Heena Sharma

· Territory management and identifying key accounts to target and position customized oracle solution offering through strategic partners in region.

· Drive marketing campaign and road shows with partners to cross sell and upsell in potential enterprise accounts.

· Create systems and procedures to streamline partner management, develop and assist with the execution of lead generation campaigns for the purpose of pipeline development.

· Business planning & Joint engagement around target customers and defined opportunities across focused Verticals such as Healthcare & Oil & Gas, Education, Retail, Manufacturing, logistics & Aviation sector.

· Transforming the distributor and partners from traditional business approach to a vendor extension model.

· Build relationship with partner to drive pro-active engagements in existing and new accounts.

· Leverage partner strength to grow business for Wipro in hunting accounts.

· Conduct Roadshows with Partner to support Sales team to increase funnel and business.

· Selling Wipro services to Partner organization for product development and implementation opportunities.

· Enabling sales and pre-sales team on upcoming solution offering of key alliances.

· Driving certification of skill set in region to maintain localization of talent and reduce dependencies from central team.

· Supporting Sales team with best price from partners and distributors to win integrated deals.

· Leveraging distributor ecosystem to drive marketing campaign and generate leads for sales team

· Contributed 25% of new business Y-o-Y through strategic partnership.

· There has been 100% growth in alliance led business in region

· Through strategic partnership was able to penetrate new region.

• Develop and recruit strategic partners to penetrate new region like Oman and Kuwait.
• Managed existing Accounts and increase footprint of other services like penetration testing and security assessment.
• Maintain run rate for territory with better utilization of resources across region
• Quest new logo in Govt, Conglomerates, & Banking and Financial services
• Acquire two new Logos in UAE region.

• Spent 5 years in Seclore selling Data Classification and Information Rights Management solution across various sector in India
• Have been consistent performer to strike Enterprise deals in BFSI sector thereby was given opportunity to Re-locate to Middle East to create and execute an overall Territory Plan comprised of specific Coverage initiatives across Dubai, Abu Dhabi & Qatar
• Develop and lead sales strategy for the region to increase ARR revenue
• Enable Partner program using the Partner Account Manager to increase depth in coverage
• Develop and lead existing client success programs using Customer Success Manager
• Manage Strategic Customer engagement across sectors includes Ministries, Banks and Telecommunication sector
• Define scope and budgets for Marketing activities

• Planned and executed strategic sales plan based on territory analysis to drive new & existing business throughout West region India for BFSI and Telecommunication sector
• Prospected through SI's to identify opportunities and initiate new client relationships
• Met with existing clients to assess needs, solve problems, value-add products, and increase revenue
• Achievements:
• Acquire five new Logos in first year of Middle East operations
• Increased the ARR revenue by 50% compared to FY 2016
• Best Sales Performer FY 2016
• 100% retention rate throughout 5years
• First to close million-dollar deal with leading bank

• Responsible to Interact with C level executives sell them Value proposition of Unified Communications & Workforce Management solutions
• Discuss GTM strategy, Work with their teams to help achieve their and organization goals
• Understand the Regulators i.e
• (RBI, SEBI & IRDA) policy to understand Industry trend
• Account Hunting/ Farming- New Client Acquisition & Account Management Have Regular Impact assessments of Client engagement
• Instrumental in several new logos wins across only FY 2010-11 and 2011-12 with revenue of USD 1Mn USD/year
• Achieved 120% of quota for FY 2010-2011.

• Securities
• Manage Life Insurance business for ICICI Prudential through cross selling of ICICI direct customer.

• Managed team of eight Financial Planning Managers
• Generating revenue through Motivating and encouraging team.

• Recruiting a team of financial Consultants
• Training and developing financial consultants for licensing.