Amit Surve

Role:

Managing a team of 15 ISRs for Partner Business Managers, Ecommerce Partner Business, SMB Inside Sales, Services Inside Sales.

Develop and execute the strategic business development plan while working with key internal team.

Train and Coach, the team to work with partners to develop the business value proposition and to increase the business for HP.

Implement Engagement and Enablement Strategy for the growth of partner’s business.

Conduct in-dept review and analysis of marketing campaign results and online sales.

Manage the onboarding of the new hiring; provide timely training and coaching to ISR for sales management, forecasting and business reviews.

Responsible for channel management, including channel development and process optimization through regional campaigns and activities.

Maintain close-knit long-term relationship with key stake holders to understand and resolve problems at a timely manner to ensure effective cooperation and target achievement.

Manage shared services with Training, QA team, Business Analysis etc to enable ISRs on sales skills, product knowledge, technical skills, services, etc

Align with channel team and operations to enable new strategies to drive sales and enablement

Provide regular reports on progress on channel sales for weekly, monthly and quarterly results.

Analyzes the sales report and data to strategize the Gap-Bridge Plan.

Prepare detailed analysis and insights for the QBR and help the ISR to present their Weekly and Monthly Business Review

Work closely with marketing team to design new campaigns for all the regions, to drive sales.

Attainments:

Successfully met and exceeded the numbers for all the teams for all quarters.

Top Performing team for 3 consecutive quarters; 140%, 145% and 130% respectively

Was able to train and motivate the team to achieve the productivity target for all the Quarters.

Successfully delivered to create a constructive management and smooth operation amongst all teams.

Execution of innovative ideas to increase the productivity and automate the process and improve business. Support the recruitment team to delivery effectively in timely manner

Biggest Win – CL Solution – $1.5Mil

Role:

• Drive Sales for Cloud customer across JAPAC region. Consistently deliver an excellent user experience that helps drive customer adoption.
• Evaluate the Focused Accounts to understand their business vertical & requirements to ensure you invest with planned results, create a consistent experience for the customer, and ultimately identify how it can affect the customer’s business in a positive manner.
• Map potential prospects customers in territory by listing customer needs and tracking their usage.
• Proficiently present the Sales Pitch and Demo Session to high level executives; Face to Face and Zoom Meeting.
• Understand cloud user evaluation criteria, their current environment and provide a comprehensive comparison of Oracle IaaS and PaaS offerings. Convey a compelling and convincing case for Oracle Cloud.
• Develop client’s knowledge and understand client decision making process and run demonstrations of Oracle Cloud for various products and help the customer to make a decision based on their requirement.
• Work closely with the wider Oracle team to engage the right resources at the right time; Liaise with ISV & Partners to drive Sale in various cluster across JAPAC.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers and Partners - all to maximize business results in territory and open opportunities with large enterprise customers.
• Pipeline Management - have successfully maintained 4X against Quarterly Quota and provide accurate weekly/ monthly/ quarterly sales forecast.
• Proactively drive Oracle Cloud Users to commercial subscription to address their business needs.

Attainments:

Have met all the KPI’s successfully over all the quarters.

Contributed the team with innovative ideas to increase the productivity and automate the process and improve business.

Oracle Autonomous Database Cloud Certified Specialist.

Successfully designed Marketing Strategy to enhance the business level.

Role:

Generate new business through prospecting with outbound calling/email/sales navigator, as well as responding to qualified inbound inquiries and marketing leads.

Responsible for business and activities to manage and grow a set of existing customers and partner through various platforms and in various regions.

Identify partner prospects and get them onboard, develop and manage the partners.

Build and manage a healthy and sustainable pipeline to generate new sales bookings every month, towards meeting/exceeding sales targets.

Work closely with Channel partner to develop new business and arrange the partner & customer events to grow the business.

Own complete end-to-end sales cycle, leveraging with Presales engineer team where appropriate, and maintain accurate forecast of deal closures.

Articulate technical features and benefits to technical buyers, as well as business values to business decision makers.

Successfully able to manage team and maintain accurate data for Weekly forecasting and Funnel/ Opportunity Management. (Acting Team Manager)

Work closely with Customers, Business Partners/ Resellers and Distributor. Participate in the management call to discuss new strategies with the Client.

Handle End to End process to close the Opportunity. Develop Sales Strategy to grow the Commercial Business in the Territory.

Attainments:

Have met all the KPI’s successfully over all the quarters.

