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Snehal Shah

Rainmaker | Sales | VP of Sales | General Manager | Marketing Leader | Lead Generation Expert | Client Services

VP of Sales
Business Development
Sales
Client Relationship Management
General Manager
Snehal Shah
Professional Status
Employed
Available
About Me
EXECUTIVE SUMMARY:
I am a Revenue Growth Architect! A strategic minded individual with tactical skills, I have extensive Sales and Marketing proficiency and leadership experience and thrive in high-pressure and fast-paced situations. I strive for positive results through the application of my sales (both new business and existing accounts), lead generation, prospecting, strategy, and marketing abilities.

A FEW KEY HIGHLIGHTS:
• Secured several late-stage wins against major competitors throughout my career. Examples of this include a $35M managed services deal with a Fortune 500 company and a $70.3M big data win (against a Top 3 Consulting organization) for a Fortune 100 company.
• Successfully led New Business Development through sales, marketing and other growth initiatives, resulting in $170M+ net new revenue with 28 new logos within a 6-year period.
• Delivered sales transformation by reversing sagging performance and reinvigorating sales growth through solid leadership. Teamed up with Finance & Operations to create effective strategies & innovative plays, achieving 115% of sales plan with significant pipeline growth.
• Designed and executed a streamlined yet, effective strategy for increasing a product and services business in the lagging mid-cap enterprise market. Closed multiple opportunities collectively over $80M+, achieving 135% of plan in addition to growing the pipeline.
• Improved client services and customer experience scores to 90%, closing several opportunities under $20M for transformation services and strategically positioning the organization for future add-on business products, services, and solutions.
Experiences

Senior Vice President of Sales and Marketing

Metasys Group
2018 to 2020
Atlanta
United States - Georgia
  • Led Sales & Marketing for the Group (Metasys Technologies, MetaProcure, and GoProcure) supporting revenue of over $100M. Influenced and individually contributed to a $4M y-o-y run-rate in enterprise software within 3 months with a Net Margin exceeding 40%. Owned all sales plans, hiring, compensation, performance management, employee communications, reporting, and retention.
Detailed Description
  • Expanded on pipeline management ensuring faster revenue growth within the first 2 quarters (7% measured increase) through weekly cadence, territory profiling, top deal focus, up-selling, incentives & executive alignment for better visibility, forecasting, and planning.
  • Led a 26-member team (17 sales and account management, 6 inside sales, 3 marketing) of Hunters, Farmers, Lead Generation, Prospecting, Digital, Content Marketing, & Sales Support, to service a wide range of clients within both Enterprise and SMB segments.
  • Built marketing & sales operations teams to drive an integrated marketing plan, propelling brand metrics that include a 37% increase in social media following, 1M impressions in 6 months, 21 roadshows, 11 trade shows, website redesign (3k+ visits per month), and more.
Learn more

Vice President of Sales and Client Services

Pitney Bowes
2016 to 2018
Atlanta
United States - Georgia
  • Led Sales and Client Services (NPF customer experience scores over 90) with a tactical and strategic direction to drive aggressive profitable revenue growth for $800M book of business. Provided leadership to transform team towards customer relationship driven solution selling.
Detailed Description
  • Designed and executed competitive Integrated Sales & Marketing Strategies helping strategically enhance, and transform the team to sell different types of solutions & services at various organizational levels, resulting in 9% profit growth in the 2nd quarter itself.
  • With continuous improvement, analytics, & new-to-company strategies, changed a decade-long trend of declining sales performance and overcame reduced spending by Gen X and Boomer consumers, achieving 110% quarterly sales targets within the first 2 quarters.
  • Through new hiring and relationship building, maximized focus on margins and Cross-selling First Class, Direct (Standard Mail), Parcels and other solutions including Mail Plus Mobile, Return Mail, and Informed Delivery, impacting a 10% increase in Quarter revenue.
  • Proactively lead clients from non-core commitments to analytical, market sensitive transformational solutions and services, fostering more business and a broader strategic engagement; saved a key client $2.3 M per year without a significant impact on EBIT.
  • Keeping the focus on vertical markets, coached & mentored a team of 43 with a Solution selling focus on new and market changing strategies around E-commerce, SaaS, Software, Print, Presort, and Business Process Outsourcing.
Learn more

