Salesforce
Arup Sarkar
Fords,New Jersey
Summary
Dynamic Sales Leader with 29+ years of experience, adept at strategic thinking and driving business growth. Proven expertise in forging strategic relationships with C & VP level client executives, partners, and aligning business engagements with customers' “long-term goals". Experienced in fostering business innovation with Digital Transformation.
Core Expertise: Account Management, Direct Sales, GTM, Alliance Management, Pre-Sales, Advisory, End-to-End Sales Cycle Management, Project Management, and P&L oversight.
With over two decades of experience in building, mentoring, and guiding high-performing teams, I have a history of driving collective sales success. My sales expertise spans SaaS & PaaS subscriptions, application development, infrastructure and large-scale IT outsourcing.
I am knowledgeable about the immense potential of GenAI, the problems GenAI can solve for businesses and the anticipated market disruption caused by 'Agentic AI. I am excited to take advantages of these technologies and be a part of causing the disruption.
• Industry Domain: Life Science & Healthcare, BFSI, Manufacturing, HiTech, Telecom, Retail, CPG and Utility
• Business Functions: Sales, Service, Field Service, Marketing, R&D, Clinical, Quality, Manufacturing, Regulatory, Market Access, Claims, Revenue Cycle Management, HR, Procurement, Risk & Compliance
• Service Lines: Enterprise SaaS, Data & Analytics, AI/ML & Automation, Cloud & Infrastructure, Product Engineering, & Security
Overview
18
18
years of professional experience
Work History
Account Director, Life Science & Healthcare (HLS)
Randstad Digital
Fords, NJ
3 2024 - Current
- Achieve booking and revenue quotas
- Mining and hunting Johnson & Johnson for new businesses
- Leverage existing and forge new relationships
- Create pipeline for managed services & solutions businesses
- Manage a team of four Account Managers
- Aid unit sales team to create pipeline in Walmart and other CPG accounts for solutions business
- Work with pre-sales team to build solution accelerators
- Plan and execute account marketing programs.
Regional Sales Director, Life Science & Healthcare (HLS)
HCLTech America
Fords, New Jersey
11.2023 - 03.2024
- Achieve booking and revenue quotas
- Mining and hunting for new businesses
- Make inroads into applications and ER&D businesses
- Create GTM with partner organizations and internal solution teams
- Forging relationships at C and VP levels
- Add sales team with revenue growth
- Manage bid management as the opportunity anchor
- Contribute to bid preparation, review proposals, confirm financials and contractual terms
- Collaborate with delivery team to identify new business opportunities and gathering competitive intelligence
- Work with Marketing for event preparation and participation.
Client Partner, Life Science & Healthcare (HLS)
Persistent Systems
Fords, New Jersey
01.2023 - 11.2023
- Achieve booking and revenue quotas
- New logo hunting
- Work and direct Inside Sales team for lead generation
- Promote entire service lines of the organization to clients
- Create GTM with partner organizations and internal solution teams
- Forging relationships at C and VP levels
- Manage bid management as the opportunity anchor
- Contribute to bid preparation, review proposals, confirm financials and contractual terms
- Work with Marketing for event preparation and participation.
Business Relationship Manager, Life Science & Healthcare (HLS)
Tata Consultancy Services
Fords, New Jersey
04.2020 - 01.2023
- Achieve booking and revenue quotas
- Break into new high revenue potential areas of the client organization for net new revenue generation
- Assess revenue potential, winnability potential, key stakeholder mapping, linking value stream mapping, deep analysis of competitive offerings, strengths and weaknesses, partner levers to use and forming a detailed GTM strategy
- Drive sales by engaging with both Business and IT
- Monthly review of GTM progress with ISU head
- Collaborate with practice organizations and vertical solution team to take TCS offerings to customers
- Promote TCS SaaS platform offerings to clients
- Drive innovation chapter between TCS and Client organization for lead generation
- Advocate and execute PoC of innovative solutions
- Drive marketing initiatives with marketing function
- Ensuring project staffing with onboarding through vendor organizations and RMG of TCS
- End to end bid management
- Maintaining 100% compliance with clients' diversity and inclusion programs
- Industry and technology event participation
- Manage sales and project teams
- Quarterly and yearly appraisal of team members.
Business Development Manager
Tata Consultancy Services
Fords, New Jersey
06.2013 - 01.2023
- Achieve booking and revenue quotas
- Drive revenue for TCS SaaS products, application development, maintenance and infrastructure services
- Manage a team of Sales Executives
- Create and execute GTM strategy
- Manage client relationship at C and VP level and at the Chief Secretary level of State Governments.
