Summary
Overview
Work History
Education
Skills
Awards
Timeline
Generic

Richa Gupta

Summary

  • Sales professional with 12+ yrs strong track record in driving revenue growth and market expansion. Known for strategic planning, effective team leadership, and fostering high-performance cultures. Expert in client relationship management, negotiation, and delivering results in dynamic environments. Adaptable and reliable, excelling in collaborative settings to meet evolving business needs.
  • Experienced with leading sales teams to achieve and exceed targets. Utilizes strategic planning and innovative sales techniques to drive revenue growth. Track record of building strong client relationships and fostering collaborative team environments.
  • Expertise in developing new sales opportunities, cultivating channel partnerships, and leading high performance sales teams.
  • Ability to build and drive sales at the C level executives for business growth, revenue generation with long term relationship management.
  • Specialist in strategic planning, pipeline generation, market penetration, and fostering long-term client relationships.
  • Proficient in analyzing market trends and competitive landscape to make data driven informed business decisions.
  • Skilled negotiator with history of closing high value deals and partnerships.
  • Subject Matter Expertise in driving sales through Digital Transformation, Cloud Transition, Security Solutions
  • An Effective communicator & team leader with strong analytical, problem- solving & organizational capabilities; possess a flexible & detail-oriented attitude

Overview

20
20
years of professional experience

Work History

Associate Sales Director, APJ (APAC and Japan)

Concentrix
07.2024 - Current
  • Lead, develop, and expand management team to achieve specific business targets and meet assigned performance targets weekly/ monthly/ quarterly, carrying business targets of 150M per year across APJ region.
  • Ensure team alignment to achieve operating plan targets, maintain forecast, sales targets, Retention Rate.
  • Support the management of account portfolio profit and loss (P&L) to hit gross margin targets.
  • Supervise and execute business process, strategic relationship, end to end sales activities including customer success motion to anticipate retention rate.
  • Prepare internal and external communication regarding expansion opportunities and progress to achieving sales goals, business insights and benchmarking.
  • Collaborate with cross functional teams to identify opportunities to optimize sales processes, global team alignment and strategic planning to align cross geo policies.

Sales Manager, APAC

Concentrix
04.2020 - 07.2024
  • Developing and executing Renewal sales for Red Hat ASEAN, ANZ, IN region carrying quota of 18M USD per year.
  • Mentor Korea and Japan managers on driving key sales initiatives for generating new pipeline and nurturing them.
  • Coaching team on solution sales pitch and generating new business leads including cross-sell and up-sell.
  • Making strategies with global stakeholders on quota setting, allocation of quota at regional level and go getter targets.
  • Collaboration with global marketing team on product roadmap and driving campaigns within the region.
  • Develop and maintain a strong network of channel partners includes SI, OEMs, VARs for business growth.
  • Maintaining P&L for the team and work on the budget allocation on Quarterly basis.
  • Act as an enabler to remove internal roadblocks and help team to resolve challenges in support of sales opportunities.
  • Monitor High Performance Selling and conducting weekly performance reviews and coaching sessions with SMART goals with all team & extended team members and drive renewal campaigns with Sales team like win back, training campaign.
  • Analyse data, performance, and customer experience trends to develop and implement strategic sales plays and best practice for client/specific territories and present SWOT analysis in leadership QBR every quarter.
  • Hiring, motivating, and Retaining team members through consistent people centric engagement, mentoring, trainings and fostering an environment of collaboration and the team spirit.

Strategic Partner Manager (Google Cloud)

Service Source International (Google Cloud)
11.2019 - 03.2020
  • Managing Strategic motions for 150 Google partners which includes onboarding, certifications, events sponsorship, marketing funds and sales incentives.
  • Maintain a strong pipeline of prospective partners to meet established targets.
  • Enabling partners with Partner Advantage Program.
  • Managing approvals for partner billing and console management.
  • Enabling strategic partners with deal registration and referrals with incentives plans.
  • Assisting partners with campaign and bootcamp eligibility vouchers.
  • Enabling partners to elevate their partnership to premier level by doing technical specializations.

