Ishan Shah

At DNV, I lead regional sales and business development efforts with a focus on cybersecurity and digital assurance services. I’ve successfully built and nurtured strategic relationships, helping expand our market presence across key regions. My role involves identifying client needs, particularly in cybersecurity and privacy, and delivering tailored, standards-compliant solutions aligned with frameworks such as IEC 62443, ISO 21434, ISO 26262, ISO/IEC 27001, NIST, GDPR, and India’s DPDPA. Key achievements include: 1. Led the development and execution of regional sales strategies for cybersecurity and privacy services across India and Middle East. 2. Adopted a consultative approach to understand client pain points and tailored solutions aligned with standards like ISO/IEC 27001, IEC 62443, ISO 21434, ISO 26262, NIST, GDPR, and India’s DPDPA. 3. Generating a sales pipeline of XXX INR Cr in the first year and XXX INR Cr in the second year, with average deal sizes of XXX L INR 4. Built and nurtured strategic relationships with C-level stakeholders, fostering trust and long-term engagement. 5. Collaborated with technical teams to co-develop proposals and solution roadmaps that addressed both compliance and operational goals. 6. Identified and engaged high-potential accounts through targeted outreach, leveraging insights from market research and digital tools. 7. Contributed to quarterly forecasting, annual sales planning, and strategic reviews to align business goals with market opportunities. 8. Delivered client education sessions and workshops to demystify cybersecurity frameworks and promote informed decision-making. 9. Supported service development initiatives by relaying market feedback and evolving customer needs to internal stakeholders. 10. Acted as a key liaison between regional clients and global delivery teams, ensuring seamless execution and customer satisfaction.

At SUBEX, I played a pivotal role in driving business development for Sectrio, the company’s flagship OT and IoT cybersecurity solution. My approach centered on understanding the unique security challenges of industrial environments and aligning Sectrio’s capabilities to address them effectively. 1. Engaged with industrial clients to uncover OT cybersecurity pain points and positioned Sectrio as a tailored solution for securing critical infrastructure. 2. Conducted in-depth market research and account profiling to identify high-potential sectors such as manufacturing, energy, and utilities. 3. Leveraged tools like Salesforce, ZoomInfo, Lusha, and LinkedIn Sales Navigator to build a qualified 4. pipeline and generate targeted outreach campaigns. 4. Utilized HubSpot and Wingman to execute structured cold calling and lead nurturing strategies, improving conversion rates and engagement. 5. Generated a pipeline of $500K in the first year, with average deal sizes ranging from $50K to $70K, by aligning technical value with business outcomes. 6. Collaborated closely with regional sales leaders and product teams to refine messaging and ensure alignment with evolving customer needs. 7. Delivered consultative presentations and demos that emphasized Sectrio’s ability to detect, respond to, and mitigate OT-specific threats.

At Ky2Sc (Extended Channel Partnership Support for Paladion), I focused on expanding the reach of Paladion Managed Detection and Response (MDR) services across Europe, helping organizations strengthen their IT cybersecurity posture. My role involved building strategic channel partnerships and aligning our solutions with the evolving threat landscape. 1. Drove business development for Paladion’s MDR services, helping enterprises enhance threat detection, incident response, and compliance readiness. 2. Adopted a consultative sales approach to understand client IT security challenges and position MDR as a proactive, scalable solution. 3. Built and managed a strong partner ecosystem across Europe, enabling seamless delivery and support of cybersecurity services. 4. Generated a pipeline of $200K within 5 months, with average deal sizes of $30K, by targeting mid-to-large enterprises with high compliance needs. 5. Collaborated with partners to co-develop go-to-market strategies and deliver tailored security solutions to end clients. 6. Represented Paladion in client discussions, technical evaluations, and proposal development, ensuring alignment with business and security objectives. 7. Also contributed to business development for complementary IT security products like Prot-On (IRM) and WatchGuard (network security), expanding reach in Southern and East Africa.

Roles and Responsibilities: 1. Developed business plans and strategy for territorial expansions in Eastern Europe along with preparing and implementing action plans and activities to penetrate in Eastern European Market 2. Key Account Management, acting as a point of contact, building strong client relationships, monitoring and providing service to partner/distributors and end customers through regular internal and external communication, customer retention 3. Created business proposals, product-specific guidelines and presentations to partners/distributors, dealers and end customers 4. Analyze existing and potential markets to identify and secure business development opportunities 5. Initiated GIC business operations in 5 new countries of Eastern European Region and business expansion in 15 countries of Eastern Europe and South East Asia 6. Execution and participation in leading International Technical Exhibitions on behalf of GIC 7. Additional Roles: Weekly/monthly MIS reports to Sr. Management, Database Management, Support to Digital Marketing team for social media plans, promotional items and website contents Regions: Eastern Europe and SEA Company Profile: Established in 1972, General Industrial Controls Private Limited (GIC) located in Pune, India, manufactures Process Control, Automation and Instrumentation products. Product Categories: 1. Lighting Automation : Time Switches, Light Energy Management Systems 2. Process Control : Timers, PLC's, GSM Controllers, Protocol & Interface Converters, Signal Transducers, Temperature Controllers, Modular Power Supplies 3. Low Voltage Protection : Current, Voltage, Frequency and Level Monitoring Devices, 4. Instrumentation : Hour meters, Counters and Rate Indicators, Alarm Annunciators

IGCMC Intern Project Detail:Drought Risk Assessment Using GIS and Remote Sensing Technique-A case study of Latur, Maharashtra Region

I was working as a Sales and Service Engineer.My key responsibility was Installation, Commissioning and Servicing of ABB make AC Variable Frequency Drive.My Job was to approach customer with a Practical Demonstration.