Vivek AS
Sales & business development
Bengaluru
Summary
To obtain Sales/Business Development position with market leading IT/Software organization and in a sales centric environment, where I could learn, grow and utilize acquired expertise in sales, marketing & new business acquisitions capabilities in domestic and international markets operating in BFSI vertical, intending to contribute and perform towards achieving company goals, objectives and vision.
Seeking opportunities to leverage industry knowledge in BFSI domain and strategic sales & business development skills to contribute to organizational growth and success.
Overview
15
15
years of professional experience
3
3
years of post-secondary education
3
3
Languages
Work History
Sales & Business Development Lead
SS&C Technologies
07.2021 - 04.2023
- SS&C is a leading global provider of mission-critical, cloud-based software solutions & Services for the financial industries. It is a Fortune 1000 U.S. company with revenue of more than 5.4 Billion USD & market capital of 13.5 Billion USD. SS&C Tech is a trusted solution provider to more than 18,000 financial services companies, with over 24,000 employees and operations in 104 cities across 40 countries.
- Marque Subsidiaries: -
- Blue Prism Group, DST Systems, Eze Software, Intralinks, Algorithmics, Globeops & so on
- Designation: Sales & Business Development Lead
- Experience: July 2021 to present
- Technology & enterprise software Solution sales for India, MEA & APAC geography targeting Banking, Financial services, Asset management, Wealth management, Insurance, Capital market, Private Equity, Hedge Fund, Retirement & Fintech verticals
- Lead Sales, Business Development, Marketing and Account Management functions
- Responsible for new client acquisition and account management
- Revenue Generation P&L
- Devising, developing and executing GTM for successful achieving sales target, KPI and key organizational goals. Territory planning and market landscape.
- Stakeholder management of Senior leadership, cross-functional teams and subsidiaries across Australia, UK, Europe and Americas to meet strategic goals
- Partner and alliance management
- Due diligence and research on Merger & acquisition to increase market share
- Branding, event and media management
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends
- Evaluated competitor offerings to maintain a competitive edge in the market space
- Enhanced brand visibility with targeted marketing campaigns and promotional events
- Optimized sales pipeline management, resulting in improved conversion rates and deal closures
- Led market research efforts to identify potential clients and industry trends
- Collaborated cross-functionally to develop innovative solutions for complex client challenges
- Leveraged CRM tools for efficient tracking of contacts, communications, proposals, negotiations and project implementations
- Negotiated favorable contracts that maximized profits while maintaining strong client relationships
- Streamlined internal processes, improving efficiency and productivity within the team
- Increased client base by identifying and pursuing new business opportunities
- Generated leads through strategic networking at industry conferences, trade shows, and other events
- Developed strategic partnerships for mutual growth and success
- Expanded business through effective network development, identifying new, and prospective clients
- Incorporated product changes into marketing messages to drive customer engagement and maximize profits
- Pitched plans and investment strategies to potential partners to raise capital
- Communicated with leadership teams by spearheading regular meetings to discuss objectives
- Developed and implemented favorable pricing structures balancing firm objectives against customer targets
- Achieved or exceeded company-defined sales quotas
Sales Manager – Africa, Southern India and Sri Lanka
3i Infotech
11.2016 - 04.2021
- Devising go-to market strategies, Geography/ territory mapping and sales & business development planning for Africa, India, Sri Lanka and South Asia
- Responsible for the end to end Sales, business development and account management initiatives for Core banking, Lending Solution, Digital Banking, Anti money laundering, Treasury, Credit & Market Risk & Compliance, Fraud Management Solution, Factoring/Receivable financing, Asset Liability Management, Wealth management, CRM, mobility, Business Intelligence, professional services/staffing & end to end software solution
- Responsible for partner and alliance management
- To create and sustain a healthy and robust sales pipeline which results in achieving/exceeding sales target.
- Increased sales revenue by developing and implementing effective sales strategies
- Evaluated competitor offerings to maintain a competitive edge, adapting strategies as necessary for sustained success
- Analyzed market trends to identify new business opportunities, leading to expansion into profitable territories
- Facilitated cross-functional communication between sales, marketing, and product development teams to ensure cohesive efforts towards shared goals
- Streamlined sales processes for improved efficiency, resulting in higher conversion rates
- Led a successful sales team by providing motivational coaching and performance-based incentives
- Optimized territory management plans by analyzing data on customer demographics, preferences, and buying patterns
- Consistently met or exceeded sales targets through diligent effort and persistence in closing deals
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities
- Resolved problems with high-profile customers to maintain relationships and increase return customer base
- Built relationships with customers and community to establish long-term business growth
- Managed revenue models, process flows, operations support and customer engagement strategies
Sales Manager – Bahrain-Kuwait and Saudi Arabia
3i Infotech
05.2015 - 11.2016
- Devising go to market strategies, Geography/ territory mapping and sales & business development planning for Bahrain, Kuwait and Saudi Arabia.