Senior Vice President of Sales and Marketing

Neusoft America, Inc.
2011 to 2016
Atlanta
United States - Georgia
  • Managed Direct Sales, Client Relationships, Global Marketing, and Sales Operations and Enablement teams, maximized ROI and consistently drove double-digit annual revenue and growth over the 6-year period. With strategic planning and day-to-day execution, created and integrated new business strategies through active prospecting, lead generation, inside sales, AI tools, and marketing automation. Captured between 5% &18% market share in varied segments through diversified services & product lines using best practices.
Detailed Description
  • Delivered a $123M outsourcing contract after being earlier viewed as a non-contender and led pursuit teams that extended a 5-year (up from 3-year) $58M contract.
  • Expanded, overhauled, and built team, and consulting engagement process, enhancing market coverage, sales productivity tools, deal visibility, enabling talented sellers and consultants to deliver $175M on a targeted $110M for FY2015.
  • Through sales force automation, pipeline management, forecasting, innovation, and a strategic sales process, drove a total transformation of the overall B2B sales strategy & business processes, broadening the appeal to achieve a 300% increase in NEW customers.
  • Through analytical and strategic thinking approach, delivered an accelerated initiative for new & visionary services and product development generating $65M revenue within 4 years.
  • Individually contributed to driving and closing sales over $10M each year (2013 – 2016) with various enterprise and mid-size organizations across North and South America.
  • Delivered a $123M outsourcing contract after being earlier viewed as a non-contender and led pursuit teams that extended a 5-year (up from 3-year) $58M contract.
  • Grew gross margins by 34% through tighter channel management. Drove performance improvements, messaging, branding, and event activities (clients and staff) to build new relationships, better partnerships, and service existing clients.
  • Successfully positioned the business to attract JV's (Phillips in North America and GE in Europe), 7 acquisitions, and multiple investments from Intel, Cisco, and BMW.
Learn more
  • Managed a strong cost-effective strategic sales team across various divisions (BPO, Managed Services, Information Technology solutions, Staffing, RPO, MSP, Auditing) & consistently exceeded 100% of aggressive sales goals servicing strategic enterprise customers in various industries nationally.
Detailed Description
  • Exceeded expectations and closed new business with various enterprise clients securing 14 new logos with over $150M in top line revenue in my first year (2009).
  • Designed, developed, and implemented strategies to achieve "stretch" yet achievable goals that accounted for a 60% growth through existing client relationship management during the 2009 lean phase.
  • Increased and accelerated the sales funnel and growth by targeting, negotiating, and executing contracts with businesses; increased sales productivity by 30%, overall gross profit margins (GPM) by 7% & Gross Profit Dollars (GPD) by 4% within the first 12 months.
  • Optimized, developed and managed a strong and cost-effective sales team with the ability to sell both staffing and solution selling. Reduced cost by 13% y-o-y through team reallocation, sales strategies, training programs, strategic initiatives, account maintenance and M&A.
  • Boosted morale through regular team-building & one-on-one coaching. Coached & mentored a 37-member strong sales and account management team to resolve customer issues and position themselves to sell high enough and early enough and strategically partner with clients to create value.
Learn more
  • Drove sales for the business unit through a global sales and marketing team of 9 industry verticals. Achieved $126M in revenue, leading division through various integrated sales and marketing strategies winning various long-term, multi-million-dollar IT, BPO, RPO, Analytics, and Contact Center deals.
Detailed Description
  • Grew team to successfully close 11 multi-year, multi-tiered contracts totaling $60M.
  • Generated deals within 9 months leading from 88% of plan for 2006 orders to 117% of plan.
  • Produced individual contributions to close 7 new multi-year, multi-million-dollar deals.
Learn more
  • Grew sales 36% CAGR over 3 years without any breakthrough products or solutions, entering various new markets, adjusting sales roles, and achieving 21% EBIDTA growth.
Detailed Description
  • Achieved over $62M in revenue over 3 years, 4X the initial goal.
  • Developed & managed a global strategic deals team, increasing revenue by over 85%.
Learn more

Business Development Executive

IBM Global Services
1996 to 2002
Atlanta
United States - Georgia
  • Exceeded over 100% of aggressive quota set by IBM.
  • Led a 6-member Sales team from 1999 to 2002.
Skills

Sales & Marketing

  • Sales Management
    Expert
  • Sales
    Expert
  • Solution Sales
    Expert
  • Customer Retention
    Expert
  • Marketing Management
    Expert
  • Skilled Negotiation
    Expert
  • Channel Sales
    Expert
  • Direct Sales
    Expert
  • Hunter
    Expert
  • Account Management
    Expert
  • Client Relationship Management
    Expert
  • Lead Generation
    Expert
  • Prospecting
    Expert
  • Inside Sales
    Expert
  • CRM (salesforce.com)
    Expert
  • Demand Generation
    Expert
  • Branding, SEO, Social Media
    Expert
  • Sales Transformation
    Expert

Leadership

  • Strategy
    Expert
  • P&L
    Expert
  • Global Teams
    Expert
  • Business Plans
    Expert
  • General Manager
    Expert
  • Collaborative Leader
    Expert
  • Cross-functional Team Leadership
    Expert

Business Development

  • M&A
    Expert
  • Strategic Alliances
    Expert
  • Partnerships
    Expert
  • Venture Capital
    Advanced

Other

  • Shared Services
    Expert
  • Outsourcing
    Expert
  • Consulting
    Expert
  • International Business
    Expert
  • Professional Services
    Expert
  • Business Intelligence
    Expert
  • Cloud
    Expert
  • Entrepreneurship
    Expert
  • Forecasting
    Expert
  • Business Transformation
    Expert
  • Information Technology
    Expert
  • Business Process Outsourcing
    Expert
  • Managed Services
    Expert
  • Solution Selling
    Expert
  • Artificial Intelligence (AI)
    Expert
Interests

Volunteer Projects

  • Habitat for Humanity
  • POSSE Foundation (Education for Children)
  • HERO for Children (AIDS)
  • Action AID
  • CRY

Professional

  • Integrated Sales & Marketing Strategy - Strategic Planning & Tactical Day to Day Execution.
  • P&L Management and Executive Leadership.
  • Managed Services, Consultative selling, pre-sales, Operations.
  • Cross-Functional Team Leadership, Collaborative Sales Leadership Style.
  • Coach, Mentor, Hunter, Farmer, Client Partner, Channel Sales.
  • Information Technology, Business Process Outsourcing, Infrastructure and Cloud services.
  • Customer Acquisition, Contract Negotiations, Retention & Extension.
  • Rainmaker, Business Development, National and International Sales.
  • Mergers & Acquisitions (M&A), Venture Capital, Equity, VAR’s, OEM’s, Channel Partners.
Education

MBA

Georgia State University

August 1994 to March 1996
Management Information Systems (MIS) and Marketing

Masters

Xavier Institute Of Management (XIM)

June 1991 to June 1993
Business Administration and Finance

BS

St. Xavier's College

June 1987 to May 1991
Medical Sciences