Binu Thomas Email & Phone Number

Bengaluru, Karnataka, India

Customer Success Manager (CSM) to cultivate exceptional experiences and unceasing value for Replicon customers by acting as their trusted advisor, educating them with constant growth in mind.The Customer Success Manager (CSM) is responsible to manage the customer experience for a specific territory's install base of customers and help grow and maintain revenue. Act as the Customer’s Advisor who serves as a key point of contact and as a liaison between the customer and the various departments within Replicon.Key Responsibilities:· Protect and grow revenue on the existing install base, managing customer life-cycle, ongoing support around customer service levels, customer contract renewals, increase footprint within the business, forecast and reduce churn.· To understand the customer's business needs to ensure customer satisfaction and encourage continued long-term relationships and help identify opportunities where Replicon services fit their ongoing business strategy.· Master Replicon’s innovative system for managing customer growth and building strategic relationships· Stay current with product knowledge of Replicon’s software solutions· Manage and retain revenue for the territory's install base of accounts, own and run it like an autonomous business.· Meet growth opportunity objectives consistently with numbers and overachieving the target.· Generate demand for additional products and services within the install base of customers and grow the existing revenue base by upselling/cross-selling.· Maintain net-growth by selling and increasing footprint in the existing customer base to offset churn.

Pune Area, India

MarketsandMarkets is the largest market research firm worldwide in terms of premium market research reports published annually. Serving 1,700 Fortune organizations globally with more than 1200 premium studies in a year, MarketsandMarkets caters to multitude of clients across 12 different industry verticals.We specialize in Consulting assignments and Business Research across high growth markets, cutting edge technologies and newer applications. Our highly qualified team of analysts and SMEs track global high growth markets following the "Growth Engagement Model (GEM)". The GEM aims to proactively collaborate with clients to identify new opportunities and most important customers, to formulate "Attack, Avoid & Defend" strategies as well as to identify sources of incremental revenues for our clients.Duties and Responsibilities• New client acquisition and account management.• Complete sales cycle - prospecting, requirement understanding, proposal presentation, relationship building and sales closure• Ensuring end clients sees values through incremental revenues from our offerings.• Maximizing per account and achieve overall annual revenues. • Proactively identify the transformation happening at client end and build practices/services around it. • Collaborative innovation with the product/platform development team in the space of Market Research largely with the social technologies impacting B2B and B2C.• Drive performance into team of six- global and local team.• Identification of organizational structure and analysis of target clients and key decision makers• Client relationship management• Maintaining continuous client relationships through client follow-up and responding to their queries • Execute new business development strategies and achieve annual/quarterly goals• Lead a team of Business Development Executives and help achieve individual targets.

Bangalore, India

• Working with CEO’s, COO’s, CTO’s and other executive level personnel on adoption of Oracle Cloud.• Identifying the specific needs of customers, and then creating bespoke solutions for them.• Understand the sales cycle in conjunction with business process externally and internally. E.g. signoffs require relationships at all levels.• Develop and Strategize new territory plan and strategy to focus on Install Base within Retail, Professional, Banking, Communication and Telecom Industry Vertical.• Develop and present solutions to C-level executives (CIO, CTO and CFO) and various IT Manager.• Adapt at clearly demonstrating tangible ROI from IT Environment to Oracle Tech in a variety of circumstances.• Developed relationships at C Level to dramatically increase number of leads and references from this source.• Increasing Oracle Technology Footprint for Small and Mid-Size Businesses• Oversee account management for 40+ accounts and aggressively pursue new business.• Work closely within the eco-system for increase footprint. (Net New and Install Base)• Manage sales through account resource allocation, account strategy, and planning.• Identifying the revenue generating industry verticals from historical for Oracle and tapping new alliances with existing or new accounts.• Develop strategic business relationships with the heads of other line of business in a company to qualify and follow up sales leads to closure.• Coordinating with internal and other teams inside the ecosystem towards achieving the Sales Target.• Experience in a dynamic challenging environment with deadlines and a performance/achievement culture.• Handling a team of 10 Business Development Consultants for new prospects and lead qualification.