Sales & Business Development Executive -Bahrain
Almoayed Group
11.2013 - 04.2015
- Responsible for the end to end Sales and business development initiatives (Account management for existing customer and new business acquisition) in Bahrain –Gulf region
- Involved in selling services and solution covering entire gamut of IT infrastructure & software solution
- Devising go to market strategies, Geography/ territory mapping and sales & business development planning
- Portfolio management for existing customer, driving up-sales & cross sales techniques to meet and exceed set revenue numbers
- Increasing market share by penetrating into untapped customer base and mining the existing customer base to broaden our services /solution offering
- Customer requirement mapping, problem diagnosis, freezing functional & technical scope of work, positioning and proposal of relevant solution, showcasing demonstration & presentation to key stakeholders and decision makers
- Driving sales cycle by liaising with internal team (Pre sales, technical and cross functional teams) and ongoing dialog and meetings with IT team, head of business, finance, procurement team, CXO and key stakeholder at client site during evaluation and selection of proposed solution and awarding the projects
- Competition analysis and company profiling periodically to fine tune sales process and approach
- Leveraging on industry contacts, influencers and key stakeholders in the company to get breakthrough into account & increase winning chances
- Ensuring smooth and seamless delivery of the turnkey projects and professional services undertaken
- Taking accountability and ownership of payment collection & realization in the stipulated timeframe.
Business Development Manager
SourceEdge Software
10.2012 - 08.2013
- Responsible for the end to end Sales and business development activities in MEA Geography across regions like UAE(Dubai, Abu Dhabi, Sharjah), Qatar, Oman, Saudi Arabia, Bahrain, Kuwait and African markets
- Industry research & analysis to gauge the market potential for Source Edge’s solution and services
- Geography & territory mapping (in-depth study of country, core economics, trade policies, business regulations, opportunities, ecosystem, political scenario & so on) to devise go to market strategies to capture the IT market
- Solution/product sales into industry verticals like Banking, finance, Airlines, manufacturing, Logistics, ecommerce, retail, Technology, Oil & Gas, hospitality, Government & conglomerates
- Market penetration and positioning of product such as ERP, CRM, Custom software development, Enterprise Mobility solutions, IT consulting, Mobile banking, Payments, Mobile POS, Micro finance solutions & so on
- Management of Inside sales & support team, monitoring, mentoring the team to unleash the best results in maximizing sales leads and opportunity funnel
- Product/solution demonstration through WebEx, telephonic discussion and Face to face meeting
- Demand generation, prospecting, qualifying and nurturing the leads & opportunities.
Business Development Manager
Kony Labs
04.2012 - 10.2012
- Handling India & Middle East/Africa geography for generating business in the field of enterprise mobility solution
- Geography/ territory mapping and devising go to market strategies
- Solution/product sales into industry verticals like Banking, finance, Airlines, manufacturing & conglomerates
- Cold calling, inbound lead profiling & email campaign to potential clients to generate interest in the Mobile banking, Mobile payments, Airline, CRM, HRMS, SAP mobilization, field services etc
- Product/solution demonstration through WebEx and telephonic discussion
- Demand generation, prospecting, qualifying and nurturing the leads & opportunities
- Working closely with frontend sales, presales, technical team in addressing the RFI/RFP and submission of proposals
- Proactive involvement in end to end Sales Management.
