Dipankar - "D" Banerjee Email and Phone Number

Partner Channel DevelopmentDefined the 3 in a box model with Partner first approach to drive SAP Preferred Success globally via the scale approach.Define route to sales and lead the overall strategy for SAP resellers (standard VARs (RSA/Tier 2/3), Cloud Flex, and UVARs)Develop Partner-led DG programs at scale that includes joint GTM messaging, enablement, solutions/offerings, and incentives.Define and lead the value proposition for Partners, to Partners and for Customers to drive cloud line of business scale and adoption model.Q1 grew at 96% and Q2 grew at 89%. and Q3 grew at 134%, Three quarters of double digit year over year growth delivered.Renewal rates, penetration rates and adoption rates are at all time high with SAP Preferred Success.Over 200% growth in overall Partner participation via scale model for SAP Preferred Success.Global Strategic InitiativesGrow with RISE – Leading Preferred Success collaboration model for S4 Public Cloud globally to create a end to end next level adoption and consumption cadence for our customers.Leading Go-to-Market, sales motions and forecast cadence to drive hyper growth in S4 Public Cloud Direct and Indirect (scale) model.Driving enablement plan and enablement sessions with regional teams globally. Increase overall incremental pipeline by 20%, attach rates by 35%, penetration rates by 20% and global customer reference base by 25% by 2026.Digital Sales Model – Driving Digital Sales with SAP Digital Hub teams across 6 continents to add incremental Preferred Success pipeline. Define the additional scale models within the company.Leading enablement plan and sessions by regional team globally. Drive Cloudified Sales mindset.Created key buyer personas by cloud line of business aligned to the challenges and defined the value proposition with the help of Forrester Research data.Drive 30M in 30 days via key regional digital campaign to add incremental pipeline for Preferred Success.

Goal: Drive hyper-growth across all regions globallySales and Revenue Management (Direct and Indirect)Led Sales, Enablement and Go-to-Market teams globally for SAP Preferred Success to target direct and indirect customers. Led and provided accurate forecasting model to drive bookings, revenue, and renewal rates globally. Strategy and GTM:Lead the global Sales, GTM and Enablement strategies that aligns with tactical sales plays globally.Defined the route to sales and led the overall strategy for VARs and Cloud Choice Flex Partners.Developed Partner-led DG programs at scale that included joint GTM messaging, enablement, solutions/offerings, and incentives.Accelerated the Enablement team’s contributions to drive business outcomes through the standardization of the development and adoption of global methodologies, leading an outcomes-driven onboarding program and creating agility to respond to real-time business needs by actioning insights with timely, relevant field enablement by GTM segment.People Development and Management:Led people development, coaching, & mentorship for the team to fulfill their career aspiration & goals.Champion the diversity and inclusion that truly create the sense of belonging in everyone.Created an inclusive team environment that fosters trust, sense of empowerment and recognition.Partnered with iXP internship organization to drive a sustainable opportunity model for long-term goals.Key contributions:Bookings: Grew over 44% YTD since 2019 and Revenue: Grew over 50% YTD since 2019Renewals: Grew 10.5% since 2019 and Gross Margin: Tremendous growth, holding at 94%Customer References grew by 40% (Added new names in APJ, EMEA South and GCR regions)Customer Effort Score grew by 20%-points to 95% and Customer Feature adoption/activation: Grew by 20%. 1H Highest single quarter bookings performance EVER in Q2 exceeding 100% YoY growth.Over 150% increase YoY in Indirect Bookings, now representing over 10% of 1H bookings.

Business Development and Strategy:Lead strategic discussions with VAT and customers on net new, renewal and expansion opportunities for Premium Engagement for S4 HANA Suite on HANA, or individual projects like Simple Finance and Logistics, Hybris, SuccessFactors, HEC implementations, Intelligent Enterprise and more.Increase and maintain growth of net new and incremental revenue, margin and profitability via efficient management of all deal execution process.Analyze risk and compliance issues with Premium Engagement opportunities and provide guidance to VAT in maintaining desired profitability and margins.Identify areas of risks and issues. Discuss appropriate risk mitigation, optimization, assessment and empowerment strategy with customer as part of the overall program.Sales and Deal Execution Process: Lead and own all concession and exception approval process as part of all contract negotiation, commercials and business guidelines and procedures through internal leadership alignment.Provide cross regional sales support and enablement of SAP Premium Engagement to existing and net new customers via collaboration with SAP Finance Revenue Recognition, Legal, Tax, Insurance, IBSO, and Value-Added Team. Business Engineering and Operations:Manage the quoting and booking process through Callidus and CRM for all net new, expansions and renewal opportunities. Track and monitor Run Rates, profitability reports, and margins in ISP for ongoing engagements.Provide sales enablement to VAT regarding Premium Engagement contracts, pricing, approval process and change in program on a regular basis.Achievements: Negotiated & closed over $500 Million in net new & incremental deals with top 100 Global customersMaintained year of year margin of over 40%. Received many recognitions, awards and commendations from Senior Leadership and Peers.Successfully ran first HANA Rapid Prototyping test market program across North America in 2011-2012.

