Sushan Aich Email & Phone Number

Delhi, India

Global

Consulting on * Business Development focusing in NPS (Satisfaction) & EBITDA growths* Team & Practice Build Up* Market Penetration* Alliance Management * Compliance Adherence and Process Build Up* ATL & BTL Marketing* Operational Efficiency Enhancement

National Capital Region, India

* Business P&L Ownership* Sales & Marketing Leadership* Business Management* Team Management * Practice Strategy & Development * Customer Service Management

India, Us

•Leading Business Development strategies/programs/execution across India, SEA & MENA (revenue handled ~around $20M) across different LoBs, viz, Collaboration, Cloud Applications & Infra. & Security, ML & IoT based Service Solutions, Data Science & BI, ERP, CRM, & EAM, etc.•Consulting on Collaboration & Communication platforms, (Solution & Volume Licensing options of Azure, M365, Microsoft Teams, MS SharePoint, Google Work Space, Facebook Workplace, etc.)•Contribute to Direct Sales and… Show more •Leading Business Development strategies/programs/execution across India, SEA & MENA (revenue handled ~around $20M) across different LoBs, viz, Collaboration, Cloud Applications & Infra. & Security, ML & IoT based Service Solutions, Data Science & BI, ERP, CRM, & EAM, etc.•Consulting on Collaboration & Communication platforms, (Solution & Volume Licensing options of Azure, M365, Microsoft Teams, MS SharePoint, Google Work Space, Facebook Workplace, etc.)•Contribute to Direct Sales and BD as an individual Sales Consultant along with driving sales through Direct & Indirect Channel•Build up strategic alliances and partnerships with OEM, Channel Partners, Industry Associations, etc.•Build & drive team enhancement & market presence programs by consultative involvement in Org. Structure Realignment, Team Refresh/Recruit, Sales Team Training, Cross-team Internal Audits, etc.•Plan & drive the execution of new concepts, new revenue streams, growth of existing revenue penetrations, business transformation for existing products / services and processes, with an inside-out approach•Active responsibility for stabilizing and growing the company EBIDTA, P/L and provide advisory service to the board with the goal of increasing the company’s net-worth.•Provide mentoring and consulting to the marketing and lead generation team for all ATL and BTL activities•Help plan and execute for compete wins/win-backs leveraging market insights•Provide consulting on Content Engineering to run effective GTM programs•Mentor organizations to initiate, adopt and get certified for different in-industry compliance certifications viz, ISO, CMM, IMS, etc. Show less

Hyderabad Area, India

Role Highlights – • Achieved revenue growths 42% YoY (Q1:17%), (Q2:31%), (Q3: 67%), (Q4:55%)• Achieved profitability growths 11% YoY • Strengthened & grew Unified Communications (VOIP + Web + Mobile) Solution business by 100% YoY• Initiated, drove & grew the MS Azure Business Practice from scratch to close FY 17 @ triple digit growths (clocking $41K of MRR-Monthly Recurring Revenue)• Initiated, drove & grew the GO IT Services Business Practice from scratch to close FY 17… Show more Role Highlights – • Achieved revenue growths 42% YoY (Q1:17%), (Q2:31%), (Q3: 67%), (Q4:55%)• Achieved profitability growths 11% YoY • Strengthened & grew Unified Communications (VOIP + Web + Mobile) Solution business by 100% YoY• Initiated, drove & grew the MS Azure Business Practice from scratch to close FY 17 @ triple digit growths (clocking $41K of MRR-Monthly Recurring Revenue)• Initiated, drove & grew the GO IT Services Business Practice from scratch to close FY 17 @ triple digit growths (clocking $50K of MRR-Monthly Recurring Revenue)• Initiated, strengthened & successfully managed new OEM liaisons, business relationships/partnerships across Microsoft, AWS, Cohesive (GrandStream Networks), VMWare, which helped in additional revenue earnings and initiation of new revenue streams.• Managed the workforce to grow the employee productivity index (EPI) by 119 points• Successfully initiated & managed a smoother & efficient marketing-sales-delivery-collections work-flow, powered by efficient near-real-time information interchange & data recording systems,• Designed, developed and managed a seamless, well-integrated and near-real-time MIS and BI system for the first time in history of GO.• Induced & mentored a new team of solution sales specialists & pre-sales to help drive customer-partner engagements on high-end tech. solutions viz., Azure, AWS, VMware, IoT, ML, etc. Show less

New Delhi Area, India

Role Highlights – • Revenue growths - 7% (FY15:H1), 13% (FY15:H2), 10% (FY16:Q1), 8% (FY16:Q2), 15% (FY16:Q3)• Won big ticket cloud & solution deals basis deep-dive personal involvement along with the account team.• Won a unique & first-of-its-kind cloud deal for both Ricoh & Microsoft India in the Education industry• Awarded the Microsoft Cloud Ke Baadshah (for licensing & solution pitching) in FY 15 & FY 16• Recipient of the “Ricoh Way” award for exceptional business… Show more Role Highlights – • Revenue growths - 7% (FY15:H1), 13% (FY15:H2), 10% (FY16:Q1), 8% (FY16:Q2), 15% (FY16:Q3)• Won big ticket cloud & solution deals basis deep-dive personal involvement along with the account team.• Won a unique & first-of-its-kind cloud deal for both Ricoh & Microsoft India in the Education industry• Awarded the Microsoft Cloud Ke Baadshah (for licensing & solution pitching) in FY 15 & FY 16• Recipient of the “Ricoh Way” award for exceptional business growth in H1 & H2 FY 15• Chosen as The Microsoft GTM partner for Phoenix Labs deals in Education industry in the country. Show less

