Rajiv Sharma

Embedded within the Business Unit team, driving commercial outcomes across the product portfolio in APAC — collaborating cohesively across Brand, Product, Marketing, and Sales to ensure every deal was properly scoped, the right solution pitched, and revenue targets delivered. Served as the commercial bridge within the BU — scrutinizing deals to ensure accurate product positioning and solution fit, while maintaining alignment across all stakeholder groups Led end-to-end product launches across the region — from go-to-market planning and solution messaging to live demonstrations and sales team readiness Conceptualized and executed regional events across online and offline formats — driving brand visibility, partner engagement, and pipeline generation across APAC Collaborated with Brand, Product, and Marketing teams to develop campaigns and solution narratives that resonated with customer needs and market dynamics Equipped regional sales teams with competitive intelligence, solution toolkits, and customer-facing collateral to strengthen their ability to win complex, multi-stakeholder deals Cultivated relationships with strategic accounts and key partners, translating deep product knowledge into customer confidence and sustained deal momentum Monitored market trends and competitive landscape to surface whitespace opportunities and deliver actionable insights back into BU strategy

Served as the Business Unit lead for the Medium Business segment across ANZ — the single point of accountability bridging five regional sales teams (three in India, two in Sydney) with Brand, Product, and Marketing to drive revenue, solution adoption, and market share growth. Acted as the primary BU interface for five sales teams across India and ANZ — coaching, mentoring, and equipping them with the product knowledge, competitive insights, and sales narratives needed to win Drove revenue outcomes through active deal engagement — measuring pipeline health, scrutinizing opportunities, and ensuring the right solutions were positioned at every stage of the sales cycle Executed cross-sell and upsell strategies across the Medium Business segment, identifying whitespace within existing accounts to maximize deal value Designed and ran internal promotions and incentive programs to maintain sales momentum and keep teams focused on priority product lines Represented the voice of sales and customers back to Product Management and Marketing — ensuring field realities shaped upstream strategy and messaging Managed brand budgets with a sharp focus on ROI — aligning spend to pipeline activity and revenue targets Conceptualized and executed annual business plans, translating regional market dynamics into actionable go-to-market strategies

Managed Dell's national distributor ecosystem across India — serving as the key commercial interface between corporate and top-tier national distributors, while coordinating closely with regional ASMs and RSMs to ensure seamless sell-in, sell-through, and sell-out execution across states. Owned the sell-in function for national distributors — driving product offtake, managing inventory pipelines, and ensuring distributor commitments aligned with corporate revenue goals Worked in close coordination with ASMs and RSMs across states, leveraging their market intelligence and sell-out performance data to calibrate sell-in strategy and promotional activity Participated in weekly leadership reviews — presenting channel performance, pipeline health, and market insights to senior stakeholders, driving informed decisions on product prioritization and distribution strategy Managed national distributor relationships at a senior level — building long-term partnerships built on trust, transparency, and consistent delivery against mutual targets Coordinated with internal operations and order management teams to ensure accurate, timely order processing and fulfilment across the distributor network Monitored competitive landscape and market dynamics across regions, feeding actionable intelligence back into channel and product strategy

A deliberate move to gain international exposure — taking on a regional sales role in Latin America, representing Vihaan's telecom infrastructure solutions across a complex and diverse stakeholder landscape in Mexico. Managed and grew relationships with a high-value mix of stakeholders including Telecom System Integrators, Government entities, Embassies, VSAT and Satellite companies, and VOIP service providers Developed and executed enterprise sales strategies tailored to the Mexican market — identifying and prioritizing target accounts based on market potential and strategic fit Organized product demonstrations and solution presentations for partners, operators, and government bodies — building mindshare and accelerating pipeline development Collaborated closely with partners on proposals, pricing, and business cases — ensuring commercially sound and competitive submissions across all opportunities Represented Vihaan at key communication industry events — expanding the company's network, visibility, and channel relationships across the region

Spent over a decade building the commercial and leadership foundation that defined the rest of my career at Dell — progressing from an individual contributor Inside Sales Representative through to Team Leader, Inside Sales Manager, and ultimately Area Sales Manager for outside sales. Began as an Inside Sales Representative — developing core sales discipline, product knowledge, and customer engagement skills in a high-velocity consumer and channel environment Progressed to Team Leader, coaching and managing a team of ISRs to consistently deliver against revenue and customer experience targets Grew into Inside Sales Manager — leading an organisation of 4 Team Leaders and approximately 40 Inside Sales Representatives, responsible for team performance, hiring, training, and revenue delivery Transitioned into Area Sales Manager for outside sales — a deliberate move from inside to field, expanding commercial scope and taking on direct market and customer ownership across assigned territories Throughout this period, developed deep expertise in channel management, retail sales, distributor relationships, and enterprise account development — the building blocks for every senior role that followed

The starting point of a 22-year career in technology sales — responsible for selling IT products and services across Bengaluru, managing client relationships, and building the foundational sales skills that shaped everything that followed. Managed end-to-end sales of IT products and services across assigned accounts in Bengaluru Developed client relationships from prospecting through to closing — building core consultative selling habits early Gained hands-on exposure to the IT products landscape, customer buying behavior, and competitive dynamics in one of India's most active technology markets