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Snehal Shah

Snehal Shah

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

VP of Sales
Client Services
Marketing
Lead Generation & Prospecting
Executive Leadership
Employed Available
EXECUTIVE SUMMARY
Entrepreneurial Sales leader & Rainmaker with over 20 years of Sales, Business Development, Client Services, Lead Generation, and Marketing experience, managing global teams and multi-industry clients in North America, Asia, and EMEA ranging from $10M to the Fortune 500.

ACCOMPLISHMENTS
• Energetic and passionate global leader with extensive management experience & a proven track record selling consultative and strategic solutions to C-level and senior executives.
• Big Picture Leadership experience of 225-strong teams, comprising direct sales, marketing, client service, inside sales, customer service, channels, and management consulting.
• Hands On Sales Executive and market influencer winning four sales awards and a consistently high rating at various companies. Biggest wins through contract negotiation in the history of 2 different organizations - $140M and $123M.
• As a part of Executive Team at various companies, have managed KPIs & Sales Processes to successfully turn around 5 sales organizations (ranging from 23 to 228 individuals) with vastly differing skill levels (A, B & C), cultures, challenges, and routes-to-market channels.
• Ability to cold call CXOs and engage in strategic discussions reflected in winning $14M-140M+ outsourcing contracts; and account management, individually delivering $11M+ in annual revenues. Numerous $1-5M deals for a variety of managed services solutions.
• Led dispersed sales, client services, and marketing teams from scratch, stretching across multiple geographies, integrating them to drive sales efficiency & effectiveness programs, including sales plan design, territory/quota allocation, forecasting, sales metrics & cadence.
• Deployed multiple CRM programs, globally and regionally. Drove adoption of forecasting compensation for achieving specific goals, including revenue attainment, pricing, pipeline management, negotiations, account growth, complex deals and cross-functional teaming.
Experience

Senior Vice President, Sales & Marketing

Metasys Group of Companies
Since February 2018
Atlanta
United States - Georgia
  • Create Business strategy and provide Sales Management & Marketing leadership for all Metasys companies.
  • Own all sales plans, hiring, compensation, performance management, employee communications, reporting, and retention.
  • Manage monthly, quarterly, annual quotas and revenue with accurate forecasting.

Vice President, Sales and Client Services

Pitney Bowes
November 2016 to February 2018
Atlanta
United States - Georgia
  • Led Sales and Client Services (NFP 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, research, and 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 innovative solutions like Mail Plus Mobile, Return Mail, and Informed Delivery, impacting a 10% increase in Quarter revenue.
  • Proactively lead clients from non-core commitments to market sensitive, intelligent, & transformation 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.
  • Coached & Mentored team with a Solution selling focus on new and innovative strategies around Ecommerce, SaaS, Software, Print, Presort, and Business Process Outsourcing.
Learn more

Executive Vice President, Sales & Marketing

Neusoft America, Inc.
March 2011 to November 2016
Atlanta
United States - Georgia
  • Managed Direct Sales, Client Relationships, Global Marketing, and Sales Enablement teams. With strategic planning and day-to-day execution, created and integrated new business strategies (e.g., creative lead generation and inside sales) and programs (e.g., marketing automation) that maximized ROI and drove double-digit revenue growth.
Detailed Description
  • Grew annual profits 73% over 6 years and captured between 5% and 18% market share in varied segments through diversified services and product lines using best practices.
  • Through analytical and strategic thinking approach, delivered an accelerated initiative for new & visionary services and product development generating $65M revenue within 4 years.
  • With discipline & clear decision making, expanded, built & overhauled 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.
  • Grew gross margins by 54% through tighter and disciplined channel management. Drove performance improvements, creative messaging, branding, and event activities (clients and staff) to build new relationships, better partnerships, and service existing clients.
  • Individually contributed to driving and closing sales over $10M each year 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.
  • Through sales force automation, pipeline management, forecasting, innovation, and a strategic sales process, drove a total transformation of the overall B2B sales strategy and business processes, broadening the appeal to achieve a 300% increase in NEW customers.
  • 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

Vice President, National Strategic Sales

Manpower Group
January 2009 to March 2011
Atlanta
United States - Georgia
  • Managed a strong cost-effective strategic sales team across various divisions (Managed Services, IT solutions, Staffing, BPO, RPO, MSP, Auditing) and 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. Secured 14 new logos with over $150M spend for all lines of business. Additionally, was responsible for a 60% growth in through existing client 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 responsible for 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.
  • Designed, developed, and implemented strategies to achieve "stretch" yet achievable goals.
  • Boosted morale through regular team-building & one-on-one coaching. Coached & mentored sales teams to resolve customer issues and position themselves to sell high enough and early enough and strategically partner with clients to create value (CRM – salesforce.com).
Learn more

Senior Vice President, Sales

WNS Global Services
February 2006 to January 2009
Atlanta
United States - Georgia
  • Drove sales for the business unit through a global sales and marketing team of 9 industry verticals. Achieved $126M in revenue, leading division through creative 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.
  • Improved entry into new markets; exceeded plans with an average 37% Y-o-Y growth.
  • 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
  • Grew sales 36% CAGR between 2003-2005 without any breakthrough products or solutions, entering various new markets, eliminating sales positions, & achieving 21% EBIDTA growth.
  • Worked closely with internal stakeholders to achieve a $62M revenue in 3 years, 4X the initial goal. Developed & managed a strategic deals team, increasing revenue by over 85%.
Learn more

Director, Sales

IBM Global Services
February 1995 to March 2002
Atlanta
United States - Georgia
  • Exceeded over 100% of aggressive quota, leading a 6-member Sales team.
  • Managed key client account with a run rate of $11M per year.
Learn more
Education

Executive MBA

Georgia State University

August 1994 to December 1995
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
Interests

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.
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