Kumar Mani Email & Phone Number

India

India

Expanding on the Success in the Digital Signage Business in the Middle East, IIM LLP is expanding into India.Launched the company and have won Business of over 10 Million In the First 6 months of operationsExpanding operations to Leverage on New Technologies while drawing Technical Support from the Indian Sub ContinentOpening New Opportunities in Digital Advertising using pDOOH tools for Retailers and Mass Communicators Expanding Content Management Solution to bring Visual improved Communication in Manufacturing Sector

Dubai, United Arab Emirates

IDEAS IN MOTION is Focused on bring Emerging Technology Solution to the Middle East.The Mission is to identify and nurture cutting edge solutions that would help enterprises to address todays Fast Changing World.With a team of highly skilled resources we bring IDEAS to EXECUTIONWon multiple contracts worth over AED One Million for Supply and Installation of Visitor Management System for BASF, UPS Couriers, Etihad Towers, Govt Of UAE, etcExpanded the Digital Signage Business by aligning with OEM Suppliers like LG, Samsung, Leveraging on DS Softwarea like PADS4 StremeWon contracts for LED Video walls in Retail, Cinema and GovernmentWon Business for over 4 Million AED

Promoted to drive the group's own manufacturing product line.Responsibilities include:Managing current distributor relationships.Establishing new channels across the EMEA and APAC Region.On-boarding Service Provider and Independent Manufacture Representatives.

Dubai, United Arab Emirates

iMark Distribution, formerly known as Intmark Distribution is a value-added Specialty Communication and Collaboration Solutions Distributor based in Dubai,UAE. Since its beginnings in 1995, iMark is committed to identify markets and technologies that shape the ICT industry and connect technology solution providers with vendors and end-users.Initially focused on AV products for the education sector, iMark has since expanded its market offerings to accommodate the now ubiquitous and broader communication and collaboration technology demand across its main verticals. As a vital link in the technology value chain, iMark builds sales and profitability opportunities for technology manufacturers and resellers through + Distribution. + Marketing programs, + Outsourced logistics services, + Technical support, financial services + Product aggregationToday, iMark remains at the forefront of the regional technology marketplace, bringing the latest products and services to market and finding new ways to bring value to customers.iMark is the Regional Distributor for Leading Products like SMART Technology, ARRIVE, RAVE products across Middle East and Africa

Dubai, United Arab Emirates

Cerebra Middle East are Value Added Distributor of ICT and Security Products across the MENA region.Some of the Product/Vendors & the solutions that we represent to the Channel partners are :1. FalconStor (Disaster Recovery, Business Continuity, Data Migration solution, Virtualization, Consolidation)2. Fujitsu (Servers and Storage Solutions, Netapp, Brocade, Symantec, Commvault, Quantum)3. eG Innovations (End to End Performance monitoring, Correlation across all the OSI Layer4. Tandberg Data (Tape Backup, NAS storage Solutions, LTO Drives, Tape Cartridges)5. Fibrenetix (Media Storage Solutions)6. Cannon Technologies (Data Centre solutions)7. Brickcom, Stardot (CCTV Cameras)8. Milestone (CCTV Video management software)Please visit www.cerebra-me.com, to know more about us.We are a Partner Centric organization, continuously providing “Cutting Edge” Technologies and helping our partners to proactively develop business with the requisite skills in each of them.

FVC is a leading provider of solutions for Rich Media as well as Networking and Security Solutions in the Middle East and North Africa. The name FVC is synonymous with world class solutions including Polycom Video Conferencing and Audio Conferencing, as well as leading brands in Video Streaming, Network Security, Application Traffic Management, and emerging 3G Technologies.Responsible for Developing and Managing Enterprise Channel Partners along with the Product BUs accross the GCC region.• Joined as the Channel Development Manger reporting to the GM Sales.• Formulated the Channel Policy and Conducting Partner Induction and Training Programs• Based on Market Analysis conducted business Planning sessions with Channel Partners across the MENA region.• Recruited New partners across the GCC region, driving incremental business of over 4 Million USD.• Engaging with Partner C level team to put together a business plan, and thereafter conduct Quarterly reviews to monitor progress.• Monitoring Partner Revenue performance, Accreditation, Skill and Demo capabilities.• Enabled 9 Partners achieve Gold Certification by helping their team go through training and hands-on workshops• Conducted Multiple Tech Cafes across the region, to evangelize the emerging technologies.• Coordinating with Vendors to help Partner’s with performance rebates• Launched Quarterly SPIFFs to encourage Partner’s sales teams to drive focused initiatives for both Vertical Market Segments and horizontally across their customer base.• Proactively engaged with Leading Systems Integrators and Global / regional players to showcase FVC’s Product offerings.

Responsible for building and maintaining the alliance with Strategic Partners Oracle, CISCO, HP, Symantec, Microsoft.• Manage vendor contracts. Improve vendor wise performance by Increasing access to new technologies• Monitor vendor’s performance/relationship levels and conduct review meetings.Identify vendor’s tools and processes, streamline and automate all sales/vendor system management process.• Get the help required from vendors to meet RFPs requirements in case solution hub asks for this.• Increase customer satisfaction for new and existing business, through the administration of all communications between customers and vendor.• Develop and implement policies, procedures and arrange trainings for sales team on how to communicate with vendors and how to use vendors systems and tools.• Achieve the highest levels of partnership with vendors both in sales and services by obtaining the required certification of the vendor.• Understand all the available incentive and rebate programs of the vendors, make the best out of them.• Drive more benefits from vendors such as marketing funds, free trainings, funded heads and customer events.• Increase the knowledge skills of the sales team in the products and solutions they sell.• Work closely with vendors on the quarterly targets, advise area sales managers with the same and get commitment.• Receive a weekly sales forecast from the area sales manager’s match with targets.Update the sales team with latest info about products by conducting presentations or organizing events by vendor.• Manage distributors related to the vendors.• Arrange special visits to customers with required resources from the vendors to support the sales team whenever sales team asks for. Solve any misunderstandings that may be between CNS, vendor and customer.• Solve any misunderstandings that may be between CNS, Sun and customer.

