Manu Kalia
Toronto,ON
Summary
A PMP Certified Professional (PMP Number 3274927)
A result-oriented professional with nearly 14 years of rich experience in Leading team, Sales & Marketing, Business Development, Project Management, Digital Marketing, Process Enhancement, Monitoring & Controlling across IT, Software, Hardware & Ecommerce verticals.
- Expertise in Microsoft Licensing, Inside Sales Business and Execution of Plan/Project
- Build and develop teams of Managers and Account Executives in achieving both individual and team quotas
- Ongoing mentoring and development of the team which includes recruiting, hiring, and coaching reps and managers
- Consistently monitoring the activity of the team and tracking results
- Reporting on sales activity and forecast to the VP of Sales
- Quote, negotiate, and assist sales reps in closing highly complex transactions through the development of executive-level relationships with key prospects
- Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
- Coordinate and lead weekly and monthly one-on-one and team-wide pipeline reviews, meetings and training sessions to ensure ongoing improvement
Overview
14
14
years of professional experience
1
1
Certification
Work History
Sr. Manager - Enterprise Sales
WCS (A Wesley Clover International Affiliate)
12.2022 - 03.2023
- Accountable to create and manage Inside Sales Business for solutions like Martello, Poly, Mitel & CounterPath
- Motivate, train, coach, and develop ateam of Account Managers & executives
- Ensure the company meets its stipulated growth goals
- Training & Developing sales team (Product & Soft skill)
- Manage net new product sales (Enterprise and SMB market)
- Inspire and foster a high-performing sales culture
- Recruit and develop team who will lead the business forward
- Deliver forecast Pipeline to management
- Prepare ROI reports, case studies for the clients
- Liaising with Management board to deliver Annual Business Reviews
- Collaborate with other departments in order to develop sales strategy for enhancing the company's growth
Sales Manager
Webhelp India Pvt Ltd, Cisco
06.2021 - 07.2022
- Key Result Areas:
- Managing a team of 15 professionals (5 in Bangalore, 5 in ASEAN and 5 in ANZ region)
- Forecasting and planning monthly & quarterly sales targets and executing them in a given time frame
- Liaising with the Digital Marketing team and run campaigns on different platforms to identify potential opportunities
- Collecting the data strategically from Marketing Campaigns, analyze capitalized opportunities and value sales
- Accountable for managing the project from Project Initiation, Execution, Monitoring & Controlling and Closure
- Estimation of project budget and re-evaluation throughout the project lifecycle
- Forecasting, planning, reporting, presenting monthly, quarterly, annual progress to Stakeholders and Senior management
- Daily Collaborating with Stakeholders and updating the progress of the project deliverables and ensure that any deviance to the project budget outside agreed tolerance is reported to the project board
- Identify Project risks and ensuring mitigating actions are implemented and tracked as appropriate
- Responsible for driving revenue for Cisco in IND, ASEAN and ANZ regions
- Working extensively in Power BI, SFDC tools for data representation
- Responsible for hiring, mentoring and nurturing the team for business expansion
- Delivering Business Continuity presentations in Monthly/Quarterly/Yearly business reviews
Assistant Manager
Majorel India, Arvato Bertelsmann
02.2021 - 06.2021
- Operations Sales & Marketing
- Key Result Areas:
- Responsible for acceleration and amplification of Software (Commercial and Consumer both) and Hardware (Surface/Server and business of Microsoft across PAN India Region
- Nearly 4 M USD quarterly target
- Managing a team of 20+ Inside Sales professionals
- Forecasting and planning monthly & quarterly sales targets and executing them in each time frame
- Collaborating with the local SAM team to assess, analyze & manage SAM practice in customer's environments using different
- SAM tools
- Analyzing MLS & presenting the comparison of analyzed versus raw MLS resolved count implementing the latest Microsoft licensing policies
- Mentoring and motivating a big team size for continuous expansion of business
- Managing partners and client-centric operations and ensuring client satisfaction by achieving delivery timelines and service-quality norms
- Analysing the latest market trends, tracking competitors' activities, and providing valuable inputs for fine-tuning sales &marketing strategies; initiating market development efforts
- Explaining ROI and profitability to all the partners and helping them in developing the business model
- Working in close tandem with Inside Sales team, Marketing, HR and Admin.
Business Development Manager
Doon Consulting Pvt Ltd
03.2009 - 12.2010
- Driving secondary sales in the region through Area Managers and Territory Sales Managers. Working in close co-ordination with support teams like service and marketing team who would help the sales team in achieving the desired numbers
Data Mining, Lead Generation and Closure
- After sales service
- Prepare ROI reports and case studies for the client
Education
Bachelor of Science - Computer Application
KIIT
Delhi, ON04.2005
Skills
- Strong verbal and interpersonal skills
- Sound analytical and problem-solving abilities Intensive research skills and proficiency in MS Excel, PowerPoint & Word
- Understanding of Business operations and process development
- Building and maintaining executive relationships with customers, and clients as a trusted advisor
- Team management and leadership qualities, multi-tasking, handling stringent deadlines and ensuring qualitative & Deliverables
Expertise
- 11 years of experience in Team Management
- 6 years of experience in Project Management
- 8 years of experience in Service Delivery Excellence
- 5 years of experience in SAM & Compliance
- 11 years of experience in End-to-End Sales
- 8 years of experience in Business Operations
- 14 years of experience in Inside Sales and Channel Management
- 8 years of experience in Customer & Client Relationship Management
- 11 years of experience in On boarding, Training & Coaching
Certification
PROJECT MANAGEMENT PROFESSIONAL
- [PMP], [PMI] - Aug,2022
Accomplishments
- Merit of overachieving the target of PAN India by 108% for the last four years
- Overhauling the entire business model by emphasizing on end customer visit
- Microsoft OEM and FPP business grew by 35%
- Rewarded with Kudos and Above & Beyond award for exceptional performance and achievement many a times
- Sales Manager of the QTR (continuous 3 QTRs)
- Best KPI Holder
Timeline
Sr. Manager - Enterprise Sales
WCS (A Wesley Clover International Affiliate)
12.2022 - 03.2023
Sales Manager
Webhelp India Pvt Ltd, Cisco
06.2021 - 07.2022
Assistant Manager
Majorel India, Arvato Bertelsmann
02.2021 - 06.2021
Business Development Manager
Doon Consulting Pvt Ltd
03.2009 - 12.2010
Bachelor of Science - Computer Application
KIIT
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