Ramya V Nair

• Managed approximately 50+ customers with 1000 - 3000 user base, ensuring strong customer relationship is formed.
• Responsible for the development of new business pipeline and execution of forecasted deals against the target.
• Taking lead on contract and price negotiations, expansion plans from existing customer footprint and overall sales management activities for McAfee & Skyhigh Security product portfolio with responsibility for million-dollar sales targets per year.
• Analyzed client needs to identify their technical & business pain to suggest fit for purpose solutions to deliver a positive business outcome.
• Processed daily mail, email and phone calls from customers and producers to generate new business.
• Prepared customer presentations and demonstrations of products to solicit new business.
• Managed client risk exposure and coordinated services for development, retention and rounding of accounts.
• Met existing customers to review current services and expand sales opportunities.
• Met with customers to discuss and ascertain needs, tailor solutions and close deals.
• Selected correct products based on customer needs, product specifications and applicable regulations.
• Achieved or exceeded company-defined sales quotas.
• Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
• Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
• Developed and maintained strong working relationships with professionals within assigned territory.
• Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
• Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
• Built relationships with customers and community to promote long term business growth.
• Negotiated prices, terms of sales and service agreements.
• Quoted prices, credit terms and other bid specifications.
• Maintained current knowledge of evolving changes in marketplace.
• Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
• Attended monthly sales meetings and quarterly sales trainings.
• Informed customers of promotions to increase sales productivity and volume.
• Monitored service after sale and implemented quick and effective problem resolutions.
• Contributed to event marketing, sales and brand promotion.
• Responded swiftly to security incidents and effectively resolved security issues.
• Collaborated with customers and internal pre-sales team to develop and implement strategies to mitigate data exhilaration risks.
• Helped customers investigate and proactively take measure to protect organization and corporate assets from data breaches.
• Cultivated relationships with channel partners to build a strong partner community to help expand sales and customer experiences.
• Determined security budgets and identified opportunities to optimize additional product utilization within existing customer footprints.
• Educated clients on new products or services to increase customer engagement with brand.
• Facilitated client satisfaction and renewed customer relations to drive growth.
• Evaluated client needs and developed tailored solutions to increase positive customer ratings.
• Coordinated with internal teams to facilitate prompt delivery of client projects.
• Monitored and analyzed customer feedback to identify opportunities for improvement.
• Developed and implemented strategies to increase client retention.
• Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
• Set clear sales goals to identify activities and behaviors to advance sales process and close deals.
• Recommended brand products to customers to encourage repeat purchases and foster customer loyalty.
• Liaised with marketing and sales teams to develop targeted campaigns.
• Identified key entry points to enhance market penetration and maximize returns.
• Performed effectively in self-directed work environment, managing day-to-day operations and decisions.

Westcon-Comstor (Westcon Group Inc.) is global technology distributor with worldwide capabilities in Cloud, Global deployment & Services, Category leading security, unified communication and collaboration, networking and Data center technology practices

• Updated accounts and maintained long-term relationships with clients.
• Generated new sales opportunity by developing relationships with new and existing clients through individualized account management.
• Managing 3 states in Australia which comprise of 50+ mid-tier resellers, whilst forecasting and achieving 110% Gross Profit quarterly targets.
• Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
• Cultivated productive relationships and maintained quality communications with account contacts to maximize client retention.
• Prepared pricing strategies for current customers to enhance sales and increase profitability.
• Worked closely with other departments to promote products and marketing campaigns.
• Monitored and amplified sales pipeline to maintain flow of potential leads and prospects.
• Surpassed sales goals by 100% annually with implementation of diverse sales tools and strategies.
• Presented Product or Services features to diverse audiences, applying consultative sales techniques to secure new contracts.
• Built relationships with customers and community to establish long-term business growth.
• Prepared sales presentations for clients showing success and credibility of products.
• Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.

• Built and strengthened relationships with new and existing customers to drive revenue growth.
• Handling the entire contract renewals process at Loop Secure for core security products like Palo Alto, RSA, McAfee, Proof point, for all customers throughout Australia, while achieving a target of 110%
• Managed sales cycle to maintain solid customer retention by increasing Annual recurring revenue.
• Cross-sold products and services to clients to secure additional business and grow revenue streams.
• Strengthened customer relationships with proactive and collaborative approach to managing needs.
• Resolved issues promptly to drive satisfaction and enhance customer service.
• Stayed up-to-date on emerging industry and product standards and trends to revitalize accounts.
• Prepared forecasts on a weekly basis to gain understanding of the month & quarter closing numbers.
• Serviced accounts and proposed new products and services to maximize revenue.
• Understanding products from vendors like McAfee, RSA, Palo Alto etc. and communicating with customers on upgrading their End of Life (EOL) or renewing the software maintenance in timely manner to avoid any discontinuity in accessing the firewalls, or SecurID tokens they use.

• Performed software compliance reviews for clients for

software vendors Microsoft, HP, Ab Initio, EMC & Citrix

• Identified and recommended opportunities for Software reconciliation.
• Review and understand purchase orders and vendor contracts to assess licensing models and implications and created Deployment to Entitlement summary reports for various desktop and server applications.
• Analyze audit reports, ensuring correctness of reports from customers, evaluating them and comparing them with their software license agreement (EULA) and identify compliance.
• Investigate and identify entitlements for top IBM products like WebSphere MQ, WebSphere Process Server, , Tivoli Directory Server, DB2 Universal Data Base Enterprise Edition and Informix IDS Enterprise Edition.
• Tested for compliance with management-identified internal controls, policies, regulations and contract provisions.
• Identified and banked recommendations to address internal control deficiencies and to improve business operations.
• Developed analytical, communication, time management and organizational skills.

• Reviewed audit and monitoring reports related to employees and client activities.
• Furnish defaulter reports for unauthorized & unlicensed users, process PC build requests and license management for new joiners, terminated employees.
• Regular clean ups of software Repositories to keep them up to date with license availabilities.
• Led training sessions for project managers on managing software licenses for their projects
• Stayed current with latest changes to applicable regulatory standards and company procedures.
• Co-ordination with vendors of IBM, Oracle, Symantec & Microsoft for s/w issues & licensing

• As software asset engineer, was involved in nearly 15 projects

for their day to day Software Product requirements

• Prepared and delivered software asset reports to internal management.

• Coordinate with vendors like IBM, Oracle, Symantec and

Microsoft for software licensing and issue management

• Was part of software license audit for BEA Web logic software conducted by third party auditors
• Manage licensing structure for Microsoft products including

software download, volume license processing and MSDN

intranet portal management