Sumit Kumar Email & Phone Number

Dubai, United Arab Emirates

Responsible for business operations and profitability for the Business unit (Kaspersky /SonicWall / A10 / GFI and Bitdefender) with strategic responsibility on business development, Channel sales, and team management.

United Arab Emirates

Leading a team of professionals to recruit, train and develop new and existing Partners through product trainings, sales enablement trainings, marketing & collateral support, direct sales support, and quoting/solution development . Create, streamline and improve scaling abilities through Channel Partners to increase the reach of active customers transacting to result in sales growth. Creating and driving a channel value proposition to Partners.

United Arab Emirates

Leading a team of talented professionals for overall growth of Veritas SMB business in the region. Ensuring channel development with focus on enablement and GTM strategy alignment with partners across the region and driving sales growth.

United Arab Emirates

Responsible for business operations and profitability for Quest sales ( Data Protection & Unified endpoint Management ) business unit in emerging markets in the EMEA region( Middle east / Africa / eastern Europe and South Africa ) with Strategic responsibility on business development, sales, and administration.

United Arab Emirates

Revolutionized the volume and value sales strategies, transitioning focus to quick wins and development of future teams – building a model that was Key to Positive growth in the region . Collaborated with channel, marketing, PR, and consulting personnel to drive SMB revenue goals and objectives. Created a quarterly review process that facilitated long-term commitment with partners.

Uae

Responsible for driving the structure and channel Sales ( SMB ) of Data management and security solutions across Middle East & North Africa enabling individual distributors and channel champions to show their potential. Also responsible for SMB partner program ,marketing activities ,Sales Operations & Trade Compliance in MENA.Leading the Back Up Exec and End point protection sales in the region in SMB segment through Distribution and Channel .

Dubai

Responsible for driving the structure and sales of a healthy Midmarket channel across Middle East / North Africa & French Speaking Africa enabling individual distributors and channel champions to show their potential. Also responsible for Midmarket partner program ,marketing activities ,Sales Operations & Trade Compliance in META.

Dubai

Responsible for driving the structure and sales of a healthy Midmarket channel across Middle East & North Africa enabling individual distributors and channel champions to show their potential. Also responsible for SMB partner program ,marketing activities ,Sales Operations & Trade Compliance in MENA.

Business Unit Management for Budgeting ,Human Resource, Revenue, Profitability, Marketing, Sales , Channel Management, Managing a team of 7 members across MENA region.

Responsible for the sell-out of the entire portfolio of consumer and commercial products of the PSG business unit into the Mid-Market and wholesale segment in the Middle East region.Link between the channel organization, product team and channel partners. Translated Business Unit priorities into sell-out programs.Defined Qtr target for the channel partners based on both top line growth and product mix.Supported (target & growth plan) a listed set of partner accounts of Partner Business Managers, grew business by 20% YoY ($360mil PA).Designed floated sales Incentives and promotions to ensure low weeks of stock (< 3 weeks) in channel.Consistently grew HP share of wallet within managed accounts by 15% QoQ through the sales team.Ensured good Partner Relationship Management (PRM) -- troubleshoot & resolve partner issues.Responsible for “Open Space program” – corporate accounts not attended by a HP Account Manager. Generated business of $3million per qtr.through distribution.Overall Partner Program management for PSG across the region . HP’s partner program won awards for best channel program in ME for 2009. Managed a team of 6 partner account managers for ME region.

Responsible for the sell-in, sell-out and sell-thru of the entire range of hubs, switches, wireless and VOIP products for the 20 countries in the MENA region.Built the MENA US robotics organization from a 2 person, 5 distributor, 75 reseller org to a 5 person, 10 distributor, 250 reseller, 30 retailer org.Grew revenue by 25%, gross profit by 25% and market share by 15% YoY .Designed channel partner programs, product launches, dealer and end-user seminars, trade shows and exhibitions

APC , U.S.ROBOTICS ,ATI & FUJITSU-SIEMENSResponsible for vendor liaison, Sales & Marketing of the above products for the Africa & Middle East market .Identifying and developing new Markets . Increased resellers breadth by 25% year on year and revenue by 30% year on year.Designed and implemented various Promotions and Incentive Schemes for Channel partners and internal sales and operations teams.Grew APC business from $500k per Qtr to $6million Annual from year 2000 onwards.Grew USR business by 50% year on year to reach $ 3million.Grew Fujitsu –Siemens business by 50% from year on year with focus on server and high end labtops.Won many leading projects in the region including Ministry of education Kuwait ,Ministry of finance Iraq for APC and was the preferred supplier of the very first APC infrastructure solution in the region in Al Ain university.

Responsible for sales of PC’s and peripherals to key accounts (or channel partners) for the state of New Delhi.Conducting market research in my regions to understand competitor activity, customer preferences and buying behaviorFormulating area specific product positioning strategies in conjunction with respective product marketing departments and assist in developing future model line-ups

Bachelor Of Engineering (B.E.), Power Electronics, First

Advanced Certificate; Diploma, Management - Marketing; International Business Management

Professional Diploma In International Business Management, Professional Diploma

Bachelor Of Engineering, Power Electronics

+2, Science