Sunny Naik
Princeton,USA
Summary
Seasoned Sales Director bringing [Number] years' executive-level experience in [Type] sales solutions. Talented leader with proven strengths in change management, high-performing team leadership and key business development. Demonstrated proficiency with market trend analysis, sales forecasting and profit-generating strategies.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Sales Director – NA MSO
HCL
Princeton
10.2021 - Current
- Overall responsibility for Business development in NA Cable sector (Comcast, Charter, Dish, Cox & Altice), Client Engagement, ownership & delivering P&L goals
- Spearheaded Sales of Engineering and R&D services to including broad product portfolio sales
- Developed and implemented a comprehensive strategy that maximized HCL ERS opportunities across all products and product lines within the Technology pillar including 5G (O/V RAN, Core N/W), Cloud, IoT, Engineering, SaaS, Data Engineering, Lab as Service, Device Engineering (RDK & Prod Dev) & Testing and cloud security
- Developed and executed a segment & accounts plan to maximize revenue
- Regular pipeline review, generated and achieved monthly revenue forecasts, and accurately predicted revenue on a monthly basis
- Collaborated with technical, engineering, customer solutions team to ensure end-to-end customer sales and satisfaction; driving new revenue growth from satisfied customers.
Director – Group Accounts
NetCracker
Washington DC
09.2020 - 10.2021
- Overall P&L responsibility for Tier-2 Accounts (Midco, Schurz, BlueStream, Blue Ridge, Segra) including product sales, business development, customer success
- Successfully managed annual product revenue of $9.2 M under SAS model
- Created strategies and executed them to develop and expand business at client
- Sold Network Inventory solution which resulted in a $1.2 M increase in revenue annually
- Regular pipeline review, generated and achieved monthly revenue forecasts, and accurately predicted revenue on a monthly basis.
Client Partner - Accounts
Excelacom
Washington DC
07.2016 - 09.2020
- Overall responsibility for business development, client satisfaction, successful service delivery, ownership & delivering P/L goals
- Managed and Owned P&L responsibility of Charter, Comcast and Sirius Xm Accounts
- Successfully converted a new account into Organization Top 3 revenue generating account in four years
- Created strategies and executed them to develop and expand business at client, which resulted in a $13 M increase in revenue annually
- Lead and participated in multiple RFPs and Solution sales that increased footprint and stickiness
- Successfully delivered large and complex programs – through global delivery model
- Consistently and effectively articulated knowledge of Excelcom solutions and value through the identification of gaps in customer's current business process
- Presented, proposed, negotiated and closed new sales utilizing consultative sales approach
- Tracked and reported both revenue and customer satisfaction to senior level management
- Engaged with OEM as Channel Partnership Sales (vlocity) and increased revenue by 16-20% year on year.
Director – Business Development
Wipro
East Brunswick
07.2014 - 07.2016
- Responsible for developing a portfolio of New Cable & Wireless accounts through new business development in NA market
- Successfully acquired three new clients (fortune 500) within two years
- Managed initial P&L and relationship for newly acquired accounts
- Full accountability for planning and executing sales strategy, identifying and capturing key accounts, and establishing the competitive marketing position
- Forge strong relationships with VPs/CXOs, identify client business risks and pain points as part of developing opportunities pipeline
- Led various RFPs/RFI to penetrate into named accounts
- Worked closely with the pre-sales team to produce any sales collateral and pro-active solutions required for the target market
- Manage P&L and growth within targeted portfolio account after acquisition
- Successfully closed new logos (MSA) Cox, Charter and US Cellular and developed revenue stream.
Asst. Director
Cognizant Technologies
Teaneck
02.2011 - 07.2014
- Spearheaded consulting solutions sales and substantially increased revenue by developing and offering superior value propositions to customers
- Worked with horizontal team, bid on large projects and responding to RFPs and RFIs
- Acted as Accounts Management/ Consulting head for Greenfield initiative
- Owned P&L for Time Werner Cable & Charter and closed new logo Verizon through large transformation RFP ($4.6 m)
- Developed strategic plans to facilitate long-term relationship and identifying key sales areas for service delivery
- Successfully closed four new sales for service delivery, increased annual revenue by 6.5 million
- Managed relationship at various client management levels including Group SVP, CIO and CTO
- Collaborated with domain experts including business strategists, information architects, product designers
- Corresponded with existing customer base to move current deals through the pipeline while educating other clients on industry direction and how that is relevant to their business.
Principal Solution Architect
Xavient
Philadelphia
01.2009 - 02.2011
- Lead Comcast solution selling and business development while fostering existing business
- Created and lead the strategic initiative for a solution selling that added revenue of 5 Million
- Worked with Xavient SVP Marketing to set the next generation roadmap for the enterprise market
- Collaborated across multiple departments to co-ordinate on-time delivery of projects, promote client satisfaction, and ensure a competitive edge
- Identified and closed opportunities to generate additional revenue within the account.
Solution Architect
EMC
Charlotte
05.2007 - 01.2009
- Facilitated in architecting and analyzing “Sales Automation” or “Buyflow” solutions for Time Warner Cable
- Solution involved strong end-to-end order entry, order orchestration to order fulfillment processes.
Product Manager/Billing Architect
Convergys
Orlando
03.2001 - 05.2007
Education
MBA - Business Administration And Management
University of Florida
Gainesville, FL07-2007
Skills
- Salesforce
- Service Now
- Snowflake
- Product Engineering
- Adobe Experience Platform
- Digital Commerce
- Analytics
- Data Engg
- IoT
- Smart Cities
- AL/ML/NLP
- AWS
- GCP
- Azure
- Digital Transformation
- Enterprise Architecture
Certification
- Google Cloud Digital Leader
- PMP
- TOGAF
- Certified Business Process Frameworx (TM Forum)
Education
Master’s in Business Administration (MBA), USA, Bachelor of Science, Electrical and Electronics, India
Timeline
Sales Director – NA MSO
HCL
10.2021 - Current
Director – Group Accounts
NetCracker
09.2020 - 10.2021
Client Partner - Accounts
Excelacom
07.2016 - 09.2020
Director – Business Development
Wipro
07.2014 - 07.2016
Asst. Director
Cognizant Technologies
02.2011 - 07.2014
Principal Solution Architect
Xavient
01.2009 - 02.2011
Solution Architect
EMC
05.2007 - 01.2009
Product Manager/Billing Architect
Convergys
03.2001 - 05.2007
MBA - Business Administration And Management
University of Florida
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