T SRINIVASA RAO

• Developed sales strategy based on research of consumer buying trends and market conditions and built a pipeline of prospective customers.
• Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
• Collaborated with ISMs in the planning process to develop mutual performance objectives, financial targets and critical milestones.
• Brought lapsed accounts back to active status and provided additional revenue.
• Increased market penetration by growing brand awareness.
• Opened new national account customers across markets and increased revenue.
• Provided product demonstrations to share features, answer questions and overcome concerns.

Achievement Summary :

Timeline Achievement

• JFM 2022 ~ 93%
• AMJ 2022 ~ 112%
• JAS 2022 ~ 106%
• OND 2022 ~ 124%
• JFM 2023 ~ 106%

• Managing end-to-end sales of Nelco VSAT Services (Hardware, and Network Services) through RFP and single vendor sales approach.
• Building cordial relationship with all key stake holders across Banks to build additional opportunity and increase wallet share
• Recognizing industry trend and organizing workshop/seminars for the customer on the same.
• Comprehending the market, business drivers and competitive landscape, planning customer campaigns accordingly and developing solutions on modern aspects of banking through a consulting based approach.
• Creating account profiles and facilitate cross sell and up sell
• Work Closely with internal IT Team in Solution designing and Understand customer business challenges and propose with Nelco capabilities in Hardware, and Services.
• Understand client's requirements, answer RFQs to position appropriate solution from Nelco.

Achievements:

• Closed a very large deal for 5 yrs contract with one of the Indian Bank RRB and value close to INR 6 Crores in the 1st quarter of 2019
• Closed an upgrade order from KBL value close to 1 Crore, and also built very large funnel from KBL for many up-sale & Cross sale opportunities.
• Have demonstrated and created very healthy funnel from across BFSI in south and based on which I have got additional responsibility of managing Logistics Vertical.
• Closed a large Up-Sale case with BTI Payments / India 1 WLA ATM.

• Responsible of maintaining current revenue stream of key large accounts and increasing the wallet share in accounts like Corporation Bank, Karnataka Bank,Vijaya Bank, Mphasis, Capgemini, Century links, SAP Labs, Sandisk, 3M, Synopsys,Bally Tech, Shell, ABRL & Applied Materials and ensure growth in revenue by cross sale/up-sale in all the enterprise products including Voice, Data & IDC / Cloud solutions
• Also responsible for hunt potential large accounts to churn competition wallet share
• Some New Logo Wins : Mu-Sigma, Lowes, Xiaomi, Rakuten , Legato, Danske & SQS

In this profile, I was responsible in Handling Large Enterprise customers in IT- ITES sectors, catering to their IT infrastructure & Application service requirements. The role involves of maintaining, developing a strong relationship and deeply penetrating with strategic clients of HCL. Accountable for end to end account management,It involves selling of core IT infrastructure solutions: NI (Network Integration), Information security, DCS (Data center Solution), IAAS, SAAS, PAAS, CC (Converge Communications), and Microsoft Solutions. Also responsible for selling Cloud services and HCL's Patent Product in ESM tool MAESTRO and also ITOC, RIM, NOC, SOC, Consulting, MVTS ( Multi Vendor Technology Support) and Enterprise Mobility Solution etc thereby creating an environment of one stop to the clients for their complete IT infrastructure needs

• Managing overall responsibility for the assigned accounts, worked as SPOC in those accounts for Seeding newer opportunities
• Execute a comprehensive strategic business plan with existing Customers and hunt for new accounts in the IT ITES Vertical.
• Creates short and long-term plans based on understanding of business and technology trends and pitch Key differentiators.
• Create/Expand revenue streams in the account through newer Technology or solutions in existing accounts and newer accounts

Key Accounts Managed :

• ABRL, ANZ , Applied Materials, Ascendas, Atyati (Genpact), AXA Technologies,Danske Bank, IIM B, Narayana Hrudayalaya, SAP Labs, Technicolor, Timken, Xerox.

Getronics is one of the Leading ICT Services Company with expertise in Work Space Management Services, Connectivity, Data Centers & Consultancy. Getronics is well positioned to offer best of breed ICT Services to many Fortune 500 businesses & Public Sector Organizations around the globe.

• This Role included handling the largest Global Accounts Namely FTSI (Ford), Shell, J&J, MSD, Barclays, Akamai Technologies & Bard Healthcare.

Job Profile & Key Responsibilities:

• To be responsible for generating and managing sales in the country for IT Managed Services; to build a platform for high growth for India with key clients in India; to handle various projects from a delivery perspective.

Sales Mix :

• Services 85% – IT Infrastructure Managed Services, Staff Augmentation
• Products 15% – Networking products, other IT Hardware
• Generating business from new clients in India
• Account management and increasing business from existing clients
• Understanding customer requirements, critical challenges and pitching in an appropriate way.

Achievements:

• Building up sales from double the number of clients in a year
• Revenue increase from INR 10 Crore to INR 20 Crore
• Key/Large Projects – delivery of 4 key projects worth approx USD200k.

NCR Corporation is a fortune 500 company and world leader in ATM business since more than two decades.

In this role I have managed large A/Cs like Canara Bank, Syndicate Bank, ING Vysya, Andhra Bank, Prizm (Now Part of Hitachi),Banktech (Now BTI Payments) etc

Achievements:

• Qualified for ‘Cent Percent Club' in the very first year in NCR and continued year on year
• Have been to USA for attaining CPC Memberships and attending Sales
• Conferences in Jan 08 & Jan 2012 & 13
• Completed many sales trainings in NCRU and Holden Power Base
• Selling and Holden Account Planning for portfolio expansion.

• Developing Sales Strategies
• Key Accounts management
• Effective Communication
• Channel Partner Management
• Networking & Relationship building
• Market Analysis
• Payments Collection on time
• Business Hygiene
• Problem Identification/Resolution
• Pricing, negotiating and closing the deals