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.
• 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.
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.
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.