VINEY KAPOOR

• For Techintegrals, my key responsibilities include to manage the overall P&L business for the company, managing and growing the sales and presales team.
• Create and implement effective sales strategies to achieve company targets and revenue goals.
• Recruit, train, and manage a team of sales representatives.
• Set clear sales targets, provide guidance and support, and monitor their performance.
• Conduct regular performance evaluations and provide feedback to help team improve and meet their objectives.
• Monitor sales metrics and analyze data to forecast future sales trends.
• Prepare regular sales reports for management team, highlighting key insights and recommendations for improvement.
• Build and maintain strong relationships with key customers.
• Understand their needs, address their concerns, and provide solutions that align with their business goals
• Foster long-term customer relationships to drive customer retention and repeat business.
• Continuously review and refine sales process to increase efficiency and effectiveness
• Work closely with other departments such as marketing, product development, and customer support to ensure alignment

Key Result Areas:

● Forming and leading 50+ Channel Partners including large, mid-size and small System Integrators and Resellers driving Data availability, Data Management & Data Protection Solutions.

● Driving innovation and optimization across channels to continuously improve/expand company offerings and customer experiences for services like SOC, Remote Monitoring and committed Resolution SLAs.

● Enhancing the partner business readiness process through the formation and leadership of a virtual team that developed business requirements, designed, and delivered partner training.

● Defining product/channel marketing strategy, including development of channel marketing activities in accordance with overall business goals and objectives.

● Directing channel partners at all levels, including Sales Managers, Account Managers, Sales Representatives and Managing Directors; heading the end-users training on their Digital Transformation journey.

● Promoting DevOps Services – Platform and Database migrations, Cloud Consumption Monitoring, Infra Provisioning, DR Orchestration, Network Management, Patch Management & Asset Management.

● Leading the expansion of the distribution network and accomplishing steady increase in sales.

● Identifying and evaluating new growth sectors, including international business expansion; interacted with venture capitalists & strategic investors for funding.

● Defining and setting up channel programs and infrastructure; establishing dealer growth models to frame dealer and network performance targets; ensuring performance driven culture in the team by monitoring, performance reviews and motivating team members.

● Have managed and administered sales through channel partners to various verticals like Banking & Finance (BFSI), Government, Healthcare, Hospitality, Energy, Military and Defense, Aviation and many more .

Highlights:

● Collaborated with sales, marketing, and other key stakeholders to understand customer insights and executed

●Customer centric market/sell plans and programs, which increased sales and margin growth by 12%

● Managing pipeline worth more than 10M USD over CRM Salesforce.

● Developed channel marketing strategies and managed programs to highlight the strengths of each account; Increased profit levels of mature dealers to over 2M USD for the company.

● Led the complete sales cycles of deals for Dell/EMC, Commvault, Quantum, Supermicro, Open Gear, Reveal Security, Automation Edge & Net Brain.

● Managed & supported the channel partner for products like DELL EMC (Servers and Storage, CI/HCI, Networking, Data Protection, VDI Solutions with VM ware Horizon) & Commvault (Complete Backup & Recovery Solution) as Certified Sales Professional and Quantum Solutions (Backup on Tapes and De-Duplication Appliances & StorNext File System with Auto-Tiering)

Key Result Areas:

● Developed new and existing channel partners/ distributors for achieving higher levels of sales & revenues and planned marketing and advertising strategies to build a stronger brand.

● Executed plans to reach out unexplored market segments & customer groups for business expansion across UAE and Qatar.

● Drove the overall long and short-term strategies and initiatives, working closely towards developing agreed business development plans

● Tracked competition & market movement; evolved marketing & sales strategies in-line with current market scenarios

● Safeguarded business and ensuring sustained growth, focusing on achieving/surpassing sales targets; expanded business reach and creating new sales

● Formulated corporate goals, short & long-term budgets, developing business plans for accomplishment of target & goal of organization; administered the entire gamut of business planning and driving strategic initiatives.

● Established processes & SOPs and deploying various methodologies & recommending modern practices to save execution time and realize operational efficiencies

● Liaised with top management for evolving strategic vision, driving change, infusing new ideas and taking product business performance and productivity to the next level.

● Manages sales and achieved targets by direct engagement with EU verticals like Government & Ministries, Education, BFSI, Hospitality, Healthcare, Energy and Defense and Military.

