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siva ram Sales/BD Manager, Oracle India
 
siva ram's Profile
siva ram
Sales/BD Manager, Oracle India
Oracle India
confidential
confidential
Bangalore, India
Toostep 
Professional summary
siva ram's Experience
Current :

Sales/BD Manager, Oracle India
IT Services

Working from 2003

Previous :

Territory Development Consultant, Oracles Technology
India

Worked from 2006 to 2012

Brief summary :

Oracle India, Territory Development Consultant Sep06 to Present Responsible for business development of Southern India, partner engagement for business closures on Oracles Technology and Fusion Middleware business. Engage with the partners for customer interaction, Product presentations, Proposal submission, Negotiation and Business Closures. Identifying the new partners and ISV vendors in the assigned territory based on the product verticals. Working closely with the Partner development manager for the business generation from this segment. Driving of all Tier 1 and Tier II partners for achieving their sales quotas and numbers. Working with them on the special sales compensation plan for the partners and reps. Market Segmentation of the clients and developing business through the partners with proposed solutions. Strategic planning and execution of the competitive migration, up-sell programmes, Energize Programme with the support of MDCs and Oracle Sales Consulting Team. - Preparing system study and analysis for the client requirement and presenting to the C level executives. - Working with the ITech Team of Oracle for the partner engagement model for execution of sales programmes with the partners, new product training, Technical competencies and Seminars. - Working with the Oracle Siebel CRM tool for the customer Order tracking, DAFs, Customer History, pipeline generation, Opportunity progress identification. Fusion Middleware execution on Oracles Application products like Ebusiness Suite, Peoplesoft Enterprise, JDEdwards and Siebel applications and also with the partner led solutions. Some of the corporate clients that I handled in my professional career are CTS, Inautix, Wipro, Ajuba Solutions, Satyam Nipuna services, Servion Global, Infosys, Tata Group, TVS group, Areva, Kanbay Accurum, Verizon, EDS, and KLA Tencor. Achievements: Got Best Performer award for Q4 FY-07 and Q1 -FY 08. Got selected as a Fusion Middleware Champion to represent India. - 130% achievement of sales target quarter on quarter and added 86% of new customers in the clientele base - Best Presentation on the Oracles Stellent Content Management Solutions and selling Fusion Middleware components for the SAP customer base. - Successful self initiated programmes for competitive migration, identified new ISV vendors in the region.

Previous :

Territory Sales Manager, Oracle India ,
Bangalore

Worked from 2009 to 2011

Brief summary :

Oracle India, Bangalore (3 Years and 11 Months) Territory Sales Manager September 2009 - Present Oracle India, Bangalore Responsible for developing Oracles technology and fusion middleware business in Indian market. Experience in handling both south and north markets in India. Developing business through partners, System integrators and distributors. Interacting with key decision makers and IT personnels for selling Oracle range of solutions. Carrying quota for the territory allocated and developing new business strategies for creating more business from net new customers. Upselling and cross selling with the existing customer bases. Interacting with various industries and presenting solutions aligned with the industries like MRD, BFSI, Education, Government and IT and ITES. Responsible from initial opportunity identification to customer mapping, partner management, negotiation with partner and customer and final business closure. Interacting with other cross functional teams for presenting Oracles business value to the customer. Customer Management Interacting directly with the various stack holders in the organization for opportunity identification and moving to the progression stage. Technical briefing, Solution presentation, license briefing, hardware architecture design. Commercial submission through partners, direct and indirect negotiation, business closures. Partner Management New partner enablement in the given region and developing business through them Handling partners like Wipro, TCS, HCL, Infosys, Dell Aligning opportunities to the partners for initial briefing and commercial submission proceeded with the closure. License briefing and margin management Negotiation and target presentation for every month and quarter. Following partner matrix to develop business through system integrators, distributors, preferred partners and remarketers. Distribution Management Managing thee distributors for developing entire business Margin management and commercial discussions. Managing partners through distributors. Achievement: Sahles - Carrying $1Million for Oracles technology, fusion middleware and Business intelligence business and currently ay 60% achievement. Business Development - Carried $1.5 Million target per Quarter and constant achievement of more than 125% every quarter consequently for three years. Page 2 Bahwan Cybertek Ltd, Chennai. Managed team of 4 for developing business in southern market of India. Meeting key decision makers directly for business closures. Responsible for developing both hardware and software application business of BCT like storage, networking, security, erp, backup solutions and consultancy services. Responsible for customer acquisition with all principle companies like HP, Quantum, Apple, Cisco, Patch Easy, EMC and Oracle. Developing business in MRD, EPublishing and Media, IT and ITES and Education segment. Developing new partners for infrastructure consulting and implementation services. Developing business with the support from principle and distribution companies. Pipelines, revenue management, business closure by weekly are the regular agenda with all the principle supporting companies. Achievements: 120% of sales target achievement month on month. Developed new principle companies to create end to end infrastructure solutions like Radware, Web sense, Patch easy and BS 7799 Implemented the large order deliveries for an IT Service company on infrastructure consulting which involves storage solutions, networking, apple servers and firewall implementation and software services. Wipro e Peripherals Ltd, Chennai. Joined as an individual contributor and grown up as team lead for developing business from existing and new customers in the market. Managed team of six people for developing Wipros hardware and software solution in southern market of India. Developed new principle companies to create end to end infrastructure solutions like Radware, Web sense, Patch easy and BS 7799 Meeting customers directly and taking the business for closure. Generating territory based revenue targets through all executives and meeting the customer in second level for taking to the closures Developing partner led programmes, strategies, incentive plans for the partners which lead to create additional revenue for the divisions. Responding to RFPs with consortium with various partners based on industry to win the bid. Achievements: Got promoted as Team leader in a years time based on top performance in the country and given a team to manage and develop business in the territory. - Got Ashoka Award for the year 2004 for the best sales performance in the region. - Received many accolades from the. Chairman and CTO for the Best performance award of the year Page 3

