Vijay Sampathkumar
Founder & CEO
Mumbai,India
Summary
High-achieving senior executive bringing expertise in business planning, revenue development and change management. Offers 20+ years of leadership in Services industry along with entrepreneurial, forward-thinking mindset and demonstrated track record of accomplishment.
Overview
27
27
years of professional experience
4
4
years of post-secondary education
Work History
Founder & CEO
ArBhar Consulting Private Limited
Mumbai, Maharashtra
11.2017 - Current
- Established organizational mission statement through extensive collaboration and review
- Identified business development challenges and customer concerns for proactive resolution
- Cultivated forward-thinking, inclusive and performance-driven company culture to lead industry innovations.
- Directed market expansions to propel business forward, meet changing customer needs
- Drove operational improvements which resulted in savings and improved profit margins.
- Studied market to determine optimal pricing of goods and capitalize on emerging opportunities
- Defined company roles and responsibilities to establish and enhance processes
- Built company from ground up to establish itself as leading mid size consulting firm with focus on Retail sector to optimize inventory and fixed Assets nation wide
- Grew company YoY and successfully grew EBIDTA to double digits in 5th Year
- Had implemented continuous improvement program to constantly work on delivery models
- Brought together human, physical and financial resources to establish functioning business model
- Established, optimized and enforced business policies to maintain consistency across industry operations
- Acquired over 250+ plus customers over period of 5 years
- Negotiated terms of business acquisitions to increase business base and solidify market presence
Commercial Director
Iron Mountain
Mumbai, Maharashtra
04.2015 - 09.2017
- Developed strategic initiatives based upon company objectives aimed at accelerating growth.
- Was part of Iron Mountain's Leadership team and lead Iron Mountain’s business operations that include growing sales and marketing functions, driving strategic partnerships / Alliances & Services opportunities in India region
- Drove the business through ground-breaking concepts of growing the coverage & solution & selling
- Acquired over 600+ new Customers
- Increased Sales team productivity by over 50%
- Working towards aggregate region coverage, SFDC Adaptation, pipeline growth, restructuring sales organization and sell-through business model
- The role involves formulation and execution of go to market strategies that can leverage the tremendous opportunities for Iron Mountain solutions to take a leadership role in the evolution of India’s Information & Record Management Opportunities
- Thanks to Iron Mountain’s business model modernization & great determinations of awesome team, we have been exponentially developing business in the region & becoming the fastest growing region in world & best performing countries in world for Iron Mountain
- Conducted research to develop detailed business plans for commercial opportunities and expansion.
Country Lead, Enterprise Channels
Dell Technologies
Bengaluru, Karnataka
04.2010 - 03.2015
- Monitoring Enterprise System and Solution business of DELL Channel for India, Including Server, Networking & Storage Solutions, Building & Enabling enterprise partner network to drive markets of Large Enterprise, Public, and SMB across India
- Leading and growing exciting Enterprise Business
- Had Served as active part of Storage Leadership Team in APJ to Strategies Storage GTM Programs
- Had Collaborated with Country Storage Teams to localize Storage Marketing Programs to suit country specific needs to penetrate into Newer Markets, increasing participation and Attach rates of Channel Partners
- Increasing market share for Dell Enterprise Solutions portfolio in Indian market
- Had led team of storage domain experts across India Dell SMB to evangelize Dell Storage Portfolio, Articulate Dell Solutions, sizing & architect Dell Solutions to customers
- Liaising with CIO’s to be part of their storage design road map & strategies
Strategic Account Manager, Regional Channel Manager
Hitachi Vantara
04.2008 - 02.2010
- Monitored CXO level engagements with select few accounts, Evangelizing HDS solutions offerings and aligning with key business drivers of these customers and assisting them to align business with technology
- Involved in building & leading these new strategic accounts, creating a communication channel between HDS & these accounts while working closely with technology solutions group
- As, functioned as an active part of the strategic team setting up channel eco-systems, signing up partners & setting up channel policies in the region
- Signed up over 1 Million USD in Revenue from Competition Customer
- As Regional Channel Manager:
• Functioned as an active part of strategic team setting up channel eco-systems, signing up partners & setting up channel policies in southern India. - Signed up over 50 New Channel Partners in South India.