Highlights:

● Created brand awareness and promoted Alpha Cloud Solution (IaaS, PaaS, SaaS, Backup as a Services, DRaaS ) via partner network.

● Managed CISCO and Huawei Renewals for the Alphadata Customers from Abudhabi region.

● Accomplished Voice Recording Projects and their AMCs to customers including Presidential Flight – Abu Dhabi, ADIA, NBAD, Marina Mall, Finance House, HRA and others.

● Formulated plans: translated product & business strategies into executable plans and drove implementation in UAE & Qatar regions with a team of 07 members.

● Engaged in introducing new product lines & partnerships to the vast existing portfolio like AVECTO ( Now Beyond Trust ), UCOPIA, and SMART FM (Nanosoft Technologies), SMART SERVICE DESK - ITSM catering to BFSI, FM, Energy and Hospitality segments

● Acted as:

o Product Manager with focus on ASC Call Recording Solutions & WFM, AVECTO – Privilege Access Management, UCOPIA – Hotel Guest Wi-Fi solution, Alcatel- Lucent (Voice & Data Solutions), CYLANCE (Endpoint Security – ML & AI)

o Alcatel Certified Sales Representative (OXO, OXE, LAN SMB, WI-FI, Healthcare, Hospitality)

o ICT Exposure: Networking and IT Infrastructure (CISCO, DELL-EMC, HPE), Unified Communications & IP telephony (CISCO & Alcatel-Lucent), Mobility and Wi-Fi Solutions, IT Security, Structured Cabling, AV & Boardroom Solutions, Data Centre Solutions, Voice Recording Solutions, CCTV Solutions, Virtualization (VMWare, Hyper-V), Microsoft Solutions & Licenses.

Highlights:
● Developed around 75 channel partners in 3 years and achieved YoY business growth of 12% by achieving sales target of Euro 3M for 2010-2012.
● Directed Voice Recording Projects including Presidential Flight – Abu Dhabi, Royal Saudi Air Force, MOI KSA; generated revenue of Euro 2M in 2.5 years.
● Collaborated with channel partners, participated in conferences, and showcased products to increase brand visibility for brands by 50%
● Acquired 40 out of 90 targeted projects in 3 years by providing price & sales support to the channels.
● Initiated events including CCID (Call Centre Innovation Day) which resulted in closure of projects worth Euro 50k.
● Accomplished closure of project with Royal Saudi Air Force valued at Euro 700k and Voice Recording Projects worth Euro 100k in 3 years.

Highlights:
● Acquired 6 corporate accounts including Bahrain City Center and Bahrain Defense Force to achieve YoY sales growth of 10%
● Developed new business from accounts including GPIC, ALBA and BAPCO LSDP to increase sales from BHD 400k to BHD 1M over 5 years.
● Mentored & motivated Sales and Service Team; developed KPIs and imparted training on Radios & Voice Recording Solutions to enhance their skills.
● Provided radio communication system solution worth BHD 30k for Bahrain International Circuit F1 Grand Prix.
● Identified & developed account for sales of Private 10 channel MPT 1327 System and orders for Motorola Mototrbo Digital Radios
● Managed the following sales activities:
o Over 1500 radios in Construction industry to clients like Al Hamad Construction, Nass Murray Roberts, and generated sale of BHD 400k with 6% YoY growth.
o 500 radios to the Hotel industry including The Ritz Carlton and Sheraton Hotel amounting to BHD 250k with YoY growth of 5%.
o 2000 radios in Manufacturing and Process industry to clients including Gulf Industrial Investment Corporation for BHD 400k BHD YoY growth of 8%.
o Over 500 radios to Airline and Civil Aviation Affairs industry including Gulf Air and KLM with sales of BHD 100k with yearly growth of 6%
● Generated the following:
o BHD 250k and 5% YoY growth through sales of Motorola point-to-point data connectivity for Nuetel Communication (10 Links) to Ernst & Young
o Sale of USD 250k from order of Jotron Airband Radios for US Navy in Bahrain in 2007
● Administered post sales activities, managed delivery, installation, and training of the Bahrain Defense Force staff to order HF radios valued at USD 2.3M.
● Bagged orders for HYT Private Radio Trunking 4 Channel System for BWTC in2008 and HYT Private Radio Trunking 6 Channel System for Ministry of Health in 2009.