Sales of Quality and Compliance Software Solutions to Net New and existing customers in assigned Industry Segment globally. Lead discussions related to account strategy, value engineering, value road-mapping and solution structuring at each customer opportunity.Helped develop Solution Prototyping strategies with assigned customers and help create feedback sessions to enhance go to market capabilities.Lead discussions on decision timelines, resource allocations, financing options, and budget information in order to facilitate scenario planning, contingency planning, and risk assessment, and problem-solving at each customer opportunities. Closed one of the largest deals in the company’s history with a large Medical Device company in 2008Closed one of the largest deals over two year term with a confectionary company in 2010.Largest deal: $1 Million in 2008, $3 Million over 2 years in 2010 and average deal: $550,000.Sold over $5 Million in new business in quality, compliance and safety management solutions. Closed Biomet, Kimberly Clark, Mars, Inc, Coca Cola, Eurofins and many fortune 1000 companies.

Responsibilities:Supervisory responsibility to help build Enterprise IT business in the US Eastern Zone: Analyze target areas with highest probability and return for all Healthcare IT Solutions.Created training and development road map and value chain for Radiology Sales Representatives on Healthcare IT and interoperability connecting disparate systems.Participated in round table discussion for Health Economics and Technology Solution.Established the first pilot site in US for Advanced Clinical System at a Public Medical Center in NC, a $2M initiative. The CIS/HIS/HIM system, Enterprise Storage Solution, Scheduling System, Radiology Portal solution and Consulting Services. Added 4% net new growth.Supported roll out of Regional Health Network in the state of New York – a 36 Hospital consortium.Supported the roll out to customers and prospects of real time end to end Clinical Exchange solutions.Created over $30 Million in new opportunities Created over $50 Million in new pipeline.

Sales and Business development for Healthcare Information Technology Solutions.Responsibilities: Provided detailed analysis and input into solution Business Plan – Market Assessment, Incremental business Analysis, Solution penetration Analysis, and Business Development programs for Siemens Revenue Cycle Solutions, Strategic Clinical and Technology Solutions.Created process and solution maps that addressed key clinical process – Patient/Physician. Created incremental revenue generation programs for targeted accounts for Revenue Cycle Solutions.Provided subject matter expert role in Revenue Cycle Solutions. Facilitated the development of solution-level competitive positioning. Developed proactive and reactive competitive strategies for sales campaigns.Conducted demonstrations, created ROI tables, margin analysis, developed proposals, generated contracts and closed sales.Sold over $40Milion in Revenue Cycle, Advanced clinical and Technology solutions.Largest deal: $4.7Million, Best Year: $21.9Million in 2006 against $10Million quota. Added between 5%-8% to the bottom-line of the regional revenue goals. Closed Fresenius Health, North Shore Long Island Jewish, UPENN, Rahway Memorial, and many more strategic IDNs and teaching hospitals across northeast and eastern corridor.Achieved over 373% - $7Million, 191%-$11Million and 219%-$21.9Million of sales target.Winner Circle – 2006, Apex Crest Award Winner in 2004, 2005 and 2006 for exceeding annual sales and MBO targetsTeamed with third party vendors like Medvante, PNC Bank and Deloitte Consulting to target specific teaching hospitals and IDNs in Eastern and Northeast Zones.

Sales, Account Management and Lead Generation.Responsibilities:Managed multiple customer verticals for targeting training, education and consulting services.Identified customer certification process, training tracks and programs.Strategized with Industry Principals and Training Managers to implement organizational performance development solutions aligned with business goals and learning strategies.Provided SAP business process road map support to team and act as a liaison.Sold over $1Million in net new training and education services. Managed 150 customers. Won Customer Engagement Lifecycle award in 2001.Trained and supported 17 team members in technical and application related issues. Achieved 105% of sales and MBO targets.Won Certificate of Excellence award 2001 and 2002.Built excellent relationship with Pricewaterhouse Coopers, Ernst & Young, Dell and Cisco.