Account Manager
BFSI, Symantec
11.2006 - 04.2008
- Collaborated with:
- Large Public/ Private Sector & Global Banks in South India Had the opportunity to work closely with senior decision makers in Banking Accounts, understand their business & Decision theories & critical buying criteria
- Large Consulting Company to penetrate Large Public sector Banks to sell Symantec's Data Availability & Security Solutions
- Attained insight into BFSI's buying model, the significance of data in a Bank & the related compliance
Territory Manager
NETSCOUT
11.2005 - 11.2006
- I was responsible for sale / support of our enterprise end-end application response time management solutions & Enterprise business visibility solutions
- I handle India as the region and work through SI partners & resellers.
Country Manager
Exclusive Networks Asia
07.2004 - 10.2005
- Year 4 months)
- Transition Systems is a value-added distributor of Networking & Security products
- Products distributed by Transition during my period were products from F5 Networks, Packeteer & NetScout
- Sales
- Channel Creation & Management
- Vendor Management
- People Management
- Operations Management.
Product Manager
P&L Management, Storage Solutions, Accel ICIM Systems & Services (P) Ltd
07.2002 - 06.2004
- Accel is a company which is into services & Systems Integration
- Product Management for Veritas Software includes, preparing BOM, going for sales calls with account / sales managers
- Train sales team across India on positioning solutions of Veritas
- Develop & maintain, large accounts for Accel with Storage Solutions Focus.
Key Account Manager
Apara, Apara Enterprise, F5 Networks
08.2001 - 06.2002
- Apara is a niche player on Networking & Storage Solutions and their alliances then include, Veritas, NetApps, Alteon, NetScreen etc…
- My responsibility during the stint at Apara was selling of Storage & Networking Solutions and manage large accounts
- Synergy Log-IN, Lexus Software
Alliance management
09.1999 - 06.2001
- Worked with Synergy Log-IN Systems in, & Sales, then worked in Singapore (Lexus Software) in the areas of resource augmentation and back in India in the areas of Application & Device load balancing (F5 Networks).
Owner Entrepreneur
06.1995 - 08.1999
- Started my career as an entrepreneur, been involved in the complete life-cycle of sales of security, Accounting Software, Antivirus & Microsoft products
- Had also set up a software development division to create Mini - ERP.
Education
Costing & Management Accounting
Institute of Cost And Work Accountants of India
Chennai, TN 01.1994 - 01.1995
B. Com - Commerce
University of Madras
Chennai, TN 01.1992 - 01.1995
Skills
Sales ProcessTeam Management
Consulting
Budgeting
Strategic planning
Recruitment and hiring
Customer acquisition
Revenue Generation
Critical Thinking
Business planning
Business administration
Financial Management
Timeline
Founder & CEO
ArBhar Consulting Private Limited
11.2017 - Current
Commercial Director
Iron Mountain
04.2015 - 09.2017
Country Lead, Enterprise Channels
Dell Technologies
04.2010 - 03.2015
Strategic Account Manager, Regional Channel Manager
Hitachi Vantara
04.2008 - 02.2010
Account Manager
BFSI, Symantec
11.2006 - 04.2008
Territory Manager
NETSCOUT
11.2005 - 11.2006
Country Manager
Exclusive Networks Asia
07.2004 - 10.2005
Product Manager
P&L Management, Storage Solutions, Accel ICIM Systems & Services (P) Ltd
07.2002 - 06.2004
Key Account Manager
Apara, Apara Enterprise, F5 Networks
08.2001 - 06.2002
Alliance management
09.1999 - 06.2001
Owner Entrepreneur
06.1995 - 08.1999
Costing & Management Accounting
Institute of Cost And Work Accountants of India
01.1994 - 01.1995
B. Com - Commerce
University of Madras
01.1992 - 01.1995