Suryanarayanamurthy M
Summary
Dynamic and results-oriented Senior Business Leader with over 23 years of experience in the Information Technology industry, specializing in strategic enterprise, BFSI, commercial, public sector and state government accounts, across a wide spectrum of IT services. Demonstrated expertise in Direct Sales, Alliances and Channel Sales, Sales Operations, and Project Management. Proven ability to drive business growth through strategic initiatives that enhance existing customer relationships, facilitate new customer acquisitions, and lead high-performing sales teams with annual recurring revenue exceeding $25M. Recognized as an industry thought leader, frequently invited to speak at events on evolving technology trends and the early adoption of emerging technologies.
Overview
26
26
years of professional experience
Work History
Director of Business Development
Oracle
08.2021 - Current
- Achieved a 50% year-over-year increase in ARR bookings while implementing effective customer success processes for BFSI, enterprise, commercial segments, state government, and public sector units within the assigned territory.
- Proven ability to drive business growth through strategic initiatives that enhance existing customer relationships, facilitate new customer acquisitions, and lead high-performing sales teams with annual revenue exceeding $25M.
- Driving large turnkey projects in the region, proactively advising customers and looking for opportunities for cost reductions or technology refresh to achieve increased capability and higher efficiency at Data Centers, Application Development and modernization, Digital Business, Geo Spatial, Smart Utilities, Smart & Safe Cities, MDM, Virtual and Digital Education.
- Collaborated with cross-functional teams: Marketing, Alliances, Customer Success, Presales, and Global Product Engineering to design and implement highly effective marketing strategies resulting in consistent year-over-year growth.
- Trusted adviser to the customers for roll-out of new IT policies, various initiatives like e-Governance, Cloud adoption, App Modernization, Digitization, and AI adoption, etc.
- Cultivated strong relationships with key stakeholders, delivering impactful presentations, and organizing events to showcase OCI's advantages. Led successful proof-of-concept initiatives, conducted training sessions, and facilitated seamless adoption to maximize OCI's impact.
- Right-sizing and right-fitting the sales and marketing teams to maintain linearity and consistency in demand gen and sales bookings.
Regional Sales Manager (South & East)
Vmware
02.2020 - 06.2021
- Driving business growth by 45% YoY, while implementing appropriate customer success processes for BFSI, State Government, and public sector units.
- Successfully acquired logos while effectively managing and retaining the existing customer base.
- Collaborated with cross-functional teams, including Marketing, Customer Success, Presales, Global Product Engineering, and Alliances, to develop and implement highly effective marketing strategies, resulting in year-over-year growth.
- Driving large turnkey projects in the region, proactively advising customers and looking for opportunities for cost reductions or technology refresh to achieve increased capability and higher efficiency at Data Centers, Application Development and modernization, Digital Business, Geo Spatial, Smart Utilities, Smart & Safe Cities, MDM, Virtual and Digital Education.
- Right-sizing and right-fitting the sales and marketing teams to maintain linearity and consistency in demand gen and sales bookings.
Regional Sales Manager (South & East)
Hitachi Vanatra
02.2019 - 02.2020
- Developed and executed a comprehensive strategy to drive business growth in the BFSI, commercial, public sector, and state government accounts.
- Successfully grew the South and East territory business by 50% year-over-year, significantly enhancing market presence, and driving overall revenue growth.
- Secured $7M in new business across key sectors, driving sustainable growth and strengthening market presence.
- Optimized resource planning, leading to effective people management, recruitment, performance management, and reporting.
- Collaborated with cross-functional teams, including Marketing, Customer Success, Presales, Global Product Engineering, and Alliances, to develop and implement highly effective marketing strategies, resulting in year-over-year growth.
Account Executive & National Account Manager
Dell Technologies
11.2014 - 02.2019
- Achieved 55% annual revenue growth through strategic partnerships and targeted sales initiatives across BFSI, commercial, public sector, and state government accounts.
- Built and maintained strong relationships with key stakeholders, including clients, systems integrators, value-added resellers, and big fours, for securing $10M in new business.
- Facilitated quarterly business reviews (QBRs) and interlock sessions with partners (SIs, GSIs, and VARs) to align strategies and drive channel success.
- Led customer engagement, expanding the company's footprint and acquiring new logos.
- Advised on large-scale projects, leading to greater efficiency in data centers and digital business.
Sales Specialist, Channel Account Manager
Cisco Systems
04.2008 - 07.2013
- Develop and nurture strong relationships with key stakeholders, including clients, systems integrators (SIs), value-added resellers (VARs), Big Four firms, consultants, and industry leaders. Act as the single point of contact (SPOC) to ensure effective collaboration with partners across the region. Facilitate quarterly business reviews (QBRs) and interlock sessions with partners (SIs, GSIs, and VARs) to align strategies and drive channel success.
- Achieved 40% growth in new business and partnerships, driving significant revenue expansion. Attained 100% achievement of all KPIs, consistently meeting performance goals and targets. Scaled 10 partners in the partner hierarchy, enhancing channel capabilities and market reach. Secured funding for 3 partners to pursue special technology certifications, fostering expertise and value addition.
- Delivered a 100% increase in SMB Classic Cisco products, strengthening product positioning in the market. Recognized with the Best Performer Award from the Global SMB Head for outstanding contribution and results.
Relationship Manager (Key Accounts)
CMC Limited
01.1999 - 01.2008
- Fostered and expanded client and partner relationships, driving mutual growth and collaboration.
- Identified new business opportunities within key accounts, delivering tailored solutions that increased revenue potential.
- Developed and executed strategic account plans, resulting in significant sales growth and strengthened stakeholder relationships.
Education
MBA -
Indian School of Business Management
Bachelor of Commerce -
Osmania University
Skills
- Team Management and Cross
Functional Leadership - Business Development & Strategy
- Customer Management
- Large Turnkey Solution Sales and
Consulting - Alliances and Channel
Management
Timeline
Director of Business Development
Oracle
08.2021 - Current
Regional Sales Manager (South & East)
Vmware
02.2020 - 06.2021
Regional Sales Manager (South & East)
Hitachi Vanatra
02.2019 - 02.2020
Account Executive & National Account Manager
Dell Technologies
11.2014 - 02.2019
Sales Specialist, Channel Account Manager
Cisco Systems
04.2008 - 07.2013
Relationship Manager (Key Accounts)
CMC Limited
01.1999 - 01.2008
MBA -
Indian School of Business Management
Bachelor of Commerce -
Osmania University
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