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Vice President Software Sales in San Francisco Bay CA Resume Amit Mathur

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Vice President Software Sales in San Francisco Bay CA Resume Amit Mathur Powered By Docstoc
					                                         AMIT MATHUR
                                    EMAILID: amitmat@us.ibm.com
                                                                                                408-270-2454 (HOME)
SAN JOSE, CA 95121                                                                              408-833-5039 (CELL)
                                          SALES VP/DIRECTOR
Results-driven high performance sales manager, with solid 21 years in Hi-Tech manufacturing, Finance, Life
Science and Retail industry. Leader of sales team in providing strategic account management leadership, pipeline
management and operational guidance. Develop, train, and motivate sales team to drive sales performance for
strategic accounts. Consistently since last 4 years have overachieved sales revenue target by average 120% on
revenue plan. Consistently grew my territory 35% year-to-year on revenue and increased profit by 12% year-to-year.
Responsible for selling entire IBM portfolio, SW (Websphere product suite, Lotus Collaboration suite, Tivoli suite,
Rational, DB2), Cloud Services (SaaS, PaaS, IaaS, BPaaS), SAP/Oracle ERP/CRM/BI and App Consulting,
Managed hosted Services, App/Infra Outsourcing, Business Process Outsourcing, HW- UNIX, Intel servers and
Storage. Bring unique blend of astute business acumen, cross-industry knowledge, Technical expertise, end-to-end
large complex industry solution selling. Expertise in competitive takeout and considered as Hunter to grow and
expand territory with strong closing skills.
                                         CORE COMPETENCIES
    ▪ Global & Regional multi-million dollar SW,          ▪ Double-digit revenue/profit growth at WW level
    Services and HW solution sales
    ▪ SAP/Oracle Enterprise Application solution sales ▪ BI, BPM, Collaboration, Content Management
    ▪ Enterprise Cloud Application/Infrastructure Sales ▪ Competitive Positioning and Strong closing skills
    ▪ Application and Infrastructure Outsourcing          ▪ Large-Scale Budget & Financial Planning
    ▪ Negotiation/Presentation skills to C-level Execs    ▪ Strategic Customer relationship & Retention
    ▪ Proven consultative complex solution selling skills ▪ Effective team building, Mentoring & Leadership
                                          PROFESSIONAL EXPERIENCE
IBM, SAN JOSE, CA (2001 – TILL DATE)
CLIENT SALES MANAGER, NORTH PACIFIC WEST (08 - CURRENT)
* Leader of sales team in providing strategic account management, pipeline management and operational guidance
to a team of 12 sales leaders with a focus on end-to-end solution sales to Large Enterprises. Develop, train, and
motivate sales team to drive sales performance for strategic accounts.
* Consistently over-achieved my sales revenue and signings target of $100M with average 120% on revenue plan.
Consistently grew my territory 35% year-to-year on revenue and increased profit by 12% year-to-year. Considered
as Hunter to grow territory and competitive displacements.
* Responsible for selling entire IBM portfolio, SW (Websphere product suite, Lotus Collaboration suite, Tivoli suite,
Rational, DB2 ), Cloud Services (SaaS, PaaS, IaaS, BPaaS ), SAP/Oracle ERP/CRM/BI and App Consulting,
Managed hosted Services, App/Infra Outsourcing, Business Process Outsourcing, HW (UNIX servers, Intel servers
and Storage) in strategic global accounts
* Demonstrated proficiency in all areas of executive sales leadership – vision through strategy execution.
* Manage client relationship, in wining trust and satisfaction with these accounts in building strategic relationships
with CxOs, with a particular focus in strategic value, account Development and solution selling.
* Leveraged deep understanding of the clients' organizations and industry knowledge. Led the deployment of IBM
team in winning key strategic application and infrastructure outsourcing multi-million dollar opportunities.
* Strong closing skills coupled with ability to translate complex technical concepts into client business requirements
Selected Accomplishments
    Sales Performance – Consistently overachieved $50million dollar target since last 4 years with average 120%
     of plan. Top performer hunter in delivering continuous 35% year-to-year growth in an increasingly
     competitive/price-sensitive market and in current worst economic downturn. Led team to win key Tivoli, Lotus,
     Rational, DB2 SW, Application and Infrastructure outsourcing, first Cloud Services win, SAP/Oracle consulting
     sales, System p and Intel server wins. 100% club awards and recognition for territory growth
    Competitive Sales Take out Initiatives – Led team in key strategic wins in displacing incumbent competitors
     in the territory by introducing strategies and execution in displacing 5 competitors in a single account
    Partnerships & Alliances – Initiated and fostered effective partnerships with Oracle & SAP and other
     ISVs, and key business partners in putting joint solutions resulting in multi-million revenue pipeline
WORLDWIDE SYSTEMS APPLICATION SALES LEADER, IBM (06 - 08)
Managed $1billion dollar worldwide sales quota for SAP/Oracle application workload on IBM systems (Power, x86,
Storage). Grew year-to-year sales by 33% worldwide. Created and managed global systems sales plan with IBM
geographic (Americas, EMEA and AP) sales executives. Led a virtual team and managed bi-weekly sales cadence
with regions in reviewing the plan milestone metrics. Executed rigorous opportunity identification go-to-market
initiatives and pipeline management process through customer focus, urgency in execution, and by building skilled
and motivated teams.