Gurgaon, India

Business Development / Sales Motion –Channel / Partner Development –Cloud Marketing –O365 SMB motion strategy and reporting –Product, Licensing & Sales Training –Role Higlights -• Drove the national cloud business of $ 14M along with other score-card metric as Cloud BD Specialist across Microsoft Cloud workloads (Azure, O365, CRM Online, & Intune)• Assist business territory development w.r.t customer & partner mind-share for O365 & Azure cloud solution by driving… Show more Business Development / Sales Motion –Channel / Partner Development –Cloud Marketing –O365 SMB motion strategy and reporting –Product, Licensing & Sales Training –Role Higlights -• Drove the national cloud business of $ 14M along with other score-card metric as Cloud BD Specialist across Microsoft Cloud workloads (Azure, O365, CRM Online, & Intune)• Assist business territory development w.r.t customer & partner mind-share for O365 & Azure cloud solution by driving a rhythmic sales and partner motion to generate quality leads and pipe velocity to closures• Executed the role of Microsoft Cloud BDM for West (Jan – Jun 2013) and North & East (April – Nov 2012)• Developed Tier 2 & Tier 3 markets for cloud business penetration and revenue growth through partners & distributors joint GTMs• Responsible for incubating the Microsoft Cloud sales strategies and GTM initiatives across the country for the SM segment, which included all details of MS Cloud licensing parameters, pricing parameters, promotional offers, especially for MS O365 and MS Azure solution platforms Show less

Gurgaon, India

Driving the Microsoft Cloud solution sales in SMB segment leveraging the Cloud Insde-Sales and Pre-sales team memebers, across India. Responsible for $3M cloud business in SMB, India. Shared Channel Management (Distributor Patrner Technology Specialists sales team) to drive SMB business and Cloud Partner motion. Establish, maintain and manage a comprehensive reporting and business review mechanism for pipe add/management, forecast management and actuals sales against target for SMSP… Show more Driving the Microsoft Cloud solution sales in SMB segment leveraging the Cloud Insde-Sales and Pre-sales team memebers, across India. Responsible for $3M cloud business in SMB, India. Shared Channel Management (Distributor Patrner Technology Specialists sales team) to drive SMB business and Cloud Partner motion. Establish, maintain and manage a comprehensive reporting and business review mechanism for pipe add/management, forecast management and actuals sales against target for SMSP Cloud business, India. Develop, strategize and improvise the Tele-Sales lever to assist the cloud business of Microsoft India. Cross team collaboration across Inside Sales team, Pre-Sales team, Feild Engagement Managers (Field Sales) and regional Cloud Business Development memebers and Partner Management team for effective drive of business across SMB, India. Manage & drive a team of Cloud Sales and Pre-sales specialists & Distributor Sales Team to acheive the SMB Pan-India sales nos. and score card metrics. To create and maintain the Microsoft Cloud business motion visibility through business reporting across different cloud workloads across entire SMSP business segment. Maintain, analyze and drive the Cloud Score Card Metric to help drive the business velocity across India. Help develop FY Cloud business sales strategies, target alignment across sales team/regions, special solution package for customer segment/regions. On-board and train the Dist. lead cloud team (VAD) members on Microsoft Cloud solution and sales pitch. Conduct cloud solution webcasts for customers and partners. Involved in GTM with partners and partner hand-holding to cloud business through events, sessions, viz. WICC, Office Hours, etc. Involve/contribute to Microsoft syndication business plan/execution with syndication partner – solution evangelism for syndication partner's customers, customer meetings, assistance to build syndication partner's solution team for MS cloud activations, etc. Show less

- Microsoft Technology and Solutions Evangelism for customers across the entire region.- Drive Sales by identifying / qualifying opportunites and assisting the Account Managers in achieveing the common revenue goals.Drive and run Solution demos, PoCs, ROI and TCO engagements with customers and partners.Drive the Score Card and Metrics .w.r.t Product Adoption & Deployment, Solution/Product Penetration, Compete Wins, Customer/Case Referencing program, etc.

