- Managing the sales team in the BU: Digital Transformation- Primary interface with Claris team- In charge of the sales turnover: individual attainment as well as the global one- Responsible for the overall sales for Claris FileMaker in Europe, Africa, Middle East and South Asia

- Driving direct and indirect sales for Claris FileMaker (Apple product line) in Europe and South Asia- FileMaker is a Workplace Innovation Platform which helps automate diverse workflows and business processes- Customers and their business problems is my priority, and I have an holistic approach which improves the customer experience- Ability to have technical discussions with various stakeholders in the client company - Responsible for the sales turnover in my territories though direct client portfolio as well as indirect sales (through partner)- Prospection and lead qualification, identifying projects, product matching, negotiation, and ensuring deal closure- Partner Channel Management for my territory which includes managing the existing partner network of around 30+ partners and recruiting new ones- Implementing Marketing actions and advocacy events (email campaigns in local languages, partner events, webinars, trainings)- Targeted sales approach for: net new leads, existing customers under annual and perpetual contracts, as well as prospects- A strong adherent of metrics and KPIs that has been outlined in the sales team. I ensure commitment to the Financial and Activity KPI’s broken down by quarter, monthly, weekly and daily.- Reporting sales forecast and pipeline to the management team, fixing objectives for regional partners and distributors- Collaborating with key internal business partners (Business leaders, strategic marketing, product management, finance, operations, HR, others) to prioritize internal resources, reduce obstacles, drive decisions and advance (accelerate) sales opportunities- Has an in-depth understanding and handling-experience of invoicing and accounting, and sales and order booking process

- Handled the distributor network in UK, Israel, India, Sri Lanka and South-East Asia- Quickly grasped the technical aspects of Noise and Vibration measurement, so as to take over the technical sales of these products- Piloted the commercial strategy for each zone and defined action plan for distributors in order to reach the sales objectives- Made price quotations for various client requests, tenders and RFQs; followed-up with respective distributors for fast closure of ongoing deals and participated in negotiations- Worked closely with the Marketing and Communications team to enhance brand visibility, participation in various trade shows and SEO optimization (of distributor websites)- Sharp eye on market intelligence and competitor analysis- Ability to adapt fast to new product solutions (for example Underwater Holography and Mobile Data Acquisition) and set-up effective action points with distributors to promote those in respective zones - Active prospection to ensure a target list of potential leads; in addition to motivating distributors to use various prospection methods to generate new leads

- At Defacto Technologies, I was involved in BtoB sales of EDA tools (STAR is an EDA platform to handle RTL level manipulations, structural verification, UPF updates, DFT, and IP integration)- Sole sales person in the company and the central point of contact for key and strategic accounts in the US, Europe and India (a majority of the top 20 IDMs were part of the portfolio)- Supervised and managed the representative/distributor network in China and Taiwan- My strategy was to expand our brand footprint through active prospection, encouraging repeat business and through international trade shows- Piloted strategic collaborations with Silicon IP vendors, foundries and industry partners- Passionate about Client Relationship building at various levels (engineers, CXO-level, purchasers)- Identified relevant market information to influence the product roadmap strategy- Critic for marketing collaterals ensuring quality of information target markets, customer segments and geographical influences- Sharp technological and business watch on competitors’ offering - My continuous strive was to maximize the sales turnover by mastering the complete sales cycle, from corporate and product presentations, to evaluations, assessment, regular follow-ups till deal closure and after-sales.- My 'mantra' is always to build a link with my clients by providing fast and outstanding support to ensure the highest level of satisfaction. This way they always get back to me whenever a relevant requirement arises and this encourages repeat business.

- Handled the complete BtoB sales cycle from prospection to deal closure, and further to after-sales for ultra low power optimized Silicon IPs and EDA solutions- Was at ease pitching for products like standard-cells, memories, microcontrollers, oscillators, power management units, and Analog components- Showed immense adaptability and was operational in a 'new' territory right from day One- Demonstrated cross communication skills and quickly fine tuned my sales approach for the American customers (a shift from my previous European target- Due to focused and segmented prospection, achieved a 100K Euro order in less than a month's time- Revived several dormant accounts and created a thick sales pipeline - Devised strategic action plan for US, Brazil and India, in sync with the sales objectives- Defined communication plan for my territories (email campaigns, etc)

- Handled the complete BtoB sales cycle from prospection to deal closure, and further to after-sales for ultra low power optimized Silicon IPs and EDA solutions- Skillfully adept in Dolphin's product lines including Standard-cells, memories, microcontrollers, oscillators, power management units, and Analog components- My portfolio was a mix of large accounts in the semiconductor domain in Europe, Israel and India as well as several start-ups in domains like IoT, Biometrics, Space applications, Audio, Medical etc.- I interfaced between clients and the various teams within Dolphin, hence building a strong eco-system of application engineers, product managers and others. I was well appreciated for my ability to harmonically co-ordinate between the various internal and external stakeholder .- I was responsible for the sales turnover of my territories, and handled commercial negotiations, doing product presentations customized to the target market segment. - Closed couple of multi-year deals with combined turnover exceeding 500K Euros- Extensive prospection in certain dormant territories in my portfolio (India, Israel) resulted in an impressive sales funnel- Defined communication strategies to reach targeted markets (email campaigns, tradeshow themes, etc)- Trained and mentored sales people (part of onboarding) in aspects of sales cycle - Key trainer and internal referent for CRM database (Sugar)- I acted as the main foundry contact for certain well known foundries in my territories, facilitating strategic partnerships- Organized fruitful business trips in my territory (amongst which 3 were in Israel) which led to identification of sales opportunities.

- Account Manager of Indian Subcontinent and some other Asian countries (Sri Lanka, Malaysia, Thailand, Bangladesh)- Opened the Indian market, identified and implemented market and sales strategies including segmentation, pricing- Supervised the partner network in my territories and was part of Bonitasoft's internal team for onboarding distributors- Identified and developed opportunities from prospection to contracts closure- Achieved 100% target right in the first quarter- Conducted software demonstrations through web presentations and meetings- Strong understanding of the BPM (Business Process Management) market in Asia

- Analysis of betting market and related mobile applications in the UK market- Detailed market study of the betting market and identified the market segments and the players in such segments- Prepared a detailed report based on my findings and presented it to the client

- Development and marketing of existing and new services (subscriptions / web shop)- Designed, launched and managed commercial actions (emailing campaigns), events,web strategy

- Managed successful customer events which contributed in heavy RoI for the sales team - Designed marketing collaterals which was personalized for each customer attendee including agenda booklets, welcome letters, etc - Handled entire logistics (travel, hotel booking, catering) and successfully negotiated preferred rates and offers - Wrote and managed content for the internal Xerox blog where I wrote a blog after each customer event. This blog ranked as the most read for consecutively several weeks.- Handled and updated the various resources used by the team to store and share information- Was actively involved in creation of newsletters and other internal/external communication collaterals for the XIG (Xerox Innovation Group)

Market research for Inkjet technology in the domain of SemiconductorsList of potential clients categorised by the various applications of Inkjet technology

Researched on field hockey, assembled and edited a major part of the field hockey annual yearbookWas incharge of promoting and marketing the yearbook through various sales channels

- Project on Consumer Buying behavior of Sport Utility Vehicles(SUV) Tires- Designed a survey to map the behavior and preferences of customers buying SUV tyres- Analysed the survey data and presented the conclusions and derivations to the marketing team- This data was then used to reposition the brand segmentation of Apollo Tyres