Business Development Manager, Microsoft Practice
Tata Consultancy Services
Fords, New Jersey
09.2016 - 04.2020
- Achieve booking and revenue quotas
- Drive revenue generation for Microsoft business unit
- Managing alliance relationship with Microsoft
- Manage Microsoft as a strategic customer/account
- Drive revenue from all industry verticals with a key focus on Life Science, Healthcare, BFSI, Retail, Telecom and Manufacturing
- Collaborate with industry verticals/Industry Solutions Units of TCS to position Microsoft and drive license/subscription, implementation & professional services revenue
- Collaborate with MMU to win new logos
- Manage key client relationships along with the vertical team
- Deep focus on wining Salesforce to Microsoft D365 platform migration deals
- Drive marketing for lead generation, event preparation & participation
- Contribute with ideas to build solution accelerators and review product development/finished products
- Building proposals/bids, help and guide pre-sales, review proposals, financials, resource loading and resource optimization, lead proposal defense, SOW and contract finalization
- Oversee delivery status of ongoing projects
- Staffing plan, resource onboarding and resource hiring
- Manage sales and delivery teams
- Conduct yearly appraisal.
Consultant, Salesforce Practice
Tata Consultancy Services
New Delhi, India
04.2014 - 09.2016
- Drive revenue from all industry verticals with a key focus on Life Science, Healthcare, BFSI, Retail, Telecom and Manufacturing
- Mine existing accounts for revenue growth
- Create and execute GTM for new logos
- Manage pre-sales team of 3 associates
- Engage and collaborate with industry vertical units for lead generation and sales closure
- Building proposals/bids, help and guide pre-sales, review proposals, financials, resource loading and resource optimization, lead proposal defense, SOW and contract finalization
- Ideate solution accelerator and help in building the accelerators
- Drive marketing for lead generation
- Manage alliance relationship with Salesforce and AppExchange partners
- Oversee delivery of on-going projects.
Country Sales Head
Allied Digital
Mumbai, India
01.2012 - 03.2013
- Achieve team sales quotas of $90M
- Manage a sales team of 12 Sales Managers and Sales Executives
- Hire and build sales team and management trainees
- Maintain client relationships at key accounts
- Formulate and execute strategies for market penetration
- Manage alliance relationships with key partners
- Add new service portfolio for revenue growth
- Form partnerships for revenue generation
- Expand operation to Middle East
- Maintain relationship with Analysts.
Sales Director - BFSI & Telecom
Pitney Bowes
Mumbai, India
10.2010 - 12.2011
- Establish Pitney Bowes in the Document Management and ETL SaaS market of India
- Form sales team
- Achieve booking and revenue quotas
- Leverage existing relationships for new logo wins (direct sales)
- Appoint partners and nurture relationships with Partners
- Contribute ideas for the partnership program.
Branch Head
Datacraft India (P) Ltd
Pune, India
10.2009 - 09.2010
- Achieve branch revenue quotas
- Perform all branch responsibilities of finance and admin
- People management of 5 branch employees
- Manage relationships with key customers and partners
- Conduct marketing events
- Hunt for new logos.
Account Manager
IBM
Mumbai, India
03.2007 - 10.2009
- Manage key accounts in Western India
- Farm, mine and hunt for new logos
- Collaborate internally for cross-selling opportunities
- Drive marketing for lead generation
- Manage relationships at CIO level
- Manage direct sell - to and indirect sell-through with partners.
Education
Bachelor of Science -
Calcutta University
India 08.2024 - 11.2024
Skills
Account relationship management
Verbal Communication
Customer Relationship Management
Product Launches
Software
Languages
English
Full Professional
Timeline
Bachelor of Science -
Calcutta University
08.2024 - 11.2024
Regional Sales Director, Life Science & Healthcare (HLS)
HCLTech America
11.2023 - 03.2024
Client Partner, Life Science & Healthcare (HLS)
Persistent Systems
01.2023 - 11.2023
Business Relationship Manager, Life Science & Healthcare (HLS)
Tata Consultancy Services
04.2020 - 01.2023
Business Development Manager, Microsoft Practice
Tata Consultancy Services
09.2016 - 04.2020
Consultant, Salesforce Practice
Tata Consultancy Services
04.2014 - 09.2016
Business Development Manager
Tata Consultancy Services
06.2013 - 01.2023
Country Sales Head
Allied Digital
01.2012 - 03.2013
Sales Director - BFSI & Telecom
Pitney Bowes
10.2010 - 12.2011
Branch Head
Datacraft India (P) Ltd
10.2009 - 09.2010
Account Manager
IBM
03.2007 - 10.2009
Account Director, Life Science & Healthcare (HLS)
Randstad Digital
3 2024 - Current
Similar Profiles
Rahul RamamoorthyRahul Ramamoorthy
Senior Operations Manager, Talent Solutions at Randstad DigitalSenior Operations Manager, Talent Solutions at Randstad Digital
Ross BarringtonRoss Barrington
Technical Helpdesk Specialist at Randstad DigitalTechnical Helpdesk Specialist at Randstad Digital
Kimberly HicksKimberly Hicks
Knowledge Base Data Analyst at Randstad DigitalKnowledge Base Data Analyst at Randstad Digital
Amey VartakAmey Vartak
Technology Manager at Randstad DigitalTechnology Manager at Randstad Digital
Moatasim RehmanMoatasim Rehman
Interim Director of Business Development at Personal Touch Home CareInterim Director of Business Development at Personal Touch Home Care