• Managing Strategic Alliances with SAP, Akamai and Oracle as a business partner• Creating Go to Market Strategy with SAP and Oracle for jointly Selling Cloud Products such as AWS, Azure etc.• Managing a team of Account Managers handling named accounts in Retail/ CPG, Media, IT/ ITES/ Construction, Engineering and Real Estate, Hospitality and Healthcare verticals.• Generating Cloud business in the specified verticals through direct and Channel Partner ecosystem for the company. • Responsible for co-marketing branding, events and promotions and preparing Business plans according to market categorization for assigned accounts, account managers and territory• Analysing, identifying and driving services and license sales opportunities along with Account Managers.• Maintaining healthy sales pipeline and prepare regular forecast to enable effective forward planning to achieve the targets• Handling account mapping including identifying gaps in relationships and addressing them• Managing:o Relationship building with C level - key decision makers in prospective client organizations.o High quality services and cost optimization for the client and profitability and growth for the organization• Initiating and building strategic relationships for new business development and growth.

Key Result Areas as Software Client/ Channel Leader:• Achieved IBM Software Sales Targets for Growth accounts in North Region, Haryana, Punjab, Chandigarh, Jammu & Kashmir and Himachal Pradesh states in the non-named accounts of IBM• Carried out maximization of services revenue and customer satisfaction through the identified IBM set of portfolio / offerings in the assigned area(s)• Maintained:o Highest level of expertise and knowledge in functional, operations and financials of Service offeringso Develop and manage performance with business partners running thru programs and contracts for Partners Alliances operating within the area.• Strategic Alliances with the Channel Sales Leader and their team to maintain open lines of communication on all shared objectives / initiatives and ensuring the successful adoption and growth of both Partner and the company • Held responsible for development and execution of business plan, account readiness, presentations, and proposition preparations• Ensured strong CRM capabilities within team.• Client Relationship Management: Build, developed and maintained relationship with customers to position IBM as a Solution company and help in framing their business requirement (RFP/EOI Creation)• Handled:o Identification of new opportunities and avenues for IT consultancy Projects, large Turkey Assignments (covering software, hardware, infrastructure services), Application development, & Application Supporto Diverse IT portfolio covering ERP/Bespoke Sales, products, solutions, services and Turnkey Projectso Advising and negotiating commercial contracts for pragmatic solutions• Managed:o Partner Alliance and Contracts programs at C levelo Recruitment of New Partners in the region for all the software brands and Productso Developed and promoted Partner Eco System for IBM Software productso Customers Acquired: Rockman Auto, Upper India Steel, JCBL Auto, Vardhman and Trident

• Developed and managed relationship/ Alliance within SAP and SAP Partner Ecosystem at C level• Define joint GTM and strategic initiatives with ISVs for data warehousing/ information management solutions.• Partner and account manager penetration and enablement according to market categorization in various sectors, industries and markets• Jointly Managed pipeline and opportunities with ISV’s, SAP and SAP Partners• Conducted joint Go to marketing, programs and initiatives, co-branding events and promotional schemes with all the ISV’s for ASL salesHighlights:• Holds the credit of receiving Star of the Year Award and got Sales Eminence Award for the performance of the year 2011• Successfully ensured:o Growth of DB2 Revenues by 4 times for the first time in Q1 2011o 200+ net new customers acquired in India/SA in the year 2011o Opened up new markets in Sri Lanka and Bhutan.• Efficiently gained mindshare of SAP India Sales Organization and Executive support for DB2• Rewarded for being largest SAP Customer in India in terms of revenue and users on DB2• Bagged 3 Competitive Wins over Oracle and SQL• Holds distinction of rolling out sales and enablement programs for Sales and Pre Sales Resources at SAP, SAP Partners and IBM• Dextrous in enabling 200+ Consultants within the ecosystem on DB2 Admin for SAP

Sales