Bangalore, India

• Working as an ISV/OEM account manager for Emerging Market, Financial services and Healthcare companies.• Developing strategic relationships with Independent Software Vendors and OEM organizations.• Become a trusted advisor to partners looking to embed world-class Oracle products to extend the capabilities of their products addressing specific functional, market or industry needs.• Adapt at working in high-pressure environments with strict deadlines and multiple deliverables• Worked with Oracle Partners across various territories, consulting them with their current business models, positioning Oracle Technology in their current set up via embedding/bundling, hosting and Cloud Business Models• Responsible for identifying and generating new business through sales activities such as prospecting, territory planning and building mainly from ISV and OEM accounts.• Designing and implementing competent strategies to explore potential business avenues, penetrate new ISV partner accounts• Upholding the Technical side of the Sales Cycle.• Speaking to customers/prospects and understanding the business needs• Creatively applying Oracle-based solutions to those needs• Demonstrating Oracle Products and Technologies• Developing and delivering proof of concepts and customized product Demonstrations

Bangalore, India

• Systems and software consulting with clients (Database, Middleware, Servers and Storage)• Working along with the Product specialist’s team to provide the optimized solution based on customers requirement• Understanding the customer’s business needs in relation with their IT infrastructure• Manage product positioning and strategies• Learn and maintain in depth knowledge of new product launched and latest technologies, competitors and industry trends• Making Blueprints and Proof of concept reports after testing the product as per customers requirement• Working in tune with the Field sales representatives and providing the required documentation for closing sales.• Work directly with CIO’s, CTO’s, CISO’s and all ‘C’ level & VP level people by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.• Seek new business opportunities through Market Research, networking sites and cold calling• Understanding complex IT architecture and help clients make optimum use of existing resources to create a more scalable and secure IT environment for higher availability and better performance• New Account development - identifying prospective customer needs and developing innovative solutions to satisfy their requirements through prospecting.

Bangalore, India

• Oversee account management for 70+ accounts and aggressively pursue new business.• Work closely within the eco-system for increase Dell footprint. (Net New and Install Base)• Manage sales through account resource allocation, account strategy, and planning.• Identifying the revenue generating industry verticals in the last one year for Dell and tapping new alliances with existing or new accounts.• Develop strategic business relationships with CEO, CIO and the heads of other line of business in a company to qualify and follow up sales leads to closure.• Coordinating with Partners and other teams within the Dell Ecosystem towards achieving the Sales Target.• Experience in a dynamic challenging environment with deadlines and a performance/achievement culture.• Understand the sales cycle in conjunction with business process externally and internally. E.g. signoffs require relationships at all levels.• Develop and strategize new territory plan and to focus on Install Base with Hardware in IT Industry.• Develop and present solutions to C-level executives (CIO, CTO and CFO) and various IT Manager.• Adept at clearly demonstrating tangible ROI from non-Dell Environment to Dell Hardware in a variety of circumstances.• Developed relationships at manager and field sales levels, dramatically increasing number of leads from this source.

Hyderabad, India

• Position new advanced machines to obsolete and beyond repair machines.• Identify up sell cross sell opportunities to existing customer Install base.• Manage sales continuity through replenishing consumer usage and consumables.• Aggressive and on time follow up on service contract renewals for Dell hardware.• Timely follow up and sales of warranty upgrades before expiration.• Demanding role, with achievements of quota on each parameter with sufficient margins.

Hyderabad, India

• Direct selling to end user after understanding the specific requirement and customization.• Work efficiently to over achieve self and team quota.• Win the SPIFF of the day within the limits of the ethics and customer satisfaction uncompromised.• Over achieving the NPS scores and customer appreciation.• Aggressive and proactive approach to close the deal without follow-ups.• High level understanding of customer psychology and technical understanding to grow the deal without compromising margins.• Keeping abreast with latest offerings from Dell stable and competition with high level training and self learning.

Hyderabad, India

• Joined as an Outbound collection agent for Auto finance.• Started with normal delinquency, then mid range and high range accounts.• Scaling targets and overachieving with call monitoring and mentoring.• Promoted to B.A.U (Business as Usual) - mentoring role.• Migrated 3Level Skip tracing process. Basic, Medium & Advance.• Developed the training modules, for new and existing agents for transition.• Moved to the role of a Process Developer with Cross training.• Achieved targets with quality and compliance.• Role change to shadowing manager with team management.

Mib (Master Of International Business), International Business

B.Com (Bachelors In Commerce), Commerce