Shefali Sharma
Business Development
Summary
Over 18 years' experience in IT Industry with a demonstrable track record of new business development, account management and delivery of complex IT Projects. In-depth experience with expanding footprint in named accounts by farming with creative and aggressive sales strategies and acquiring new logos.
Overview
20
20
years of professional experience
9
9
years of post-secondary education
Work History
Senior Business Development Manager - ASEAN
Bahwan CyberTek Pte Ltd
06.2022 - Current
- Build and manage C-level and senior stakeholder relationship for existing as well as new clients
- Develop strategic account plans in collaboration with Centre of Excellence, Delivery Teams, and APAC Business Head
- Perform ongoing account planning and management, forecasting of revenue and sales pipeline
- Identify opportunities for growth and promote differentiating value propositions
- Drive end-to-end response to RFPs including proposal development, presentation, and commercial negotiations and contractual formalities
- Look after delivery and service performance with clear focus on customer satisfaction and delivered outcomes
- Perform commercial and contractual management of accounts
- Achieve and exceed targets for revenue, bookings, margins, and receivables
- Drive route to market partner strategy for BCT in ASEAN
- Develop and drive commercial relationship, joint GTM strategies with strategic partners including OEMs, ISVs, CSPs, and VADs including IBM, TIBCO, Oracle, AWS, SingleStore, Ingram Micro, TechData etc
- Develop joint marketing strategies with partners to build pipeline or improve market awareness
- Enable joint sales activities at field level
- Work closely with sales & cross functional leadership teams
- Work with internal presales, delivery, CoE/Practice teams to close deals and execute them
- Manage partner relationships across all these activities
- Build, mentor, and manage Sales and Inside Sales teams.
Senior Account Manager
Collabera Technologies Pte Ltd
05.2018 - Current
- Complete ownership of revenue targets and business growth from existing accounts (Individual as well as team targets)
- Leading Account Management team in Singapore and Inside Sales Team in India
- Mapping key stakeholders across all levels including project and program level, vendor management, talent acquisition and procurement, business and delivery managers and senior leadership teams
- Up-sell and cross-sell Collabera Engineering Services, Talent On Demand, Managed Capacity & Managed Services
- Drive entire sales cycle starting from execution of agreement, registration and contracts to PO, SOW, Service Delivery, Billing and AR
- Work closely with client and internal teams ensuring successful delivery
- Presenting business reports and sales forecasts
- Designated member of IB Margin Management Committee
- Work closely with governance teams to introduce and implement process improvements.
- Mentored junior account managers, fostering their professional growth and skills development within the company
- Maintained detailed records of all account activities, ensuring accurate reporting for upper management review purposes later on
- Conducted regular reviews of each managed portfolio''s performance against objectives/targets – taking corrective action as necessary if any shortfalls were identified
- Implemented innovative strategies for retaining top-performing clients, reducing churn rate substantially
- Boosted client satisfaction by effectively managing and resolving account issues
- Regularly updated sales forecasts based upon current pipeline status/anticipated deal closures, allowing for accurate resource allocation/planning within the organization
- Analyzed data on client behavior patterns to inform future account management strategies, resulting in higher retention rates
- Streamlined account management processes, improving overall efficiency and productivity
- Increased revenue for the company through strategic upselling and cross-selling initiatives
Manager
Capgemini Technology Services India Limited
10.2013 - 04.2017
- Develop and close new business within assigned strategic accounts through targeted outreach, growing strategic client relationships, and building consensus across organizational stakeholders
- Actively engage in activities to drive qualified pipeline creation and coverage ratio
- Work as team player and keep open lines of communication with service delivery team to ensure customer satisfaction through implementation
- Accurately create and maintain sales pipeline forecasting, prospecting reports, and customer data in CRM system
- Collaborate with regional and global counterparts to cross-sell and upsell
- Partner marketing, pre-sales, system engineering teams to understand client needs and pitching solutions that fit well
- Engage with customer to understand their business challenges relating to improving customer experience which in turn result in opportunities in Automation, Application modernization, Cloud Migration, Process re-imagination and Design
- Analyze such demands from customer, identify and put up most recommended solution in place that can fulfill business needs, discuss them with customer to finalize and add them to demand management
- Single Point of Contact for business, procurement and vendor management
- Establish productive, professional relationships with key personnel across all levels
- Keep customer well informed of all key updates and innovations
- Responsible for achieving sales quota and assigned strategic account objectives
- Lead complete sales cycle from requirement generation, submission of proposal, purchase order, service delivery, invoicing and collections.
