Sunil Pathak Email & Phone Number

Bengaluru, Karnataka, India

I am a Sales enablement leader responsible for APJ region at Rackspace technology, world’s leading cloud managed service provider. I am responsible for onboarding sales, customer success and tech sales, contributing to the global sales enablement strategy, best practices, playbooks and sales play. As part of my responsibilities I collaborate with sales.

Principal Consultant, Sales enablement leader, Facilitator & sales Coach@ Franklin covey India & South Asia: FY2016- till dateFranklinCovey www.franklincovey.com A Fortune 500 Consulting and training company, responsible for consulting, Sales training,onboarding, Sales coaching, enablement & training with key responsibilities:* Responsible for delivering.

• Franklin Covey India & South Asia: www.franklincovey.com
• Fortune 500 Consulting and training company, responsible for enterprise sales consulting & training across south India- training billed $ 750k sales 2016-2017, $1.4M sales 2017-18
• Responsible for delivering consulting, workshops / training to Enterprise in following disciplines: “Sales performance, Leadership, Productivity & Business Execution”
• Role engaged process consulting with client, understanding performance challenges, organisational behaviour, change and effectiveness, architecting proposal with sales teams and aligning client workshop delivery.

Bangalore Urban, Karnataka, India

• Responsible for strategy & sales of Live Online Technology programs across SE Asia
• Operationalised 50 franchises (B2B) partners in less than year! Revenue ~ 1.5M FY15-16 up from 300k FY14-15
• Signed partnerships with key OEMs, ensured Certified IT courses from Oracle (WDP), Microsoft (MLP), Intel, CompTIA, ITIL, PMP, Autodesk, others.
• Managed sales team, operations, marketing, tech support & faculty ensuring end-end business program delivery

Bangalore

• Director Education Sales Programs- Intel Technology (APAC) Jan 2010- Aug 2014
• Sales & business development enablement across 10 countries and sales team in APAC
• Institutionalised government sales engagement process, training (CRM), sales pitch, product deck updates, battle cards and established framework to engage with legal, operations, pricing, finance for large deals
• Introduced new technology model & training, helping teams architect value proposals, product specs aligned with government policies thereby enabling regional revenue from $ 38M to $180M winning large government deals.
• Established OEM MNA sales program: Microsoft, Acer, Lenovo, Samsung enabling sales team ~ 70% rev opportunities

Bangalore

• Localised India partner alliance program offerings, trained and enabled 25 OEM/SI/ISV partner sales that could engage
• Institutionalised channel sales accelerate programs “Intel Community PC” and “Intel Classmate PC” enabling sales decks, value pitch, customer messaging, FAQs, pricing guidance, training, offers to gain 10% market share.
• Established "Online Sales Central” program with marketing & Ops to increase market reach and rev by $1.5M incremental

Singapore

• Regional lead for Microsoft channel & Distribution sales programs across 7 countries in APAC
• Localized partner programs, SMB campaigns with WW guidance that Grew partner revenue from $30M to $78M >> 50% growth YOY (FY03/FY02) as required by regional objectives
• Introduced “Depth Partner Tier Program” with local Thailand partner team, operations, marketing, finance to increase subsidiary product attach >>40% YOY
• Launched Microsoft SriLanka subsidiary operations with Regional guidance enabling training, onboarding, customer ready decks, sales engagement process.

New Delhi

• Lead Marketing Manager for India responsible for national campaigns creating partner/customer awareness on benefits of original software, software audits, TCO, etc
• Collaborated with MAIT/ BSA /Industry associations, leading integrated campaigns, resulting in incremental revenue for India sales team
• Team ManagerHighlights: The Karnataka government led campaign resulted in $8m incremental revenue FY01-02 Acknowledged & rewarded for WW best practice FY01 The integrated campaigns generated outstanding incremental.

• South India lead for Corporate territory business development, responsible to win mindshare & platform solutions across Top 35 Corporate accounts.
• Responsible for revenue, attach, C level relationships, # Enterprise agreements, leveraging India teams - Microsoft consulting, Technical support & Services,.Net/, Inside sales & program marketing for reach and.
• Led a team of One business managers reporting to me in addition to Tele-sales team (outbound) responsible for customer satisfaction and support.
• Highlights: In a fiercely competitive environment running head on with IBM and Oracle, we generated impressive Sales revenue growth from $3M, attach of $95/PC (FY99) to $7.5M (FY00, 150% YOY growth, Best Corporate.

Bangalore

• Responsible for top 10 strategic account revenue, attach, C level relationships, # Enterprise agreements, leveraging India teams - Microsoft consulting, Technical support, ISV, server product team and Competitive.
• Key solutions around knowledge management, database management, Office productivity, Networking and Infrastructure, addressing specific challenges for accounts (IT/ITES, Manufacturing, Auto, BFSI): Sundaram Clayton.