Shankar Balu Email & Phone Number

Bengaluru, Ka, In

Bangalore Urban, Karnataka, India

Founded the company, which is recognised by the DPIIT's Startup India program, with the view to promoting best in class Process Discovery and Robotic Process Automation platforms for Backoffice operations, providing consultancy on solutions for Analytics, Security, Contact Centre technology and Unified Communications on the leading brands in the space. Open to short to mid term assignments for business development of market leading platforms seeking to grow their presence in the sub continent.

Network Member providing project based consulting services on RPA, Process Discovery, Process Mining, Customer Experience, Employee Experience and Backoffice technology platforms.

Bangalore Urban, Karnataka, India

Short term assignment to examine growth opportunities in multiple geographies for an interesting performance management and employee engagement platform.

Bengaluru Area, India

My role was that of an individual contributor managing business development and sales to a variable set of named end customer and partner accounts covering both install base as well as Greenfield customer/partner accounts. I was responsible for driving the end to end account strategy starting from the initial value proposition and covering all account related matters including channel partner involvement, C-Sat, pricing, negotiation, competitive activities and guidance to regional product management on product enhancements to meet customer requirements. The accounts being managed covered GICs/GCCs across verticals, domestic India enterprises, BPOs and were vertical agnostic leading to exposure across multiple types of business requirements for automation initiatives

Bangalore

My role was that of an individual contributor of the Enterprise Division managing NICE portfolio sale and end to end account management to a set of named accounts covering both existing customers as well as Greenfield accounts. The accounts included large leading global IT services companies apart from pure play BPOs, banking and retail companies. The Enterprise Division has solutions for compliance recording, interaction analytics, voice of customer, desktop analytics, advanced process automation (RPA), workforce management, performance management & gamification, incentive compensation management and contact centre as a service (CCasS). The solutions are available as on premise or Cloud based offerings on a variety of financial models.Significant achievements during this period include:• President’s Club award for 2016 for achieving 188% of annual quota.• 2016 Top Sales Rep of the Year (S.Asia & ME) & President's Cup Award for a Significant APAC Win Q2 2016• 2015 Top Sales Rep of the Year (S.Asia & ME) for attaining 373% of 2015 annual quota and registering significant growth.• President's Cup Award for a Significant APAC Win Q3 2015

Bangalore

I provided leadership and direction to individual teams responsible for the Sales, Marketing, Business Development, Support Renewals and Customer Support operations of the company. I brought to the table defined process, policy, structure and method to all elements of direct / renewal sales and customer support starting from team recruitment to on-boarding and subsequently performance management.Specific Highlights of this assignment include:• Recruitment, on-boarding, development and performance monitoring of an additional 4 Account Executives, 1 global Business development manager and 3 BD executives, 1 global support manager with a dual responsibility for support renewal, 1 pre sales resources • Performance management procedure and policy for all the above sales personnel in addition to the existing 2 Account Executives, 1 Marketing Manager and 1 BD Analyst.• Coached the team to significant global wins and expansion through new partners into the Middle East.• The results included 45% increase in average 2013 monthly/quarterly bookings and 24% improvement in output per AE. Compared to Q1 2014, the average quarterly results were improved by 78% and 52%. The bookings to revenue conversion ratio was over 95% and the A/R position >30 days was negligible. • C-Sat levels were considerable high with minimal open tickets as evinced by Support renewal in excess of 90%.

Bangalore

Had the ownership for business development and direct / channel sales revenue with a focus on S.India and Sri Lanka geography based accounts.

Bangalore

Responsibility for the overall sales strategies and results of a geographic area spanning 3 different time zones and 8 different countries through a combination of direct and channel sales for the entire range of Aspect products with emphasis on the ‘growth’ and go forward products (Interaction Management, Workforce Optimization) and related professional services. Some of my other activities involved:- Planning & Direction for all sales activities through a top down approach starting with communicating the overall region's territory plan and ensuring alignment from individual Channel Managers & Account Executives' Territory / Account plans. - Establishing short to mid term goals in line with the larger sub-regional (S.Asia-Middle East), Theater (APAC - Middle East) & Corporate business objectives. - Working closely with the pre-sales function on each individual sales opportunity to ensure that solutions are aligned with customer business requirements. - Providing direction for the account executives, channel managers, professional services, support organizations & the broader channel community for the improvement of C-sat through internal customer rights' advocacy.- Motivating and inspiring cross functional teams through personal example aligned to functional goals and the company's vision.The region began delivering close to 40% of the S.Asia-ME region's revenue and 25% of the APAC theater's annual revenue consistently over 2010-2013 through a combination of very classy install base accounts and significant new logo wins at among the highest Profit Margins / Gross Profits figures across the 3 sub regions in S.Asia & Middle East.