Previous :

Account Manager, BahwanCybertek Ltd
India

Worked from 2005 to 2006

Brief summary :

BahwanCybertek Ltd India, Account Manager (Sales), Oct05-Aug06 Managing team of 4 for the business development in the existing and new customers across southern India. The role involves the meeting clients in the field. Responsible for developing business in application sales primarily for Human resources, finance and manufacturing. Custom made application - conducting entire analysis of the customer requirement for custom developed modules and applications. Strategy formalation for the business development of our cucent proudct focussing on financial domain. - Business development in the areas of Storage, Security Consultancy, networking solutions, backup, Infrastructure consulting. - Customer acquisition in all the spaces by partnering with the leading principle companies like Cisco, IBM, Apple, Quantum, EMC, Oracle. Security consultancy for the customers assessing BS 7799/ISO 27001 for pre-assessment Audit. Provide infrastructure framework and architecture for the clients with the help of the technical consulting team. Develop vertical focussed business especially for the MRD, Epublishing, IT/ITES, BFSI and Education sectors. Achievements: 120% of sales target achievement month on month. - Developed new principle companies into the consulting divisions like Structured infrastructure solutions from principles Radware, Web sense, patch easy and individually involved in BS 7799 projects with an external consultant from BSI India. - Implemented the large order deliveries for a IT Service company on infrastructure consulting which involves storage solutions, networking, apple servers and firewall implementation.

Previous :

Team Leader, -

Worked from 2004 to 2005

Brief summary :

Wipro E periherals Ltd - Team Leader (Sales) November04 -September05 - Team Leader

Previous :

Customer Executive, - - Managing

Worked from 2003 to 2004

Brief summary :

July03 - October04 - Customer Executive - Managing team of five and working towards the vertical based accounts like MRD, BFSI, Media and Entertainment. - Developing business from new and existing client base including upselling of Wipro and SELECT technologies product bases. - Generating territory based business development for hardware and soft and software range of solutions. The major product line includes printer and print and save services, Storage and Security Solutions. - Developing incremental pipeline for territory based target by working with the team members and helping them for the closure calls. - Understanding clients requirements, product presentation, Pricing and competitive comparison to the C Level executives and decision makers. - Following up of entire sales and marketing process for business closures. - Involving in preparation of RFPs for the clients and meeting the clients on the second level call for the business closures. - Developing new sales strategies and partner led programmes to increase the revenue. - Working out the sales compensation plans for the team to encourage them to achieve their monthly/quarterly numbers. Achievements: Got promoted as Team leader in a years time based on top performance in the country and given a team to manage and develop business in the territory. - Got Ashoka Award for the year 2004 for the best sales performance in the region. - Received many accolades from the chairman and CTO for the Best Managed Team , Best performance award for the year. - Individually created a Sales Tracking Sheet to track the sales activities from the lead generation stage to the closure call. We called it as a P1 To P8 process which has been implemented across India after the pilot Implementation. Sales Trainings: International sales training programme from Mercuri Goldman held at Chennai in 2003 and with Dale Carnegie held at Goa in 2004 - Quantum and Apple Sales Certification for the sales pitch programmes on storage and apple solutions. Oracles technology and fusion middleware training conducted by the Oracles technical training team. Product training from Radware, Patch Easy, Watch Guard.

 
 
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siva's communities
IT Sales and Business Development
4169 members, 444 jobs, 555 articles, 143 questions, 136 debates, 96 idea contests.
Wipro Technologies
3356 members, 472 jobs, 435 articles, 65 questions, 46 debates, 18 idea contests.
siva's contributions
When we take the broader outlook of these two pillars in business, a manager and a leader.I can say it as today's manager is tomw's leader. A leader should have a baseline of a managerial quality and politically that makes sense in the corporate...
Well, when it's really prestigious for us to know that indegeneous development of nano yielded with as proud. I personally dont feel that low end car should hit Indian roads. The city like bangalore, mumbai, calcatta are already flooded with the...
Well, when you said about lead generation. It's not clear in your question.. is it over phone or direct customer interaction? But in any case lead generation i would like to take it in a different view and something practical. I would call this as...
It actually depends on the product and domain. But still, B2B i can say it as tough market and there are many reasons attached to it. The customers are floated with " N " number of vendors in the market and nto tend to loose any customers of it kind....
I would say the common mistake io sales would be customer mapping. Many tend to forget to do the mapping analysis. These mapping analysis will give the way to understand the customer segment,e contacts, decision systems,purchase process,monetary terms....
 
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