Sanjeevi Kumar

*Built BeyondTrust business in India and Bangladesh from 2019; handled GCC region accounts till 2019 *Led sales and channel efforts in a competitive region, achieving 1233% sales growth and exceeding revenue target Continuously developed and maintained relationships with key accounts, identifying customer needs, providing solutions, and negotiating contracts to achieve customer satisfaction and loyalty which resulted in 50% revenue growth YoY till end of Dec 2022. *Consistently generated 4X qualified pipeline from value business and 6X qualified pipeline from volume business *Created channel ecosystem across the country from scratch and managed to increase the sales and local technical resources to 100+ people *Implemented Force Management sales techniques in strategic and tactical planning, business metric reporting (MEDDPICC), forecasting accuracy, process adherence, coaching, channel selection, building alliances all geared toward rapid revenue and KPI achievement *Build trusted rapport with CXO contacts which resulted in bagging a USD 1 MN account and multiple multiyear 5-digit deals in India *Managed sales pipeline, including lead generation, prospecting, qualification, and closing deals, utilizing CRM software to track and manage sales activities *Collaborated with cross-functional teams, including marketing, operations, and customer success, to ensure seamless customer onboarding, product delivery, and post-sales support *Participated in industry events, trade shows, and networking activities to expand business networks, generate leads, and increase brand awareness *Provided training and mentoring to junior sales team members, contributing to their professional growth and development

• Providing customers and prospects with the IT Solutions to manage and improve their business and services requirements • Developing leads and qualified opportunities, converting these to closed sales • Managing direct and indirect sales to customers from Conglomerate, Government, Education, Financial Services, Large Enterprise and SME • Providing the most effective and efficient software solution for each situation • Successfully Retaining existing accounts, Nurturing developing accounts and Acquiring new accounts • Increasing new and existing business sales • Articulating technical capabilities in the business language • Delivering on sales forecast to meet the plan • Complying with business conduct guidelines, policies and regulations Focus Solutions • IT Security Solutions (PAM, IAM, SIEM, ISO27000), Hyper-converged infrastructure, Software-defined storage • Enterprise Asset Management, Io T, Process Automation & Portals, Regulations Management, ERP & BI, IT Service Management, Application Managed Services, Unified Digital Platform • Managed IT Services, IT Service & Support Management, Contact Center & BPO

 Handled Renewals Business for Vendors Riverbed, SafeNet, Dell, Centrify, Boole Server, Bit9, Titus and Venafi product lines through employing sales skills based on best practices  Prepared, implemented and executed Strategic Account plans at both Group and Account level and updated on a quarterly basis  Performed Account management for existing clients, handling renewal database, cross selling and up selling and following up on payments  Managed very high revenue based opportunities commercially to meet revenue and margin growth strategies  Effectively handled telephone dialogs with customers for renewal quotations, follow-up on deals, timely closure and Discount Negotiations  Managed pipeline of upgrade opportunities and renewal accounts, in an efficient manner  Reviewed and interpreted all usage data reports and client feedbacks with regard to products and services  Ensured that the external sales team are kept informed of any activities relevant to their accounts

Working with L&T Infotech as Business Development Executive for Insurance practice. Present roles and responsibilities include:- Initiating Marketing Activities To enhance the visibility of the organization’s capabilities across the market with a vision of attracting potential prospects Research Indulge in secondary research on prospects and clients with regard to specific geographies Strengthen the database with the information on IT Landscape, CXO and large deals RFx response Liaise with clients to develop clear understanding of requirements and work alongside Multi-stake holders to provide response to RFI/RFP Relationship Enhancement Maintain spirited relationship with clients to provide proactive solutions to their fortifying business needs Extend relevant support upon feedback from the client Client Visits Organize/Participate in client visits Set the stage to reinforce relationships with active clients and promote recently developed support systems Others Develop effective presentations to assist in decision making for senior management teams Enable sales process through effective management of sales inputs

Promoted sales of competition books among leading schools in Chennai with specified targets Designed custom campaigns to boost sales and tracked campaign effectiveness Devised and Implemented strategies to increase market share and gain visibility Establish and sustain good relationships with key decision makers Periodic reporting of sales information to senior management

Really proud to be a Loyolite !!! Our department won the 2nd place in the culturals when i was cultural secretary.