Maulik Trivedi

• Lead account strategy to generate growth opportunities within large & mid-sized enterprise customers for Google Cloud Services via Partners and directly to manage multi-million dollar accounts.
• High levels of new business development activities such as Marketing activities, BDR activities, workshops to drive POCs and workloads for 2024, 2023 and 2022 resulting in huge pipeline.
• Solid Core Cloud Revenue: Achieved 114% FY to date Core GCP revenue mostly via partners and directly as well.
• Account Growth: Drove significant YoY growth (25%+) in key accounts including Dye & Durham, Winning Appliances, Senex Energy, NRMA, AAP, PetCircle, Rising Sun Pictures, Southern Cross Care, Southern Cross Austereo, AAP.
• Broad Business Impact: Contributed to the APAC Partner team, driving business development efforts and creating opportunities in ISV and SI partner accounts.
• Supported & Introduced SI Growth Partners like DoIT, Katana1, Onigroup, XPON, TCS, HCL with penetration and Growth into GCP accounts.
• Pipeline Generation: Actively engaged in campaigns, workshops and POCs to drive workloads and revenue since 2022, demonstrating a strong focus on future growth.
• Strong focus on ISV Marketplace opportunities to diversify revenue base within accounts. Closed average of one ISV deal per month throughout year, with maximum ISV deals closed.
• Took 20% project with APAC ISV team - Drove targeted business development efforts with Glean, Carto, UKG, Fastly, Wiz, Fullstory, MixPanel, Optimizely, Dialpad, MongoDB, Fastly and Commercetools to increase traction across broader business.

• Develop, maintain and achieve targets of subscriptions mainly triggered by Direct Sales or channels of Sigfox Operator Partners in APAC through their ability to implement IoT Solutions.
• Identify, enable and manage partners within APAC region
• Revenue, P&L and Solution Sales target for the Australia, New Zealand, Singapore, Taiwan, Malaysia, Thailand & Indonesia
• Take ownership of & support Sigfox Operator Accounts' (SO) key KPIs and “in particular” sales performance for IOT Subscriptions, Platform & Cloud solution and Services sales. (multi million revenue targets) (Each Partner valued at > 60 million Euros, Target > 15 mill Euros new TCV yearly)
• Use high level relationships (C-level or Director level) within Sigfox Operators, Telcos, Channels and Customers in closing complex deals (commercial and/or M&A-type deals).
• Facilitate global and local partnership agreement through governance options, value and risk sharing
• Internal stake holder management: Work with product, legal, finance, leadership, marketing, ecosystem and solutions teams across the organisation to get required processes to launch a partner program or processes
• Device and conduct regular partner training of

- Sigfox Products and services

- Push pricing, value pitch training of Innovative Partner solutions to Sis

- Bring ROI via Proof of Value approach

- Push value pitch training of Partner solutions to Sis and Local SOs

• Forecast accurately revenue and achieve qualitative goals of developing innovative channels of new business.
• Provided Solution Sales Support best practices and expertise, structure and implement sales support to SO Direct sales teams and to selected/strategic channels and accounts.

- Nicigas, Kegstar, Cerestag, Loscam, CHEP, Pact Group and Aus Post

- Conducted RIP Training of 4 partners Kordia, Datacom, Crimson Consulting and KPMG

• Create a local network of partners providing expertise in the IoT solution value chain.

- Konvoy Kegs, Gasbot, Crimson Consulting, BlackHawk, Kordia, Persistent Systems, KPMG, Here Tech

• Develop and Generate New Business using consultative techniques to CXOs, Procurement Directors and establish deep and long-lasting relationships for given set of large accounts
• Make business case for CXOs to present, create value and convince in front of board for approval of funds
• Opened SI channels – for IOT – (TCS, TechM, IBM, Fujitsu) and VAR channels
• Created business case for India and Japan and had new clients and greenfield revenue
• Use Miller Heiman and Vodafone Way of Complex solutions selling techniques to cover Coach, Influencer, Retractor and Decision Maker through consultative selling techniques
• Total account P&L Ownership - Manage accounts after the closure to see through smooth delivery and post-sales support along with Delivery and Service manager.

Last Role: Sell Carrier grade ICT services like Cellular, IOT, Security & Cloud Services & Global MPLS to Global Multinational Enterprises to connect their international offices across the globe directly and through partners – 3 years 1 month

• Manage and achieve target of multi million GBP, annually.
• Achievement 100%
• Marquee Accounts and Partners:

Pepsi Co, Deustche Bank, UTC Chubb, Vodafone Hutchison Australia, Randstad, Helloworld, DFAT, Marsh & Mercer, Worley Parsons, Nomura, HelloWorld, Fairfax,

Marquee Partners: - TCS, TechM, IBM, Fujitsu & VHA

First Role: Account Management - APAC (50%) & Solution Sales (50%) for Vodafone's Cloud based Software SAAS Telecom Expense Management Analytics Software in APAC region – 2 years 6 months

• Target achievement of GBP 4 million (New Business + Revenue)
• Achievement 110% 2015, 2016 & 2017 & Achievement 70% - 2014
• Marquee Partners: - Vodafone Hutchison Australia

Marquee Accounts: 4 new clients and 21 old clients

UTC Chubb, VHA, Marsh & Mercer, Worley Parsons, Nomura, HelloWorld, Fairfax, Bank of Baroda, Reliance Industries, JP Morgan, Syntel Group, ICICI Bank, Sterling Infosystems, Kuoni Group

• Role: Business Development for Cloud based Telecom based SAAS like Billing and Customer Care Software Products, Analytics tools, Bandwidth Management (Cisco Meraki + 24Online) and Security Solutions - Cyberoam in Middle East, Africa and Americas to Tier 1 Telco Operators & Enterprises.
• Achieve and Maintain target of 4 million USD. Achievement – Created partnership team from ground zero to 4 million USD YoY Revenue.
• Lead, Initiate and Execute Partnership program with Business and Technology Partners like Alvarion for IOT through WIMAX, Cisco, NSN and TechM more to increase sales and maximize profitability
• Lead team of 3 people for Inside Sales, solution architect and business analyst to train and manage customers and partners with quick pre- and post-sales support
• Creating winning proposal along with Presales, Commercial and Bid teams by leading it. Take ownership of entire proposal and adding inputs from various teams. 60 large medium and small bids and 10 wins
• Quoting, Negotiating and executing Contract pricing, renewals and credit terms, Purchase Orders with partners and end customers. Executed Partner contracts > $ 10 million for terms and conditions and commercial for a large telco in Africa.
• Conceptualizing and executing marketing, sales and commercial kits for partners with transfer pricing, go to market decks, presentations, fliers, training material, pricing guides.
• Conduct partner training, business case workshops, webinars and booths at partner conferences. Joint development kits and customer training and on boarding material

Role: Develop & Execute Product Strategies for IP VPN, CDN and its market development across various enterprise market segments across to ensure growth of Internet Access funnel, revenues and market share. (No 1 market share holder in India)

• Develop and periodically refine thecomplete Sales Kit for product including Tarrif Cards, product guide, SLAs, Internal and Annual Operating Plan (Annual Forecasting of capacity)
• Work with Carrier customers like BSNL, Tata Teleservices, Google etc and maintain multi million dollar contracts for IPVPN and CDN products
• Develop new product variants from conceptualization phase to roll out.
• Develop New product variants and processes and Training Sales Teams – Created product called EASY INTERNET - $ 20 million USD Revenue per annum (Bundling Cisco 1700 series router + E1)
• Sales support for deal pricing and technical queries.

Experience in independently managing $110+ mn Enterprise Internet Access business on National level