Sales Lead

Citrix Systems Inc.
04.2013 - 05.2019
  • Developing & Driving Service Sales, Subscription, new Cloud sales with existing & new customers for Citrix India subcontinent region, carrying a quota of 10M USD per year and consistently achieving the target every quarter with 28% YOY growth in the business.
  • Sales Enablement on Solution Selling and driving Cloud transition business and upgrading pipeline to Subscription model for India, ASEAN and Korea region team.
  • Enable channel partners in driving business with customers on Solution Selling. Helping them with various trainings like business-IT use cases, incentive plans (Drive, Spark, Accelerator plans) and on New Process like DOTI, CPQ and Partner portal.
  • Manage Relationship with top partners/SI CXOs & Executive team to set and execute channel sales strategy.
  • Educate, enable & hand hold the distribution teams on driving business with customers for Cloud sales.
  • Designed the Program for Upselling and Cross-selling in Asia and India to have incremental revenue to achieve targets that led to incremental 15% growth YOY in this program.
  • Led and mentored Sales team to succeed as a team in the APJ region. Consistently collaborated with & supported the other regions such as Korea, ANZ in driving sales and sharing the best practices and winning strategies.

Inside Sales Representative

ServiceSource (NetApp)
09.2012 - 04.2013
  • Managing the renewal business for India sub-continent region with 100% quota achievement.
  • Working closely with Channel partners, generate quote & discuss with the customer together and help them to close the deal.
  • Weekly forecasting using the client Centric Selling methodology.
  • Exceeds all daily/weekly /monthly activity metrics for the number of outbound calls.
  • Effectively build and execute a territory plan to maximize the revenue in the region.

HR Executive

SaminTekmindz India Pvt Ltd
02.2008 - 09.2009
  • Planning & executing the end-to-end activities for setting up a new captive development centre for one of our Client: eMeter, US based energy company.
  • Been instrumental in hiring 100+ junior candidates for Delivery unit on web application and Telecommunication domain.
  • Facilitating & managing vendor recruitment and Co-ordinating with the consultants.
  • Worked extensively to derive the HR policies for the organization. In some cases, creating & compiling the HR manual & Employee handbook as well.
  • Orchestrating and managing the end-to-end stages of HR.

HR Technical Recruiter

TranSwitch
06.2006 - 07.2006
  • Generating new clients, Leads and Business Development in recruitment services.
  • Relationship management with key clients Executives and driving business.
  • Organizing various Recruitment Drives.
  • Interview process management & Negotiation.

IT Recruiter

Alp Management Consultants Pvt Ltd
02.2005 - 05.2006
  • Worked with existing & new customers such as Conexant Systems, HCL Technologies, Dilithium Networks (Australian based start-up), Sasken, Juniper, Nokia, Philips and Ciena Identifying & shortlisting the suitable candidates, through various sources like Head hunting, References, Job portals, existing database etc.

Education

Post Graduate Diploma -

Business Management
01.2005

Bachelor of Commerce -

DAV College
01.2003

Skills

  • Customer success & Renewal
  • Networking and relationship building
  • Goals and performance
  • Sales Strategy & Execution
  • Channel partner & SI Sales
  • Expansion and Retention
  • Relationship Building
  • Coaching & Mentoring
  • Presentations and Public speaking

Awards

  • Revenue Growth, Achieved consistent double digit revenue growth annually through innovative sales strategies.
  • Channel Excellence, Spearheaded initiatives that led to 15% increase in revenue through channel partner.
  • Team Empowerment, Transformed underperforming sales teams to top performer by coaching & mentoring.
  • Culture Partner Ambassador, Active promoter and culture partner ambassador for the organization.

Timeline

Associate Sales Director, APJ (APAC and Japan)

Concentrix
07.2024 - Current

Sales Manager, APAC

Concentrix
04.2020 - 07.2024

Strategic Partner Manager (Google Cloud)

Service Source International (Google Cloud)
11.2019 - 03.2020

Sales Lead

Citrix Systems Inc.
04.2013 - 05.2019

Inside Sales Representative

ServiceSource (NetApp)
09.2012 - 04.2013

HR Executive

SaminTekmindz India Pvt Ltd
02.2008 - 09.2009

HR Technical Recruiter

TranSwitch
06.2006 - 07.2006

IT Recruiter

Alp Management Consultants Pvt Ltd
02.2005 - 05.2006

Bachelor of Commerce -

DAV College

Post Graduate Diploma -

Business Management

Similar Profiles

CREATE PROFILE
Richa Gupta