Resolution & System Support
  • Worked in Market to Order (M2O) & Order to Cash (O2C) Business Processes
  • Administered and anchored multiple RFX for SAP implementation and support services for practice unit
  • Investigated new and emerging software applications to select and implement administrative information systems
  • Developed & proposed high-impact IT Solutions that completely addressed business requirements and achieved improved performance & consistency.
  • Created proofs of concept for innovative new solutions
  • Supervised work of programmers, designers and technicians, assigned tasks and monitored performance against targets
  • Designed and developed forward-thinking systems that meet user needs and improve productivity

TVS Electronics
Chennai/Mumbai

Management Trainee
06.2007 - 01.2008

Job overview

  • Generated Market Intelligence Reports which included identifying potential customers, assessing business viability, and collecting all information required in process further
  • Managed pre-sales activities like solution preparation, project planning, and proposal preparation
  • Responsible for business activities in Lead to Order Cycle of business development for Western region of India.

Education

ISB Hyderabad
India

Digital Transformation Program from Business Management
01.2023 - 04.2023

University Overview

Institute of Management Technology, Ghaziabad
India

Master of International Business
06.2005 - 04.2007

University Overview

Jawaharlal Nehru University
New Delhi, India

B.A. (French) from Language Interpretation And Translation
06.2000 - 05.2003

University Overview

Skills

Solution Architecture / Pre-salesCustomer Success StrategyDigital TransformationProgram & Project ManagementProcess Improvement and re-engineeringSaaS GTM, Alliance & PartnershipERP Cloud (Logistics, Order Mgmt), CRM /CX, CLM, Analytics

Strategic Planning

Customer Advocacy

Training and Mentoring

CRM Software

Websites

Certifications Courses

Certifications Courses
  • Project Management: The Basics for Success, Project Management from UC Irvine in 2015
  • ICI Professional 2022
  • Power Messaging 5.0 eLearning (Skills Training) - Corporate Visions
  • How to Gather and Document User Requirements - Strategy Execution
  • Facilitation Techniques for Requirements Development - Strategy Execution
  • Oracle Sales Cloud 2017 Pre-sales Specialist – Oracle
  • Artificial Intelligence for Project Managers – LinkedIn
  • Onboarding and Adoption Best Practices for Customer Success Management – LinkedIn
  • Building Your Marketing Technology Stack – LinkedIn
  • Artificial Intelligence for Business Leaders – LinkedIn
  • Value Realization Best Practices for Customer Success Management – LinkedIn
  • The Fundamentals of Digital Marketing – Google
  • Eloqua Master 2020 – Oracle
  • Google Analytics for Beginners – Google
  • Digital Strategy - LinkedIn
  • Generative AI for Digital Marketers - LinkedIn
  • Generative AI for Business Leaders - LinkedIn

Personal Information

Personal Information
Date of Birth: 06/18/82

Software

SAP CX

Salesforce CRM

Oracle CX

Icertis ICI Platform

ServiceNow

SAP ECC

Interests

Current Affairs

Business and Economy

Financial Analysis

Digital Marketing

Travelling

Cooking

Timeline

ISB Hyderabad
Digital Transformation Program from Business Management
01.2023 - 04.2023
Senior Manager - Partner Success
Icertis
07.2021 - Current
Enterprise Account Manager
Spire Technologies
01.2021 - 07.2021
Customer Success Manager
Oracle
10.2018 - 01.2021
Sr. Pre-sales Solution Consultant / Presales Manager
Oracle
04.2016 - 10.2018
Sr. Consultant
Wipro Limited
03.2014 - 04.2016
Senior Consultant
IBM
04.2013 - 03.2014
Functional Consultant- SAP CRM
Infosys
02.2008 - 04.2013
Management Trainee
TVS Electronics
06.2007 - 01.2008
Institute of Management Technology, Ghaziabad
Master of International Business
06.2005 - 04.2007
Jawaharlal Nehru University
B.A. (French) from Language Interpretation And Translation
06.2000 - 05.2003
Sunil KumarEnterprise Applications Consulting Leader