Being rewarded as Top Performer in the First Two Quarters.

Contributed the team with new Coaching and training ideas by liaising with the Sales Training Program and business improvement process.

Achieved more than 150% twice in a year.

Biggest Win Deals –

o Symbiosis - $1.5 Mil

o Tata Motors - $2.2 Mil

o Pune Airport - $1 Mil

Role:

Working closely with Intel Business Partners for ANZ Market

Developing and maintaining good business with the partners in my territory.

Source the potential lead by following up with the partners via Calling and Emails.

Keeping the partners updated with the promotions offered by the distributors and training modules by Intel.

To provide outstanding service and support to the Partners from ANZ Region.

Implement creative ways to improve client relationship and promote the Intel products.

Create an action plan to achieve the target numbers on weekly and quarterly basis.

Accurate Funnel Management for weekly forecast and reviews. Maintain pipeline to ensure that the targets are achieved quarterly.

Attainments:

Was able to achieve the productivity target for the 2nd Quarter.

Successfully delivered and fulfilled the partner’s requirement.

Role:

Reporting to the Director, towards sales programs and business improvement processes develop integrated approach to increase sales results.

Identify Potential customers and partnering with the clients.

Generate new business through prospecting with outbound calling/email/linkedin, as well as responding to qualified inbound inquiries and marketing leads.

Create training and coaching plan to meet the needs of the team on monthly and quarterly basis

Consult, train, mentor, and coach the sales team in areas that include revenue generation performance issues and overall sales effectiveness, such as Cold Calls, Closures, Objection Handling and send proposal Emails.

Identify and analyse areas of revenue generation opportunities for products and/or services in support of business goals and monitor locations overall effectiveness throughout the sales process.

Meet the existing clients regularly to understand their requirement and accordingly recommend the most suitable product or services for the company.

Manage the Account with existing Client to understand their need and fulfil their requirements.

Set up the action plans related to sales training, product training as per the quota set for the team.

Support the Sales Team to develop the Pipeline, track their performance and coach them with valuable feedback.

Deliver one on one or group training for Sales & Product by creating a positive learning environment.

Attainments:

Identify the areas of improvement and successfully achieved the goal for the sales team.

Delivered by 80% of Sales Team achieving their quota target.

Developed coaching plans and programs to enhance knowledge and skills on sales generation

Increase the closing ratio for the team by executing the strategies.

Role:

Develop new strategies to increase the resort business.

Develop, build and maintain excellent business relationship and rapport with potential clients.

Train and coach the team to co-ordinate the growth in the market share, product & services through Tele-marketing, face-to-face appointments, by generating leads and initiating cold calls.

To help the team on closing big deals and support them for outdoor sales, i.e. client visitations, appointments, etc for Corporate Bookings.

Strong business acumen and is self-driven in achieving sales targets.

Make best use of all the leads maintained and manage the database.

Float the offers at the resort on social networking to make brand awareness and develop digital marketing strategies for the resort.

Attainments:

• Developed the B2B relations which helped to meet and exceed the targets on several occasions. Met and exceed the client’s needs on several occasions.
• Successfully being able to increase the Sales for the company. 120% achievement
• Recognized for superior performance as an “Employee of the Month” honouree on many occasions. With my guest relation skills, I was able to grow the business for the company.

Role:

• Lead marketing strategist for Mumbai to achieve the Sales Target.
• Reporting to the Director, develop integrated approach to increase sales results, product awareness and brand image through diversified marketing strategies.
• Cold calling to handle the B2B Sales and generate revenue through the online based companies.
• Interact with Travel Agents to ensure that we get regular business through them.
• Key focus to maximize sales growth of the company.
• Implementing training as per industry standards specific to brand awareness to improve effectiveness and practicability.
• Develop the Team for Direct Sales for Mantra Resort.
• Make Tie-ups with Corporate and Hotels.
• Organizing team huddles to understand problems or issues faced in work environments.
• Implement Marketing strategies to the Target Market.
• Take care of the Client Servicing Throughout; Before & After-Sales Process.
• Lead Corporate Training and Advisor Training for better enrolment of Advisors.

Attainments:

• Achieved and exceed targets on numerous occasions via B2B Sales and other platforms.
• Generated qualified leads which helped the Sales Team to achieve their target on regular basis.
• Achieved the given Target on regular basis.
• Received Appreciation and Excellent feedback from the Senior Management.