Senior Manager
3i Infotech Limited
02.2013 - 10.2013
- Territory handled - South India, primarily Bangalore
- Farming existing Strategic Accounts - Informatica and MHEL
- Hunting for new Customers - mainly Captives
- Revenue target - INR 10 Cr per annum
- Services handled - Infrastructure Management Services, Application Development and Maintenance Services, Independent Testing Services and BPO Services.
Senior Manager
Mindtree Limited
05.2011 - 01.2013
- Responsible for sales of Mindtree's IT Solutions and Services Offerings including Application Development & Maintenance, Enterprise Application Services, Digital Business, Mobility, Business Technology Consulting, Independent Testing, Infrastructure Management Services etc
- In identified named accounts in Travel, Transportation Logistics, Media, Entertainment & Services and Manufacturing, Retail & CPG Industry Groups
- Build and execute account strategy for revenue growth
- Build and nurture relationships within the account in functional areas / geographies that are not currently serviced by Mindtree
- Carry an overall revenue target for named account(s)
- Partner with C-Level executives within the account to drive outcomes based business at MindTree
- Key Accounts handled include Target, Essilor, Schneider, MBRDI, TVS etc.
Manager, Sales
Birlasoft (India) Limited
01.2008 - 05.2011
- Responsible for sales of Birlasoft's IT Service Offerings including Application Development & Maintenance, ERP, Testing Services, RIMS and others across multiple industry verticals majorly focusing on BFSI vertical
- Managing and developing Strategic Accounts in Bangalore
- New business acquisition in Enterprise and BFSI space, in Bangalore region, handling the complete sales lifecycle
- Mining existing accounts for additional business through development of engagement by cross-selling and up-selling the full service portfolio
- Managing day-to-day relationships with clients and developing a deep understanding of their requirements and long-term business strategies
- Work closely with delivery functions in ensuring successful execution of projects, allowing complete tracking of the engagement against business parameters set.
Senior Engineer - Key Accounts
Avaya Global Connect Limited
07.2007 - 01.2008
- Responsible for Sales of AVAYA's complete range of products, services and solutions which include Converged Voice, Data and Video Networks to Contact Center Solutions to Unified Messaging Solutions, and Customer Services
- Part of the Account Management Team
- Managing and developing Key Strategic Accounts in Bangalore region
- Major customers handled - AMD, SAP Labs, Fair Isaac, Aztecsoft, Motorola, Juniper, Philips etc.
Account Manager
Wipro Infotech
05.2005 - 07.2007
- Job Profile (A): Wipro Personal Computing Division, Bangalore
- Sales of Wipro's complete range products and solutions starting from Desktops, Servers, Laptops and Software Products like Microsoft Volume Licenses to PSU Banks in Bangalore
- Managing and Developing Large Enterprise Accounts in Bangalore
- Converting the sales target of 30 Crores into revenue numbers
- Forecasting, Reporting and Collections
- Major customers handled - Canara Bank, Syndicate Bank, Corporation Bank, Vijaya Bank and ING Vysya Bank
- Job Profile (B): Wipro Professional Services Division, New Delhi
- Services Handled - Multi-Vendor Support Services, Upgrade Services and Microsoft Services
- Expanding scope of business from existing Key Corporate Accounts in Delhi and NCR
- Renewal of existing contracts, being vigilant on the competition and retaining the key clients
- Handle escalations calls from field and route them for speedy resolution
- Coordinate with multiple vendors in case of multi-vendor agreements to ensure faster resolution of problem and providing uptime as per the signed SLA
- Make recommendations to customers on their existing IT Infrastructure on Services Support Model best suitable to their requirements
- Major accounts handled - Hutch, GECIS (now GENPACT), USHA International, Nestle, Electrolux, GE Motors, Canon, Xerox, Ericsson, Carrier Aircon, Panalpina World Transport etc.