Bangalore

Aspect Software was considered to be the world's largest independent contact center solutions provider and credited with having invented most of the point solutions which makes up the modern contact centre viz. ACDs, Dialers, CTI, WFM, & the Unified Contact Centre suite.Responsible for meeting bookings & revenue targets from named customer accounts, new logo wins and the recruitment, development and management of strategic partner accounts in the defined territory. Key activities included partner portfolio management, sales and services program execution and engagement, as well as partner readiness and enablement. Defined, developed and deployed long-range partner enablement strategies. Evangelized company's growth and go forward products, drove innovative new solutions through various product marketing tactics both directly into the marketplace and with marketing divisions of channel partners.

Mumbai Area, India

Siemens Information and Communications Networks – Enterprise Networks Division was considerd to be a leading solutions provider worldwide in real time enterprise TDM / IP communications equipment including contact center,eCRM applications,messaging and hospitality solutions.Deemed to be the Call Center Specialist for Siemens Enterprise Networks in India after extensively training on Contact Center and eCRM Technologies in the U.S. and India. Acted as interface between regional sales teams/ customers and the product management functions at Corporate HQ.Fulfilled the product marketing and alliances role within the organization to build a viable story for the organization's capabilities to deliver Contact Center & unified messaging solutions. Provided day to day pre-sales, product marketing and sales support to the national sales team through a combination of remote or onsite field interactions.Represented Siemens at seminars as a guest speaker to share knowledge of the company's contact center technology and implementation capabilities.

Bangalore

Lucent Technologies (now called Avaya Inc.) was a leading solutions provider of contact center technology worldwide. Softwrite was a dedicated facility for Lucent Technologies providing Professional Services and Business Consulting on AT&T / Lucent call center products for customers in the U.S./ U.K. and the Far East. Subsequent to extensive business consulting and system administration training on AT&T / Lucent products such as the Definity PBX, Intuity Audix / Conversant, PassageWay CTI, BCMS and CMS. My specific responsibilities included:• Managing a technical support center for consultants onsite at customer locations. The technical center incorporated networked PBXs, CTI equipment, Unified Messaging products that were used to simulate clients’ call routing scenarios. The Help Desk provided support to the consultants involved in Business Consulting processes (vector design & development of custom reports) as part of the call center implementation process in over 24 projects in EMEA, APAC and U.S.Ownership for the maintenance and upkeep of the above equipment and infrastructure of the technical center.Major Projects:• March 1999 – August 1999: Providing on site management services at the Merrill Lynch EMEA headquarters in London. Business Consulting was constantly provided for ML’s Help Desk and Call centre operations to streamline and improve the efficiency of the administrative and technical processes. The assignment involved liaison with senior ML executives, ML logistics personnel, solutions providers and service providers. Senior management briefings were constantly conducted to review improvements accruing from these initiatives.

Coimbatore Area, India

The Bombay Burmah Trading Corporation Ltd. is a well-established industrial house and one of India’s oldest listed companies with diversified interests in plantations and industrial equipment.I was part of the company's limited management cadre, called Covenanted Staff, reporting to the senior most executive - the Group Manager and involved with general administration and man management for the day to day operations of the Engineering Department comprising the workshop and support for the production environment and other estate infrastructure of the Group. Responsibilities included directing a team of about 50 personnel in carrying out essential and routine maintenance and repair work on estate infrastructure, managing the purchase and procurement functions for the department and the related inventory management. Supporting individual estate Managers in Implementing short to long-term policies affecting the regular operations of the Engineering Department and four Estate Factories. Directly responsible for the broad welfare of the employees under my command and their families.Prior responsibilities also included those of being Asst. Manager of a mid size estate and second in command over a labour pool exceeding 1000+ workers supervised through a team of field officers and estate officers. Lessons well learnt in terms of the management of men, materials & working with Nature to meet the desired productivity objectives of a business concern.

B.E, Electronics Engineering

Indian Certificate Of Secondary Education Examination, Secondary School