Vijay Kanal
National Product Manager, Sales & MSP Business
Mumbai
Summary
A dynamic sales professional with 14+ years of experience in Software Sales across India in multiple verticals such as IT-ITES, BFSI, Retail, Manufacturing & Datacenter provider. Experienced in Direct sales, Managed Services Provider, Channel Sales, Co-Sell Motion with OEMs, Key-Accounts Management, BFSI/SMB/Mid Market Clients, and PAN India Business Management.
Action oriented team player with leadership qualities, interpersonal & organizational skills. Demonstrated excellence in Strategic and Tactical Business planning for Territories, Accounts and Large Opportunities. In-depth understanding & knowledge of Cloud Portfolio (AWS, Azure) offerings i.e. IaaS, PaaS, SaaS and subscription based licensing model and managed service.
Strategic Alliance lead with IBM, Oracle, Cyber Security OEMs, and Datacenter for providing solution on Security enabling to sign as MSP agreements for Crayon and onboarding Cloud Resell Partner.
Fastest growing LoB in the system with year-on-year growth of 50%-70%.
Overview
13
13
years of professional experience
4
4
Languages
Work History
National Product Manager
Crayon Software Experts India Pvt Ltd
01.2018 - Current
- Responsible to delivery growth for the Non-MS business in Crayon for IBM, Oracle, Cyber Security, FinOps and Migration business including products, and services within a list of defined solutions in India & work closely with Crayon APAC region for IBM business.
- Signed global MSP agreement Commvault and build the team across the 24*7, and GTM for Crayon Global.
- Signed APAC agreement with IBM Apptio, first partner in IBM and APAC to sign the agreement from India for FinOps offering.
- Developed service GTM along with Care Pack for FinOps offering under the MSP model.
- Launched offering under AWS marketplace for Commvault MSP & IBM Apptio MSP.
- Singed Migration MSP agreement with Quest for GTM on Email Migration, AD Migration to Microsoft.
- Work closely with the channel partner ecosystem of OEMs such as Microsoft, AWS, IBM, Oracle, Checkpoint, CyberArk, Zscaler, F5, Commvault and Quest to drive the business and strategy.
- Build the Pre-Sales, Implementation and Service delivery team for LoB (IBM Apptio, Commvault, Zscaler, CyberArk and F5)
- Break into accounts where there is minimum or less presence of Crayon and build large deals for IBM, Oracle, and Cyber Security solutions.
- Expected to build large deals and including the services on Cloud Migration, Cost Optimization for Azure, AWS, and Oracle environment
- Map and maintain relationships at all levels within the complete accounts eco system - IT Heads, CXOs, policy makers, consultants, advisers, partners and other key decision makers and influencers
- Work towards the long-term and short-term goals of making accounts work with Crayon on solutions such Data Resilience, Cyber Resilience, Crayon Cloud Economic (Apptio MSP), Cloud Security, Database Encryption, End Point Security and Software Asset Management tools.
- Meeting the customer expectation being their advisor on the solution to meet the customer's business needs, challenges, technical requirements and customers drive digital transformation initiatives and security initiatives
- Develop and maintain a healthy funnel valued at 3-5 times expected revenue goals on an ongoing (quarterly/annual) basis and providing insight on deal registration to internal team and stakeholders
- Increase the footprint and wallet share of OEMs (Microsoft, AWS, IBM, Oracle, Checkpoint, Crowdstrike, Quest, and HCL Software) within the Crayon India from 1 to 15%+ of totality in the revenue or profit margin with help of MSP, CSP, ESA engagement and BAU model
- Prepare and Present business review, including the budget forecasting for financial year to the management highlight on the growth expectation for next year and year to date attainment with exit plan
- Work closely with internal Marketing Team and OEMs plan for strategic initiatives to increase footprint of Crayon focused solutions
Business Development Manager - West
Crayon Software Experts India Pvt Ltd
01.2016 - 12.2017
- The profile includes business development in the named accounts & opportunity management strategy for West accounts through direct engagement and indirect engagement with client to drive incremental sales revenue for complete portfolio of Crayon Software majorly focusing on Microsoft O365, Microsoft Azure, IBM, Oracle and TPSW
- Responsible for managing End to End sales from opportunity identification to the closure and provide post-sales support
- Key responsibility to develop technology channel partners in the region to ensure the services delivery is met to complete the services business
- Participating in the events, street show, CIO conference and work closely with inside team to ensure we meet customer post the above engagement for new business development
- Help customer to embark on the journey of 'SAM First, Cloud First' Journey by providing consultation, help them to adopt new technologies like Microsoft Azure, O365, Digital Transformation, Security and Software Asset Management
Business Manager Sales and Alliance
SISL Infotech Pvt Ltd
10.2014 - 11.2015
Senior Executive - Business Development
MindCraft Software Pvt Ltd
12.2011 - 10.2014
Education
MBA - With Distinction
Gurunanak Institute of Management And Studies
Mumbai, India 04.2001 -
Bachelor of Business Management - with First Class
Skills
- Business Strategy
- Strong Growth Developer
- MSP Business Development
- Consistent Executor
- Co-Sell Motion Enabler
- Channel Management
- Business Development
Professional Accolades
- Winner of Centre of Excellence for Sales, 2021-22
- Winner for IBM & Oracle Business, 2019
- Winner of Special Mention Award for achievement of Large Deal Closure, 2018
- Winner of Qtr'ly Sales Award, JFM'2013
- Won Cyber Security Partner of year in 2023, at IBM Think.
- Won Unity Partner of the year in 2023, by F5.
- Won APAC Partner of the year 2024, by Couchbase.
- Recognized by management in the Hall of Frame in FY22,23 and 24.
Professional Trainings and Certifications
- IBM Technical Sales on Qradar
- IBM Cloud Pak for Security Professional
- IBM Cloud Pak for Integration for Sales
- IBM Turbonomic Sales Certification
- IBM Software Top Gun Certified
- Oracle Cloud Infrastructure
- Oracle MySQL Sales Certification
- Boot Camp to develop consulting Selling Approach
- Boot Camp Quest for Partners
- Microsoft Secure and Productive Enterprise Champion
Personal Information
- Date of Birth: 07/18/90
- Gender: Male
- Nationality: Indian
- Marital Status: Married
Profile Snapshot
- Crayon Software Experts India Pvt Ltd, 01/2018 - Present, National Product Manager
- Crayon Software Experts India Pvt Ltd, 01/2016 - 12/2017, Business Development Manager - West
- SISL Infotech Pvt Ltd, 10/2014 - 11/2015, Business Manager Sales and Alliance
- MindCraft Software Pvt Ltd, 12/2011 - 10/2014, Senior Executive - Business Development
Timeline
National Product Manager
Crayon Software Experts India Pvt Ltd
01.2018 - Current
Business Development Manager - West
Crayon Software Experts India Pvt Ltd
01.2016 - 12.2017
Business Manager Sales and Alliance
SISL Infotech Pvt Ltd
10.2014 - 11.2015
Senior Executive - Business Development
MindCraft Software Pvt Ltd
12.2011 - 10.2014
MBA - With Distinction
Gurunanak Institute of Management And Studies
04.2001 -
Bachelor of Business Management - with First Class
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