Selected Accomplishments
   Sales Performance – Exceeded systems application targets by 33% during last 8 quarters by developing net
    new and converting competitors accounts
   Sales & Marketing Initiatives – Generated incremental $30M Systems revenue by creating specific rebates
    for SMB accounts
   Partnerships & Alliances – Initiated and fostered effective relationships with Oracle/SAP, key business
    partners on account planning workshops resulting in new growth accounts and $10M revenue pipeline
   Performance Recognitions – Earned multiple awards for leadership and achievements including:
                   100% club award for driving significant systems revenue in 2005 -2008
                   Top “Execute Now Leadership” award for outstanding customer wins in 2003
                   IBM’s 10 month Leadership Excellence Program in 2004
                   Bravo Award for driving significant IBM blade revenue with Regional SIs in 2007

STORAGE APPLICATION SALES MANAGER, IBM SAN JOSE, CA (04 - 06)
Managed $30M storage SW sales target for west region. Consistently overachieved sales plan by 110%. Led and
managed team of 10 solution sales specialists to drive IBM Storage solutions. These solutions were disaster
recovery, information lifecycle management, and performance monitoring and replication solutions.
Selected Accomplishments:
   Sales Performance – Exceeded storage solutions revenue by 20% year-to-year with key wins at corporate
    accounts like Sony, BNPP Bank, Bank of America and by selling Replication, monitoring and ILM solutions
   Bottom-Line Enhancements – Transitioned $2M demand generation funds from non-profit storage initiatives
    to drive key strategic growth initiatives resulting in incremental $8M pipeline
   Staff Development – Mentored, encouraged team efforts and led by example resulting in team getting
    executive recognitions for key customer wins
E-BUSINESS SYSTEMS SALES MANAGER, IBM SAN JOSE, CA (01 - 04)
Systems Sales Manager responsible for e-business applications, middleware and server sales. Drove sales and
marketing initiatives to drive IBM middleware (Websphere), server’s sales on key e-business ISV applications.
Selected Accomplishments:
   Sales Performance – Generated incremental $30M year-to-year revenue growth by driving joint systems and
    application selling with ARIBA, BEA, Broadvision, Documentum, Interwoven, MatrixOne and Openwave
   Sales & Marketing Initiatives - Executed market and technology strategies for IBM server platforms and
    launch objectives with key accounts and exceeded server ISV targets by 30%


CADENCE DESIGN SYSTEMS, SAN JOSE, CA (99 - 01)
ALLIANCE MANAGER
Led corporate alliance with HP/IBM to drive Cadence applications joint sales opportunities, go-to market strategy
and applications platform roadmap
Selected Accomplishments
   Sales Growth – Drove $100M PE application UNIX platform sales plan in North America in developing net new
    accounts by executing overall channel sales and demand generation activities
   Portfolio Management – Led expansion of Cadence apps on Linux resulting in $10M incremental revenue
PEROT SYSTEMS (EUROPE) LTD, NOTTINGHAM, ENGLAND (97 - 99)
CLIENT SALES MANAGER
Led IBM/HP/Sun HW, Oracle Application and infrastructure outsourcing services win for $100M Y2K
implementation of electricity de-regulation project for East Midland Electricity (Energy) in Nottingham, England.
Selected Accomplishments
   Sales Performance – Instrumental in closing $10M HW/SW incremental sales by building business
    relationship with key client executives, decision makers and influencers
   Business Development - Created long-term enterprise growth plan by developing and maintaining high level
    of customer satisfaction and trust through relationship management



TATA ELXSI (I) LTD, NEW DELHI, INDIA (93 - 97)
Regional Sales Manager – West Region
Built, recruited and mentored a team of 8 solution sales specialists with $50M target territory. Led sales to Fortune
100 customers, federal accounts, universities for SGI H/W, Oracle Database, CAD/CAM and Film & Video software.
Selected Accomplishments
   Sales Performance – Generated incremental revenue with competitive and net new CAD account wins in
    Region. Built and managed corporate vendor relationship with SGI, Oracle & SDRC
   Region Growth & Expansion - Generated year-to-year revenue growth by 30% by creating new account sales
    coverage plans, incentives and account management with focused lead generation events

HCL HEWLETT PACKARD, INDIA (91 -93)
Sr. Solution Representative
Led HP 9000/3000 $30M revenue in North region.
 Managed and exceeded target by 30% year-to-year with key customer wins like Escorts (Manufacturing), BHEL
    (Energy), Times of India (Media) and Delhi University (Education)


DCM DATA SYSTEMS, INDIA (90 – 91)
Sr. Solution Representative
Led North Region territory with sales target of $10M in Intel PC systems.
 Grew sales in region year-to-year by 20% and managed key corporate, federal and education accounts by
    prospecting new sales opportunities and identifying customer requirements

EDUCATION
Executive MBA – Pepperdine University, CA, US (2006)
Bachelor of Engineering – Shivaji University, INDIA (1990)

Groups and Associations
BASE (BAY AREA SALES EXECUTIVES)
Enterprise On-Demand Software Sales (SaaS)
Cloud Computing Group
Pepperdine Graziadio School Alumni

				
DOCUMENT INFO
Description: Amit Mathur is a results-driven high performance sales manager, with solid 21 years in Hi-Tech manufacturing, Finance, Life Science and Retail industry. Amit is a leader of sales teams in providing strategic account management leadership, pipeline management and operational guidance.