Account Executive
HCL Infosystems Limited
05.2004 - 05.2005
- Sales of HCL products and services in Jaipur
- Products handled - Intel Desktops, Notebooks and Servers, Thin Clients, Microsoft Products, Networking Components and complete range of HCL's products and services
- Specialization in Government Sector (Techno Commercial preparation of bids to closing) with Rajasthan State Electricity Board, Cooperative Banks, RHSDP, Panchayati Raj, RFC, Ericsson, etc
- As key clients handled.
Education
MBA - Marketing Management
Malaviya National Institute of Technology
Jaipur, Rajasthan 01.2002 - 04.2004
Bachelor of Engineering (Electronics Engineering) -
Manoharbhai Patel Institute of Engineering & Technology, Gondia, Nagpur University
Nagpur 01.1998 - 04.2002
AISSCE -
Modi Institute of Education & Research
Lakshmangarh, Rajasthan 01.1996 - 04.1997
AISSE -
Modi Institute of Education & Research
Lakshmangarh, Rajasthan 01.1994 - 04.1995
Skills
Strategic Account Management
Strategic Account Management
Partnerships and Alliances
Global Delivery Model
Sales pipeline reporting, forecasting and governance
Build and manage sales team to drive growth
Build relationships and influence at C-level
Excellent writing and presentation skills
Skills And Experience
- Experience in building and managing partnerships and alliances.
- Enterprise software sales experience.
- Excellent writing and presentation skills.
- Strong project management skills with a focus on building new relationships. Ability to think strategically, develop tactics and execute.
- Ability to influence and identify champions, both internally and externally
- Significant experience working in global delivery model in a revenue target driven role.
- Successful in building and managing sales team to drive growth. Demonstrable track record in building relationships and influence at C-level.
- Experience with sales pipeline reporting, forecasting and governance in CRM system. Demonstrable track record of meeting and exceeding revenue and profitability targets.
- Graduate in Electronics Engineering with postgraduate accreditation of Master of Management Studies in Marketing Management.
Accomplishments
- Brought in [Number] new customers in [Year], with a total value of $[Amount].
- Increased yearly revenue by [Number]% in [Year].
- Accomplished [result] through [action].
Timeline
Senior Business Development Manager - ASEAN
Bahwan CyberTek Pte Ltd
06.2022 - Current
Senior Account Manager
Collabera Technologies Pte Ltd
05.2018 - Current
Manager
Capgemini Technology Services India Limited
10.2013 - 04.2017
Senior Manager
3i Infotech Limited
02.2013 - 10.2013
Senior Manager
Mindtree Limited
05.2011 - 01.2013
Manager, Sales
Birlasoft (India) Limited
01.2008 - 05.2011
Senior Engineer - Key Accounts
Avaya Global Connect Limited
07.2007 - 01.2008
Account Manager
Wipro Infotech
05.2005 - 07.2007
Account Executive
HCL Infosystems Limited
05.2004 - 05.2005
MBA - Marketing Management
Malaviya National Institute of Technology
01.2002 - 04.2004
Bachelor of Engineering (Electronics Engineering) -
Manoharbhai Patel Institute of Engineering & Technology, Gondia, Nagpur University
01.1998 - 04.2002
AISSCE -
Modi Institute of Education & Research
01.1996 - 04.1997
AISSE -
Modi Institute of Education & Research
01.1994 - 04.1995