Senior Business Development Executive
Attra Infotech
03.2010 - 02.2012
- To target at business opportunities in the international market for offshore development and outsourcing deals in arenas such as application development, portfolio migration, system integration, production support, consulting & testing services
- Primary focus on selling solutions and services around products in core banking (T24, Flexcube, Finacle, Misys etc.) Card Management System (VisionPlus, FirstVision, Prime), Switching Applications (Base24, postilion, Sparow)
- New customer acquisition across the globe predominately in Middle East, North Africa and European region from banking, finance & payment industry
- Cold calling & email campaign to potential clients to generate interest in the software service/solution offering
- Demand generation, prospecting, qualifying and nurturing the leads
- To create and sustain a healthy sales pipeline which results in achieving/exceeding sales target and numbers
- Interacting and building relationship with C level contacts from large organization
- Effective utilization of tools such as LinkedIn, D&B, Jigsaw, Hoovers, Xing and other public domain
- Conduct market research to determine the size of the market for IT Services
- Develop a situation analysis of the company including its strengths, weaknesses, opportunities and threats to assist in the development of a strategic plan for the future of the business
- Identifying prospective clients & create the go to market plan for the identified territory & vertical/focus area
- Market Research, competition Analysis & Data mining of the prospect list
- Involve in creating effective sales/marketing collateral and service decks/flyers
- Proactively build relationships with potential clients to gain a greater understanding of current/future business needs and explore opportunities
- Close co-operation & co-ordination with the onsite sales team/practice heads to identify and follow up on new opportunities
- To understand the pain areas and challenges faced by the potential clients and propose them a solution with value prepositions
- To get access to RFP/RFQ, tenders and vendor empanelment through various sources
- Documentation of all sales metrics using Salesforce.com CRM
- Worked closely with the Pre-sales team on responding to RFP/RFI/RFQ
- Proactive involvement in end to end Sales Management
- Marketing & Branding initiatives.
Senior Executive Business development
Strategies Ingenious Software Solutions Pvt. Ltd
07.2008 - 03.2010
- Effective analysis and research of the market and build strong database of the possible potential clients across India, Middle East & Europe
- Handling the entire sales cycle of the application, enterprise software and staff augmentation services
- Take overall accountability and responsibility for all issues related to the account management
- Generating and prospecting the leads for services such as customize application development, Testing services, IT infrastructure support and staff augmentation services
- Identifying the target customers and profiling them
- Extensively involved in cold calling, email campaigning and in-person meeting
- Team handling and mentoring to build a strong sales funnel resulting in potential future business
- Effective coordination and working closely with sales representatives in other locations for successful prospecting and closing the deal
- Participating in meetings for presentation to generate business
- Participating in preparing responses to RFP/RFQ & RFI
- Involved in finalizing the various agreements like SLA, MOU and vendor agreement with the help of departmental head
- To establish and maintain strong relations with clients to ensure repeat business
- Supervision & Coordination between clients & internal departments for successful execution of projects.
Education
Bachelor of Business Management -
01.2004 - 04.2007
Skills
CRM tools & sales order Management
IT sales
IT business development
Technology Sales
Account Management
revenue generation
go to market strategies
sales forecasting
Joint Ventures
end to end sales management
Partner/alliances management
presentation
market research & competition analysis
new business acquisitions
lead/demand generation
cold calling
email campaigning
networking skills
team management
leadership skills
customer relations management
Vendor management
Pre sales
Tender/Bid management
commercial negotiation
contract negotiation
multiple solution sales
sales closure
CRM tools & sales order Management
Professional Snapshot
Seasoned Sales, Business Development & Account Management professional with 15 years of proven success in the IT, Technology, and Software industry. Specialized expertise in Banking, Financial Services, Insurance, Fintech, Retail, Tech and other major industry verticals. Demonstrated track record of effectively positioning enterprise software solutions, mission-critical systems, disruptive technologies, IT services, and products in India, Europe, APAC, Africa, and the Middle Eastern market. Consistently delivering increased market share, driving revenue generation and customer engagement. Adept at account management and building strong relationships with key stakeholders.
Timeline
Sales & Business Development Lead - SS&C Technologies
07.2021 - 04.2023
Sales Manager – Africa, Southern India and Sri Lanka - 3i Infotech
11.2016 - 04.2021
Sales Manager – Bahrain-Kuwait and Saudi Arabia - 3i Infotech
05.2015 - 11.2016
Sales & Business Development Executive -Bahrain - Almoayed Group
11.2013 - 04.2015
Business Development Manager - SourceEdge Software
10.2012 - 08.2013
Business Development Manager - Kony Labs
04.2012 - 10.2012
Senior Business Development Executive - Attra Infotech
03.2010 - 02.2012
Senior Executive Business development - Strategies Ingenious Software Solutions Pvt. Ltd
07.2008 - 03.2010
B.H.S First Grade College, Bangalore University - Bachelor of Business Management,
01.2004 - 04.2007