My responsibilities included Business Development of Rational eDevelopment Suite for South-India Region. As part of this I was responsible for the entire life cycle of Sales (Lead to Opportunity, Opportunity-to-Quote, Quote-to- Order).

Other multi-faceted responsibilities included technical writing as part of pre-sales consultancy and business analysis.

Responsibilities included:

• Lead/pre-pipe generation.
• Create, maintain and manage flow for all data for sales campaigns.
• Understand the data available in the sales and contact databases for the creation of opportunities for Rational products.
• Create opportunities for Product (Suite) Sales for Rational eDevelopment Suite products.
• Follow-up and co-ordinate with tele-sales/core tech reps and product specialists to ensure pipeline management.
• Understand flow of all sales information across the business development consulting, sales and product specialists.
• Work on opportunity, propose solution and convert opportunity to quote.
• Cross-sell & up-sell and convert the quote to order thereby managing multiple projects/ tasks simultaneously utilizing a logical, efficient approach for meeting strict deadlines.
• Locate additional contacts and outline methods of obtaining information from clients and update database.

Other responsibilities as part of technical writing included:

• Documentation of the marketing write-ups.
• Response to RFPS & RFIs.

Built a territory spanning South India region for this $ 20 million provider of web-based applications, consulting services and reseller products. Rapidly achieved goals and refocused to resolve challenging sales and personnel issues. Generated $ 0.2 million annually through sale of eDevelopment Suite in CASE Tools space.

• Transformed an under-producing sales team, immediately resolving long-standing problems, and instituting incentives that elevated performance while building morale and motivation. Ramped area sales 550%+ in under 2 years.
• Surpassed personal quota, generating more than 200% of license sales goals and 175% of service sales goals. Overachieved area sales objective every eligible year.
• Identified, pursued and closed the maximum accounts in company history, contributing to millions of dollars through annually recurring revenue.
• Received ?Best Business Development Consultant? award for 2000-2001 from Rational Software Corporation.

Reporting to: DGM (Business Development), Java Softech Ltd.

                       National Channel Manager, Rational Software Corporation.