Sohail Farooqui
Summary
At Beta Information Technology, my focus is on fostering strategic partnerships and managing key sales accounts to drive growth and innovation. With a proven ability to navigate complex sales cycles and a knack for solutions selling, I excel in engaging vendors and customers alike, ensuring mutual success and value creation.
Previously at EZELINK, my tenure as Major Accounts Manager involved spearheading enterprise-level initiatives and channel management, which honed my expertise in SaaS, PaaS, IaaS, managed services, and business development strategies. Our team's collaborative efforts have resulted in significant business acquisitions and retention, underlining the importance of strategic alliances in the fast-paced IT domain.
Loaded with overall extensive global market business exposure in Information & Communication Technology based, Channel and Enterprise verticals.
Worked through Vendors, Distributors and System Integration Partners on various ICT domains.
Overview
12
12
years of professional experience
6
6
Certification
Work History
Sr. Manager Sales Account
BETA Information Technology
02.2024 - Current
- Building rapport with clients through regular check-ins, ensuring their ongoing satisfaction with products or services.
- Constantly engaging customers and vendors for various solution presentations, activities, events, workshops, demos, proof of value set ups, deal registrations, price protections, etc.
- Conducting C-Level meet ups with customers for advanced subject mater expert solution consultation & advisory.
- Documenting meeting minutes, implementing strategy road maps, reviewing quarterly progress based on the consulting and advisory sessions.
- Staying up to date with current market trends through vendor product knowledge, assessments, work shops, road shows, trainings, certification, accounts mapping sessions for growth and profitability.
- Working closely with the product distributors for influencing clients towards winning deals
- Proactively participating in Business Tenders (RFQ/RFP), RFI's.
- Conducting comprehensive market analysis to identify new business opportunities in untapped markets.
- Negotiating favorable contract terms, securing long-term partnerships with clients.
- Maximizing account retention rates by providing personalized support throughout the entire customer lifecycle.
- Providing exceptional customer service, addressing concerns promptly and proactively identifying potential issues.
- Exceeding sales targets consistently by leveraging strong negotiation skills, strategic annual customer account planning and positioning ability.
- Compiling and analyzing data to determine approaches to improve sales and performance levels
- Managing revenue models, complex sales cycles, sales targets, sales pipeline, sales forecast, weekly sales meetings, sales funnel reviews, QBR, projects and operations process flows, support and customer engagement strategies.
- Developing, implementing and reviewing various client hunting and farming strategies with the help of effective CRM usage.
Channel Sales Manager
EZELINK Telecom
07.2015 - 01.2024
- Expanded company''s market reach through identifying and recruiting strategic channel partners.Hosted regional events as an opportunity for networking among existing channel members while also attracting prospective partners into the fold.
- Drove and delivered sales leads to convert into new business.
- Developed and executed strategic plans for channel sales growth and expansion into new markets.
- Established clear performance metrics for channel partners, fostering accountability and driving results.
- Negotiated contracts with potential partners to secure favorable terms for both parties while maintaining a strong working relationship.
- Contributed to the creation of quarterly forecasts based on input from channel partners as well as insights gleaned from market trends.
- Provided comprehensive training programs for new channel partners, equipping them with knowledge on products and services.
- Played a pivotal role in launching new products or services through coordinated efforts involving marketing teams, technical support staff, and relevant stakeholders within each channel.
- Identified gaps in product offerings or support structures within channels, implementing solutions that addressed these issues headon.
- Enhanced channel partner relationships by consistently providing support, information, and guidance.
- Maximized coverage within defined regions to penetrate organizations to utilize products.
- Spearheaded initiatives aimed at improving product knowledge among channel partners through workshops, webinars, and other learning resources.
- Increased revenue with effective partner recruitment, training, and management.
- Articulated value proposition to assigned territory partners to maintain and increase share of partner business.
- Leveraged data-driven analytics tools to inform decision-making processes around resource allocation within various channels.
- Implemented efficient reporting systems for tracking channel partner progress toward goals and objectives.
- Managed key accounts to ensure customer satisfaction, retention, and ongoing business development opportunities.
- Led efforts in developing customized promotions and incentives that drove increased sales from targeted channel partners.
- Maintained an up-to-date understanding of industry developments, ensuring that our channel strategy remained nimble and responsive to emerging market demands.
- Coordinated sales activities with partners and resellers to identify and close new business.
- Facilitated channel engagement to support territory sales goals.
- Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
- Assessed, clarified and validated partner needs to nurture relationships and achieve success.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Prepared sales presentations, ROIs, Business cases for clients stakeholders showing success and credibility of products.
Distribution Sales Representative
Omega Software Solutions
02.2012 - 05.2015
- Participated in trade shows and industry events to promote company products, gather intelligence on competitors, and expand professional network.
- Maintained accurate records of all sales activities, including client interactions, deals closed, and follow-up tasks.
- Exceeded sales targets consistently by effectively presenting products'' features and benefits to potential clients.
- Leveraged CRM software to track all customer interactions, sales activities, and pipeline progress in real-time, allowing for more informed decision-making and strategic planning.
- Trained junior team members on best practices in sales processes, relationship building techniques, and territory management strategies.
- Analyzed client feedback to identify areas for improvement and recommend product enhancements or new offerings.
- Generated new leads through targeted prospecting, cold calling, and networking events.
- Enhanced distribution efficiency by creating and implementing strategic sales plans for assigned territories.
- Increased product sales by developing strong relationships with clients and understanding their unique needs.
- Drove team revenue totals by bringing in top sales numbers.
- Leveraged proven sales methods to increase revenue and surpass sales objectives.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
Data Entry Intern
Siemens
Channel Sales Executive
Monster.com
Sales Officer
General Electric Company
Education
Certificate in Sales And Marketing Management - Sales
SMCI
Delaware, USA (Remote)Diploma & Certificate IV - Business And Information Technology
University Of Ballarat
Sydney, Australia.01-2012
Bachelors In Business Management -
University Of Mysore
Hyderabad, India 06-2007
Skills
- Business Development
- P & L Planning Management
- Record Keeping
- Negotiation
- Relationship Building
- Sales Leadership
- Motivating & Inspiring
- Critical & Analytical Thinking
- Goal Orientation
Certification
Certified Sales & Marketing Manager (CSMM)
Certificate IV in Business & Information Technology
SIX Sigma Green Belt
HPE Aruba Sales Professional
Extreme Networks Sales Consultant
Palo Alto Network Certified Sales Professional
Cooking, Fitness, Reading, Traveling.
I love to spend most of my time during the weekend cooking breakfast and dinner for my family, reading books and explaining them to my kids. Going for health and fitness training during the weekdays to keep my self fit for the rest of the week, while traveling on annual family vacations around the globe is what keeps me motivated in life.
Timeline
Sr. Manager Sales Account
BETA Information Technology
02.2024 - Current
Channel Sales Manager
EZELINK Telecom
07.2015 - 01.2024
Distribution Sales Representative
Omega Software Solutions
02.2012 - 05.2015
Data Entry Intern
Siemens
Channel Sales Executive
Monster.com
Sales Officer
General Electric Company
Certificate in Sales And Marketing Management - Sales
SMCI
Diploma & Certificate IV - Business And Information Technology
University Of Ballarat
Bachelors In Business Management -
University Of Mysore
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