Joined CNS as Sun Product Manager.Responsibility to grow the Sun Microsystems practice with CNS.Achievements:CNS achieved the “EXECUTIVE” Level Accreditation in 2009.Won Major projects aligning with ISVs like Verimatrix, SS8, etc. as Hardware / Infrastructure and Services delivery partner.CNS Annual Sun HW Revenue grew from AED 3.3 Million in 2008 to AED 15 Million by the end of 2009 & 2010.

Promoted to the position of Partner Sales ManagerThe Responsibilities included managing the existing Sun Partners by ensuring their alignment with the Sun Vision.CHAMP PLANNING:The Planning sessions were conducted annually when the Objectives & Strategies to were chalked out, followed by Quarterly reviews to assess the progress.ACCREDITATION:Monitoring Partner’s Technical, Pre Sales & Technical team’s accreditation.MARKETING:Executing Marketing Plans drawn during the CHAMP session.NEW PARTNER RECRUITMENT.& INDUCTION,Identifying partners who operate in Sun Addressable Market, with suitable Domain expertise &/or relationship. Conduct the due diligence to present them to the Partner Review Board for approval.. Once Approved Inducting them to the SPA Program.GLOBAL PARTNERS: Engage with the Global SI and Soln Partners help them design and build solns.Aligning them with the existing Sun partner where needed.PRESALES COORDINATIONEnsuring the Partner’s PreSales is fully enabled else supplement the same with the Sun / Tech Access team,PIPELINE Report:Bi Monthly Pipeline reporting of the Hot Leads with details of their Status.ACHIEVEMENT:In Oman, UAE & Kuwait territory, revenue grew from USD 8 Million to USD18 Million with the 24 months.Recruited 7 additional Enterprise Class Partners in the territory.

Joined the Sun Solution Sales Team.Formalized relations with over 45 Solution partners operating across the region. Conducted:a) Jt Marketing / Emailer & Direct Mailer Campaigns,b) Conducted Joint Road Shows and Seminars across cities in the region.c) Live Demo and proof Concept were shown to End Customers at the iForce Centre.Notable wins were HPS (Credit Card Mgmt Soln), Masiya Net, BHS - HRM Soln, etc. Borderware (Bundling Sun Server with Security Application) All this led to an incremental Sales Revenue of USD 3,000,000 for FY 2004.

Joined Tech Access as Product Manager for the Sun Cobalt Linux Web Appliances. Successfully recruited Linux Skilled Partners across the UAE & Saudi Arabia, leading to a sale of over USD 300,000. Additionally concluded Reseller agreements with ISPs like Etisalat (Comtrust)- UAE, EHosting Data Fort- UAE, Sahara Networks- KSA, Zajoul- KSA, NESMA- KSA.

Distributor for major computer hardware & networking products, Including, IBM , Compaq, Dlink & HP. Supervised team of 8 Sr. Sales Execs and Territory Managers. Bid Management for Large Corporate Requirements. Liaising with OEMs , Software Developers & Consultants. Launched Own Brand of Personal Computers named "SUPER PC", Developed strategy to help Promote and Support the then emerging SOHO market, while driving sales through Channel Partners & Franchisees in Tamil Nadu.Also actively involved in running Micronet Consulting the Training & Consulting organization. Helped Conceptualize / Design / Develop / Produce & Market the "MICRO-SAFE" range Electronic Protection products.Core team member of the "You Too Can Sell" & "You too can be Rich" Self learning Audio book Project. Developed a Marketing schemes : - Co Branding with with leading ISPs & Communication Product Vendors.- Corporate Sponsorship for Conducting Training Courses accross South India.

Responsible for the startup and operations of the MIddle East Operations of Sun's Trading Co. Hong Kong. Initially as free Zone Company in Jebel Ali, later formed the General trading LLC Company in Dubai.International Trading in Commodities, Auto Mobiles and Electronics. Established the the Supply Chain Model for procurement of Branded Automobiles from across the MENA region,. later expanded operations into Europe & US.Identified Potential Growth Markets and leveraged on efficient SCM methods to establish market leadership.

Leading Enterprise IT Vendor, dealing un BULL Systems, Shortlands Financial Appln, IPC range of PC based POS Systems.Major success in the Retail market, winning the Land Mark Group of retail stores (Across GCC) .followed by "Allied Group", "Blue Marine", Al Mulla Group, Emirates Sports, etc.Succeeded in implementing Large Fin/Ac Projects with all the above, PLUS Large Accounts like Al Mansoori Engineering, Al Kazim Group of Companies, etc.

Launched the COMMODORE brand of Personal Computers in KSA / Bahrain.Helped in the establishment of 15 Retail Outlets in all major cities of KSA. With 0ver 60 Multinational staff achieved an annual sales revenue of over SR 24 Million by 1986. Was Awarded the certification of appreciation as "EMPLOYEE OF THE YEAR" in 1985.

Joined GMI as Sales Executive to drive the Industrial Product Sales. Launched Building Adhesives Products division, achiveing 25% Market Share in 12 months.

E.Merck is leading German Lab Chemicals Manufacturer. I was responsible to manage the sales with Large Enterprises and have the Sales effected through the Channel.Helped move territory from the rank of 22 out of 24 states to the National ranking of No.3

Mba, Marketing

Computer Science

B.Sc Hons, Science

Senior Secondary School Certificate, Science

Vi To Viii