Shashi Kapoor
Regional Sales Director
Summary
Regional Business Leader, Coach, Results driven, known for delivering record-breaking profit gains through implementation of Emerging technologies like - SaaS, Cloud, PaaS, Edge, 5G.Experienced in Acquisition, Enterprise Sales, Solution Sales , Channels, Alliances , Business Development across APJ region. Proven Track Record in Building and Managing high performance teams. Deep working knowledge of matrix organizations, diverse countries, and cultures. Passionate about helping people achieve their full potential.
Overview
27
27
years of professional experience
3
3
years of post-secondary education
Work History
Regional Sales Director - APJ
Dell Technologies
01.2019 - Current
- Driving Retention and Growth with Enterprise & Global customers focusing on key verticals like Energy and Utilities, Healthcare Industrial Automation & Factory Automation, Information Services, & Telecommunications, Public Sector, Defence, Smart Cities, Safety and Security, Logistics, Retail
- Building GTM Strategy / Territory Strategy for the region keeping in view Short term and Long term business Goals
- Built and Developed a High Performance team of Inside Sales / Out Side Sales (Individual Contributors) focused on procuring net new logos and expanding Dell Technology footprint across install accounts
- Managing Revenue Size of 400Mn $ USD P/L, New Logo's Acquired - Garena / Softbank / Toyota / SLB / Thales / Telstra / AWIROS / NCS / CP Group / Indosat / Meralco
- Strong in Building Executive Relationships across APJ region
- Deep knowledge of the Emerging Technologies - SaaS, PaaS, Cyber Security, AI, ML, Cloud Solutions, Edge, and IoT
- Close business relationships driving revenue with Hyper Scalers / Alliances, SI’s, Technology Partners & their Re-Sellers in the APJ region
- Strong Business Collaboration with Functional Teams- Driving Revenue, Growth and Programs in a Matrix organization involving Regional, Country, Global Segment and Functional Teams (Alliances/ Channels / Pre Sales/ Marketing / Product Engineering / Legal)
- Target Account Selling, Planning and Deep dive into Existing and Acquisition business
- Have strong understanding of the Regional and Global revenue management systems and Sales Operations which align with both Regional and Global strategies – (AOP Setting, Forecasting, Pipeline, Coverage)
- Grew Revenue by 100% and Margin by 45%
- Q3-4 FY22 Global Regional Sales Director- Leader Award
- Vice President Award 2019- 2020
Regional Sales Director- APJ- Edge and IoT
Dell Technologies
01.2016 - 01.2019
- Built this new business from scratch , driving relationships across Enterprise, SME customers with focus on New Logo's.
- Generated 100Mn$ USD business in first year of inception
- Building GTM Strategy / Territory Strategy for the region keeping in view Short term and Long term business Goals
- Developing and Implementing Sales strategy across APJ business focusing on key Global Alliances, Customers, Partners, ISV’s – Building Market Ready solutions with Edge and IoT Partners across APJ.
- Built and Developed a High Performance team of Inside Sales / Out Side Sales (Individual Contributors) focused on procuring net new logos and expanding Dell Technology footprint across install accounts
- Strong knowledge of key Verticals and IT & OT - Energy and Utilities, Healthcare Industrial Automation & Factory Automation, Information Services, & Telecommunications, Public Sector, Defence, Smart Cities, Safety and Security, Logistics, Retail
- Deep knowledge of the Emerging Technologies - SaaS, PaaS, Cyber Security, AI, ML, Cloud Solutions, Edge, and IoT
- Driving NPS with key Executive Relationships across APJ region
- Business Collaboration with Functional Teams- Driving Revenue, Growth and Programs in a Matrix organization involving Regional, Country, Global Segment and Functional Teams (Alliances/ Channels / Pre Sales/ Marketing / Product Engineering / Legal)
- Target Account Selling, Planning and Deep dive into Existing and Acquisition business
- Have strong understanding of the Regional and Global revenue management systems and Sales Operations which align with both Regional and Global strategies – (AOP Setting, Forecasting, Pipeline, Coverage)
- Grew Revenue by 100% and Margin by 110%
- Vice President Award 2019- 2020
Regional Sales Manager - ASEAN
Dell Technologies
11.2014 - 01.2016
- Focus on building new business by acquiring new Logo's in the ASEAN region- ABB/Siemens / CP Group / True / AIS / Auk Industries / Honeywell / Schneider Electric / Ericsson / Maxis / Yokogawa / CTC /
- Building Channel and Alliances Strategy and Programs for the region
- Cross Functional and Country Leadership Mindshare for the business
- Strong Reporting and Forecasting skills
- Driving Account Planning and Territory Plans for ASEAN Countries
- Built strong relationships with Regional and Global ISV's in the region - ARC Stone / CloudSwyft / Digi Central / Awiros / UiPath / Quest Software / Auk Industries / Bosch / ST Engineering
- Close working relationship with ASEAN Economic Community
- Driving Revenue, Growth and Programs in a Matrix organization involving Regional, Country, Global Segment and Functional Teams
- Grew Revenue from 30Mn$ USD to 125Mn $ USD in FY15
- Presidents Club FY14
National Sales Leader
Dell Technologies
07.2010 - 10.2014
- Started new business around OEM Solutions in India by growing the revenue by 110% and Margin by 85%
- Managed 100Mn $ USD P/L
- New Logo Acquisition - Honeywell / ABB / GE / Siemens / Rockwell / Schneider Electric / Orange Telecommunications / Emerson / Flipkart
- Have strong understanding of the Regional and Global revenue management systems and Sales Operations which align with both Regional and Global strategies
- Communicated progress of monthly and quarterly initiatives to internal and external sales teams.
