Utkarsh Parihar

Drive sales for Thales software solutions in India, South East Asia, and ANZ, focusing on market development, ecosystem management, product positioning, and influencing new mandates. Manage enterprise accounts, hunt for new customers, and oversee channel partners to generate upsell opportunities and manage run rate business in India, South Asia, and ANZ. Provide sales enablement and coaching to channel partners/resellers, conducting bi-weekly reviews on business achievements and expansion plans. Currently managing 9 resellers across India, South Asia, and ANZ. Build relationships with C-level business owners, deliver impactful sales presentations, negotiate prices, and oversee deals until closure. Ensure accurate forecasts, maintain lead records, manage customer database and renewal notifications. Prepare dashboards and reports on Salesforce CRM and also handle local marketing.

Responsible for New Business Development, Team Management, Channel Partners, Enterprise Software, Sales Management, Sales Operations, Customer Acquisition, Selling, Forecasting, Key Account Management, Business Planning, Market Research, Business Strategy, Salesforce.com, Lead Generation, Sales Enablement, and other additional responsibilities as assigned. Develop new business for mid-market accounts in India and effectively manage recurring business while up-selling to existing accounts. Prospect and engage with CXO/VP/Director level personnel, delivering value propositions through cold calling and emails. Successfully schedule face-to-face appointments with prospects. Maintain accurate lead records and manage a comprehensive database using Salesforce tool. Utilize phone and social media platforms to contact businesses, generating, nurturing, and expanding business leads. Develop and execute a quarterly territory sales plan.

Managed end-to-end sales leads for EMC2's product line, including data storage, backup & recovery, data archiving, and big data solutions in the Indian market. Generated leads for key clients such as SAP, AWS, and Cisco. Conducted comprehensive secondary research using various web sources to identify potential customers and gather information on expansion plans, strategy, insights, and financial strength of companies across different industry verticals. Engaged with top IT/EDP executives to discuss their upcoming IT procurement plans, conducting primary research. Oversaw a team of 3 analysts for EMC's Government campaign, ensuring they achieved their quarterly targets. Provided product training to team members. Participated in weekly sales meetings with OEM clients to discuss leads status.