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A highly versatile and passionate cyber-security sales expert with 25 years in IT security domain in leadership roles at security Blue Chip companies like Sophos, Hewlett Packard, Tipping Point, Lumension Security, Nokia & Trend Micro With strong ability to build, nurture and grow relationships with customers, ecosystem partners with founders, CEO and other C level, building highly motivated and winning sales, technical, marketing and delivery teams Build security start-up business within the region grounds up from ZERO to multi million at Trend Micro, Nokia, Lumension Security, Tipping Point, created highly motivated and performing security sales teams from scratch managing across functions and Geo’s. Extensive experience in setting up sales and business development / operations in emerging markets across SAARC regions based in Mumbai driving the Go-2-Market strategy to execution via the Channel ecosystem, overseen over 13 million USD / Annum in sales & services revenue, innate ability to identify newer business opportunity areas, Strategize & capitalize on them and turnaround higher revenues in shorter span of time. Today, I use my decades of IT experience to empower companies to reach higher levels of security in doing their business. With a specialization in IT Security solutions, I work closely with growing companies to understand their teething problems. I empathize with their organisation’s needs and help identify security bottlenecks in their IT infrastructure. My sales fundamentals are pretty simple, I’m not a salesman focused on selling the most expensive solution. Rather, I’m here to partner with my clients to give them the solution that they need. My preference is to sell products with just the right amount of options and not a single feature more. This honest sales style has allowed me to maintain strong connections with dozens of billion dollar firms, built loyalty with the channel partners and garner respect within my team and peers. I’ve built trustful relationships, alongside building mind share, wallet share and market share. Outside of the office, I enjoy traveling, volunteering, and working with youths on positive personality development within social communities.
Consulting, coaching and mentoring small resellers in the IT security towards scaling solution offerings and building up towards being Value added Resellers, building customer retention, loyalty and increase mind-share & wallet share.
(Solutions include: NexGen Firewall Solutions / UTMs / Anti Ransomware Solutions / Endpoint Security / Encryption / Mobile Device Mgmt. / Artificial Intelligence / Machine Learning – Deep Learning Solutions) - Leadership role heading sales, strategy & GTM for Sophos ESG business group for India / SAARC - Lead & Manage a team of senior managers responsible for Business / channel Management and Direct Enterprise account Management & MSP’s for ESG business across India & SAARC Region. - Oversaw studies of market trends, competitor activity, client requirements and regional infrastructure development. Identify opportunities for business growth and position optimum product offerings to clients. - Carved niche market for “synchronised security” with Sophos presence in India build mind – wallet - market share Significant Highlights - Effectively evaluated new business cost, revenues, benefits and risk reduction strategies. Crafted executable business plan, implemented and spear headed overall business plan in collaboration with sales managers & regional partners (across the India/SAARC region) and exceeded sales target within a short span of joining and grew revenues - Enhanced the current ESG partnership landscape, relaunched the MSP program, aligned and inducted new partners with deep and core security knowledge and service delivery
(Solutions Include: Intrusion Prevention Solutions / Applications Security & SLCD Solutions / Hardware Key Encryption Solutions / Security Incident & Event Management (SIEM Solutions)) - Lead security business & profitability, sales & business development strategies and programs for HP ESP business across India, Sri Lanka, Bangladesh & Nepal - Drive regional revenue growth through a team of senior dedicated and motivated sales professionals - Grow security sales revenue by leveraging cross functional teams across the broader HP environment, Lead the key strategic & large revenue business accounts across enterprise, mid-market and government / public sector customers for India & adjoining markets. - Create avenues for better revenue, strategic vision and execution for the inorganic growth in the region, build a strong value proposition & ROI, attain an edge over competition by creating successful & effective reference-ability in these accounts. Significant Highlights - Single-handedly build Tipping Point’s Channel & Distribution network across India & SAARC, trained the broader networking team at HP, empowered team to take on added responsibility to serve security needs in their accounts. - Created HPESP entry in Indian Banking Industry within large public sector and key private sector banks, successfully added 7 net new large enterprise logos in the Telco / Banking/ govt. vertical for IPS & SIEM solutions - - Increased recurring sales revenue Qualified for the prestigious HP PRESIDENTS CLUB - WINNERS SUMMIT – HAWAII’13. Awarded 1st Place in Q3 “Making the Difference” FY14 program - Customer Testimonial
Intrusion Prevention Solution - Leadership position heading sales, strategy & GTM for TP across the region. - Set up Tipping Point business in India & SAARC giving it a strong foundation. Create and execute the regional marketing, business development and sales strategies for India business across Enterprise, channel and business operations - Carving a niche for Intrusion Prevention with Tipping Point’s presence in India building mindshare, market share through Partner Sales & Business development Plans & Initiatives. Significant Highlights - Successfully penetrated government vertical by building key relationship with consultants / influencers and won orders. - Consolidated Wins in the BFSI & Manufacturing verticals and won key customers, Developed and enabled the TP conducive partner / consultant ecosystem for long term growth driven through channels and marketing programs
(Solutions Include: Patch Management / VM Solutions / Data theft & Leakage Solutions / Whitelisting Solutions) - Leading & Managing the P&L responsibilities & growing Lumension’s business in India & SAARC - Sales leadership role defining & leading business operations, sales & marketing strategy for the region - Leading & Managing the PR & P&L responsibilities & growing Lumension’s business in the region, Hire, motivate, manage and develop a team of sales & pre-sales professionals. - Research and profile sales leads, specializing in fortune 500 companies operating in emerging markets across the SAARC region. Perform C level engagement to sell enterprise level IT Security products and services, and lead negotiations with clients to close million –dollar deals - Collaborated with local and regional marketing teams to execute localised marketing campaigns in-line with overall company brand, controlled marketing budgets and performed gap analysis to refine marketing strategy - Serve as brand ambassador during industry conferences, network with industry leaders, key client decision makers and media representatives, and conduct pre and post conference PR activities.