• Drive Product & Solutions Sales (Business scoping, Proposals, RFPs/RFQs) with focus on SharePoint, SQL, UC, Dev Tool platforms for Upper Mid Market segment.• Evangelize Microsoft technology & licensing policies, manage client relationship and resolve escalations on license/technology perspective as an Account Manager & Solutions Specialist within the managed accounts.• Collaborate with different Product & Marketing teams on GTMs, MQPs, Marketing Campaigns, Formal… Show more • Drive Product & Solutions Sales (Business scoping, Proposals, RFPs/RFQs) with focus on SharePoint, SQL, UC, Dev Tool platforms for Upper Mid Market segment.• Evangelize Microsoft technology & licensing policies, manage client relationship and resolve escalations on license/technology perspective as an Account Manager & Solutions Specialist within the managed accounts.• Collaborate with different Product & Marketing teams on GTMs, MQPs, Marketing Campaigns, Formal Territory Plans.• Drive Value Programs viz. IO, Cost Control, EA, EAP, MMRP, MSDN/SA, Compete-Win-backs & Customer Projects within the region. Show less

• Uncover, qualify, develop & drive market and its opportunities for Developer Tools (Visual Studio (group), TFS, Expression Studio) including related developer solutions, viz. SQL, SharePoint, etc.• Evangelize Microsoft technology, articulate the licensing policies, manage client relationship and resolve escalations on license/technical-solutions.• Customer/partner presentations on solution/licenses and presales/post-sales account management support. • Effectively collaborate… Show more • Uncover, qualify, develop & drive market and its opportunities for Developer Tools (Visual Studio (group), TFS, Expression Studio) including related developer solutions, viz. SQL, SharePoint, etc.• Evangelize Microsoft technology, articulate the licensing policies, manage client relationship and resolve escalations on license/technical-solutions.• Customer/partner presentations on solution/licenses and presales/post-sales account management support. • Effectively collaborate with different Product/Sales team on strategies for GTMs, MQPs, Marketing Campaigns, and Formal Territory Plans, to drive customer mindshare, and calendar key events for Value Programs (MSDN/SA), and Hands on Lab sessions. • Coordinate with customer for Case Studies and work with PR team/agency for Top Story Planning.• Monitor Sales Pipeline and design marketing plan/promotional offers vis-à-vis market analysis.• Advise Dev-Shop-Clients on Solution-Tool mapping vis-à-vis their project requirements of Microsoft solutions and build relationships with key customer/partner contacts. • Identify, plan and implement reaction to competitive activity and marketing campaigns for the same as identified through relationships with account managers, partners and market dynamics.• Interact with marketing vendors for managing regional events, designing marketing collaterals, EDMs, and channelizing the visibility program amongst customers. Show less

• Direct & Indirect Revenue generation - Business Applications IPs and Custom Solution Projects.• Managed the Pre-sales team and assisted the product development team with market inputs and Client Specific Requirements (CSR).• Drafted Business Proposals, Business Blueprints, Business Case Documents, Solution Feasibility Studies, PoC programs, etc. vis-à-vis RFPs and RFQs • Represented organization at different events, seminars, customer presentations, viz.ICT Infocom, SAP Summit… Show more • Direct & Indirect Revenue generation - Business Applications IPs and Custom Solution Projects.• Managed the Pre-sales team and assisted the product development team with market inputs and Client Specific Requirements (CSR).• Drafted Business Proposals, Business Blueprints, Business Case Documents, Solution Feasibility Studies, PoC programs, etc. vis-à-vis RFPs and RFQs • Represented organization at different events, seminars, customer presentations, viz.ICT Infocom, SAP Summit, SAP TechEd, IETF, etc.• Initiated engaging Business Channel Partners and Consulting Partners and supported them with pre-sales programs.• Drew marketing plans and strategies for market/account penetration, GTMs, and assisted on marketing programs viz. brand-visibility, web-site development, etc.• Drove complete business development (sales, presales & channel development) for solution & services on SAP, SAP-NetWeaver, EHS, HRIS• Initiated & managed marketing campaigns & represented organization @ various events/seminars, viz. ICT Infocom, SAP Summit, SAP TechEd, IETF, Petro Tech• Developed & managed strategic alliances and partnerships with Sales Channel Partners and Consulting Partners to accelerate market penetration• Formulated Sales GTMs & defined Sales/Revenue Targets along with sales director• Recruited, developed & managed team for sales, pre-sale, product-solution delivery & support services.• Key in the developing product & business web-content & re-hashed public-facing website for India. Show less

• Drove marketing & pre-sales for software IPs, system integration services and product realization services, viz., Advanced Multi-Computing Real Time Solution & Services – INTEGRITY, MULTI, GEDAE, Polyhedra, and LabVIEW) across US & India• Assisted in OEM alliances with global Tiers1s, Tier2s, OEMs, & business partners • Analysis of market dynamics & strategic customer behavior, to help frame business strategies• Prepared technical/business documents/reports (SOBFs, R.O.I, business… Show more • Drove marketing & pre-sales for software IPs, system integration services and product realization services, viz., Advanced Multi-Computing Real Time Solution & Services – INTEGRITY, MULTI, GEDAE, Polyhedra, and LabVIEW) across US & India• Assisted in OEM alliances with global Tiers1s, Tier2s, OEMs, & business partners • Analysis of market dynamics & strategic customer behavior, to help frame business strategies• Prepared technical/business documents/reports (SOBFs, R.O.I, business flow & forecast reviews/reports), marketing mailers, product/service brochures & event-specific content.• Managed a team of sales & marketing trainees for market research Show less

Mba, Marketing & It

Be, Electronics & Communications

Isce, Science