Sunil Tilotia
Enterprise Product Specialist
Gurgaon
Summary
Profile Summary
- Result-driven professional, effective in high-profile strategic roles with extensive experience of 6 years across Dell Technologies, gained proficiency in overcoming complex business challenges and making high stake decisions using experience-backed judgment & work ethics.
- Efficiently managed 750 Enterprise Accounts, ensuring comprehensive coverage of Dell's portfolio for the Northern region. Additionally, oversaw distribution partners, strategically increasing Dell's share of wallet in North Geo.
- Cross-functional Coordination, collaborated with sales, technical support, renewals team to address clients needs and ensure smooth renewals.
- Client Education and Upselling, Worked closely with renewals team to retain, renew and refresh existing customer. Educated clients on new features, products and industry trends to encourage renewals.
- Tracked renewal dates and initiated renewal discussions well in advance, prepared and present renewal quotes and proposals.
- Delivered exceptional results, by achieving 1.5 times revenue growth in the northern business through the renewal, cultivation and acquisition of new customer and partner relationships.
- Visionary professional with skills that reflects year-on-year success in achieving business growth objectives and optimizing the entire value chain of business by identifying organizational strength/ weaknesses to redirect missions, develop AOP ensure the achievement of the targeted top-line & bottom-line profitability; skilled in turning-around the business and directing it towards growth by proactively investigating new business opportunities & maximizing the competitive strength for long-term success.
- Notable success in building strategic alliances to open an opportunity for accessing new markets through appointment of new distributors/networks, new customer acquisitions, prospective leads, reviving the existing clients, providing macro & micro level insights & so on, resulting in deeper market penetration & improved market share.
- Unique blend of visionary leadership with expertise to lead strategic planning and operations, business model re-structuring, cost control and effective management of cultural & organizational diversity, resulting in new alliances to grow the business, new customer acquisitions & substantial improvement in customer experience; proven excellence in breaking new avenues, developing businesses, driving revenue growth and proactively conducting opportunity analysis by tracking market trends & competitor moves to achieve market-share metrics.
Overview
6
6
years of professional experience
2
2
Languages
Work History
Enterprise Product Specialist, Datacenter & Compute (Technical Sales Rep.)
DELL TECHNOLOGIES
2 2019 - Current
- Technical discussions and clarifications on enterprise products (Server, Storage and HCI)
- Responsible for managing and developing customers (700+ Large Enterprise Accounts) as Technical Sales, carrying complete Dell enterprise solution
- Job role involves all aspects of Dell's business, very comfortable in understanding customer requirement through professional question probing and providing valued enterprise solution
- Solution designing and sizing for enhanced mapping
- Aligning ecosystem to solution including Non Dell Products when required to design complete solution
- Competitive analysis on offerings from competition
- Responsible for revenue, funnel and margin generation for Dell Enterprise products
- Driving Activities with teams to get early view of enterprise projects coming up in the region & support individual team members to maximize enterprise selling potential
- Developing long-term relationships with clients, through managing and interpreting their requirements
- Managing end to end relation with aligned end customers and generate business
- Driving deals since inception to closure, working with internal teams and channel partners.
ARS Proactive Escalation
Pro India
03.2018 - 02.2019
- Predictive Escalation Model
- Deep dive analysis of stressed cases, received through Automation
- Providing root cause analysis and aligning cases to right channel so that clients or customers get resolution ASAP
- Preventing ELT escalations through proactive escalation engagement.
Education
Bachelor's of Technology - Electronics And Communications Engineering
Pacific Institute of Technology (R.T.U)
Udaipur, Rajasthan 04.2001 -
Skills
Knowledge of Data Center Infrastructure - Understanding of servers, storage systems, networking equipment, power and cooling systems
Familiarity with IT Solutions - Experience with cloud services, virtualization, backup solutions, disaster recovery, and cybersecurity
Understanding of Data Center Design and Management- Knowledge of best practices for designing, setting up, and managing data centers, including Tier classifications and redundancy
Technical Problem Solving - Ability to diagnose and troubleshoot technical issues related to data center infrastructure
Solution Selling - Ability to understand customer needs and tailor solutions that address specific business challenges
Sales Process Knowledge - Familiarity with CRM tools, sales funnels, and strategies for lead generation, prospecting, and closing deals
Negotiation Skills - Capability to negotiate terms and conditions, pricing, and service level agreements effectively
Customer Relationship Management - Skills in building and maintaining long-term relationships with customers and key stakeholders
Market Awareness - Understanding of market trends, competitor offerings, and the unique selling points of the company’s solutions
Communication Skills - Strong verbal and written communication abilities to articulate technical concepts to non-technical stakeholders
Presentation Skills - Proficiency in preparing and delivering compelling presentations and demonstrations
Listening Skills - Ability to actively listen to customer needs and feedback, and respond appropriately
Collaboration - Experience working with cross-functional teams, including engineering, product development, and marketing
Adaptability - Flexibility to adapt to changing technologies, customer needs, and market conditions
Project Management - Basic project management skills to oversee the implementation of solutions
Analytical Thinking - Ability to analyze customer data and requirements to propose effective solutions
Business Acumen - Understanding of business processes and the financial impact of technical solutions
Time Management - Efficient time management skills to handle multiple clients and projects simultaneously
Industry Experience - Previous experience in data center solutions, IT infrastructure, or a related field
Track Record - Demonstrated success in meeting or exceeding sales targets in a technical sales role
Client Management - Experience managing large and complex customer accounts
Accomplishments
- Felicitated with Best Product Specialist Award FY23
- Received Sales Champion Award FY23
Timeline
ARS Proactive Escalation
Pro India
03.2018 - 02.2019
Bachelor's of Technology - Electronics And Communications Engineering
Pacific Institute of Technology (R.T.U)
04.2001 -
Enterprise Product Specialist, Datacenter & Compute (Technical Sales Rep.)
DELL TECHNOLOGIES
2 2019 - Current
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