- Increased profits through providing excellent customer service, following established guidelines and auditing sales reports.
- Created lists of potential customers based on regional markets and assigned sales tasks to team
- Built new team in India of 3 Outside Sales and 1 Inside sales
- Account Planning and Territory plans for the entire India Geography
- Strong Reporting and Forecasting skills
- Coached and Mentored high-achieving sales team
- Global Sales Champion 2013
Sales Lead- Public Sector and Enterprise
Sun Microsystems India P Ltd
11.2007 - 06.2010
- Driving retention and Growth Leading the Public-sector and Enterprise business in India.
- Developing Market/ Sales Strategies and Customer Acquisition plans
- Grew the USD 25 Mn to USD 75Mn in 24 Months
- New Logo's acquired - Ericsson / Maruti Udyog / Reliance / Ministry of Home / Ministry of Telecommunications- 60Mn $ USD / Employee Provident Fund - 40Mn $ USD Infrastructure Deal / State Governments - Delhi / UP / Maharashtra / Karnataka /
- Partnering with consultants - Delloitte / PwC / E&Y / NIC / NICSI
- Close working relationship with Major System Integrators across India
- Cross regional collaboration
- Presidents club in FY 2008
Head Enterprise Sales
Novell Software India P Limited
06.2005 - 11.2007
- Building Sales Strategy for the Enterprise Accounts across India
- Identified and onboarded strategic Partners and Alliances across India - Dell / HP / Oracle / Intel / Ingram Micro
- Built high performance team and focused Talent Acquisition and Retention
- Grew Revenue by 55% and Margins by 60% focusing on services sales and new Logo acquisition
- Strong Reporting , Forecasting , Territory Planning , Account Planning
Strategic Account Manager
Wipro Infotech
01.2002 - 05.2005
- Building Territory and Account Plans for Strategic Public Sector accounts- NICSI/NIC /Ministry of Defence / Ministry of Home
- Engaged functional areas across prospect or client organizations to uncover future business opportunities
- Built credibility and trust to influence client's buying decisions
- Generated pipeline to close revenue and attain quota
- Managing excellent working relationship with Cross Functional Teams - Finance , Legal , Services
- Grew Revenue by 25% and Margins by 45% focusing on Services sales
Business Development Manager
NIS Sparta - NIIT Group
01.1996 - 12.2001
- Coordinated innovative strategies to accomplish Sales objectives and boost long-term profitability for the business
- Reached out to potential customers via telephone, email and in-person inquiries
- Added New Logo's - Maruti Udyog / Tata Telecom / Cadbury's / Times Of India / Johson & Jonson /
- Developed and implemented favorable pricing structures balancing firm objectives against customer targets
- Researched industry and marketplace trends to develop Training solutions and enhance sales productivity
- Trained and provided consulting services to more than 5000 professionals across India – Telecom, Manufacturing, Healthcare and Government organizations
- Trained individuals and organizations around Sales Skills, Behavioral Skills and Leadership skills
Education
Bachelor of Arts - Humanities
University of Delhi
India, New Delhi 04.1988 - 04.1991
No Degree - PG Diploma - Professional Selling
NIS Sparta - NIIT Group
India, New Delhi 04.2001 -
No Degree - Business Dynamics
Management Development Institute
India, Gurugram, Haryana 04.2001 -
Skills
Acquisition
Business Development
Building Strategies and Territory Plans
Regional Partnerships and Global Alliances
High Performance Teams
Saas, PaaS, Edge , IoT, Cloud, AI,ML
Reporting and Forecasting
GTM Program and Strategy
Diversity & Inclusion
Competitive Analysis
Geo Exposure
Solutions Sales
CXO Relationships
Affiliations
ASEAN Economic Committee, Big Data, Data Science , AI, IoT, Cyber Security and Block Chain
Timeline
Regional Sales Director - APJ
Dell Technologies
01.2019 - Current
Regional Sales Director- APJ- Edge and IoT
Dell Technologies
01.2016 - 01.2019
Regional Sales Manager - ASEAN
Dell Technologies
11.2014 - 01.2016
National Sales Leader
Dell Technologies
07.2010 - 10.2014
Sales Lead- Public Sector and Enterprise
Sun Microsystems India P Ltd
11.2007 - 06.2010
Head Enterprise Sales
Novell Software India P Limited
06.2005 - 11.2007
Strategic Account Manager
Wipro Infotech
01.2002 - 05.2005
No Degree - PG Diploma - Professional Selling
NIS Sparta - NIIT Group
04.2001 -
No Degree - Business Dynamics
Management Development Institute
04.2001 -
Business Development Manager
NIS Sparta - NIIT Group
01.1996 - 12.2001
Bachelor of Arts - Humanities
University of Delhi
04.1988 - 04.1991