Salil Akolkar

Results focused senior executive with a strong track record of driving business & sales growth across enterprise markets and industry vertical for over 20 Years. Compelling track-record in positioning and growing business by launching innovative value propositions and business models, with strong focus on execution and partnering. Successful in building and motivating dynamic teams. Unite, empower and mobilise sales and channel team to achieve and exceed agreed financial targets, maximize business growth and build a sustainable business across industry sectors, with emphasis on building and maintaining relationships with Customers, Partners and Stake Holders. Come up with opportunities to accelerate business for Partners and Customers, driving innovative ways on how to better take Customers on a digital journey with focus on GenAI. Part of Alliances and Channels APAC and SaaS ANZ senior leadership team.

• 2018 - to Date, Oracle Corporation, Senior Director, Alliances and Channels – SaaS, Group Vice President, APAC, Increasing Partner business contribution to 70% partner attach rate. +25% improvement in the health of our partner Projects, through cadence and collaborative reviews leveraging various teams (delivery, product, customer success) Developing Partner ecosystem and partner capacity and capability to deliver SaaS solutions and create pipe and increase retention and renewals. Commercially structured and closed some of Marquee wins in SaaS via Partners (HCM, CX, ERP) with NSW Tafe, Healthscope, Westpac Banking Corp, Qudos Bank, Clear View and CIMIC
• 2011 to 2018, Oracle Corporation, Sales Director, Financial Services, Vice President, APAC, Key Customer Wins: (Core Banking) at National Australia Bank & Westpac Bank (CSH) (Revenue Mgt & Billing) Suncorp, Deutsche Bank (GTB) , HSBC Growing Territory by 60% YoY for 5 Years Developing Partner Ecosystem across Advisory Partners. GTM with PWC for Financial Services (Market Play) Increase of Revenue in Tier 3 Market (Mutuals) Building Sales team from zero to 4 Account Managers across AU and NZ.
• 2007 to 2011, Oracle Corporation, Director Key Accounts, APAC, Vice President, APAC & Regional Managing Director, ANZ, Increased Revenue in Key Accounts from 90 to 200 Mil in 5 Years across FSI Accounts, with focus on strategy and change of engagement structure. (NAB, ANZ Bank, Suncorp, HSBC and Standard Chartered)
• 2000 to 2007, Oracle Corporation, Sr Sales Manager, Sales VP , ANZ, Consecutive Growth YoY in Net New Business (License) Growing and Managing Sales Team
• 1993 to 1999, PepsiCo, Territory Development Manager, Business Unit Manager, Growing Market Share to 60% against competition Launching new products and Quantity Purchase & Self Liquidation Schemes to drive market demand

• Recipient of Quota Club consistently for consecutive 5 years, along with Presidents Club for marquee banking win.
• Awarded Sales Director for the year 2011 & 2016 across Oracle Financial Services APAC for most creative deal structure with National Australia Bank, Deutsche Bank, Westpac and for customer satisfaction scores. (Value, Relationship, Quality)
• Selected as Leadership talent to attend Leadership and Business courses at Michigan University, Ross School of Business and at IESE in Barcelona.

• Sales & Channel Management
• Leveraging Virtual & Cross Regional Teams
• Key Account Management Strategy and Direction-Setting
• Complex Commercial Modelling for Cloud Solutions
• Driving Revenue Growth, and sustainable business (Pipe) Managing Budgets and building effective Sales teams
• Set, implement operationalize Go-to-Market Plans.
• Building Partner Eco System Partnerships & Initiatives
• Strategic Selling –Negotiating and closing.
• Sales Management & Planning (Headcount Planning, Recruit & Retain)

• 2018 to date, Senior Channel Sales Director, SaaS Applications, Australia, Driving strategic partnerships, with core focus on industry verticals and large transformational deals. Increase technical and industry acumen of the team and delivering innovative ideas to accelerate customer success via Partners in the cloud. Manage & guide, develop team of channel managers to excel in changed paradigm of operating in the SaaS operating model. Greater emphasis on ensuring channel partners have capability and capacity, point of view for Industry vertical to co-create market and to deliver successful projects, drive customer referenceability, leading to renewal of contracts. Build execution & market development plans with Partners to address Enterprise Install Customers. Roll out initiatives on Customer to Cloud. Develop partner capability and GTM initiatives on Industry segment and targeted accounts. Create sustainable pipe via partners and develop culture of monthly closure. Build joint marketing plans, enable partners with appropriate training from presales or solution experts on product as well as best practices on delivery. Develop joint scorecards with partners and track and review them on a quarterly basis., Represent Partner business with the Applications Senior leadership team within ANZ/APAC., Executive lead with our Key Partners at C-level, develop relationships to resolve commercial and business/implementation issues with integrity and trust., Develop Partner success through Cosell, close alignment with sales, Go-to-Market team and partner implementation and referenceability., Manage Partner delivered through value and volume partners. Lead Partner Managers to drive partner success, sales, execution and review., Conduct regular territory and account reviews to ensure we achieve on targets and supporting business plans are outcome based., Develop plans along with Sales Management to address market via Channel Partners. (Cosell/Resell), Focus on market build, execution and ensuring the channel team is building pipe via channel as part of resell, forecasting accurately and have the required coverage for the current quarter and the subsequent quarters., Lead Large deal development, negotiation, and commercial propositions with Key Partners., Manage Partner Sales Targets for the region and ensure team focus, alignment with sales teams and regular cadence with Senior Management. (Includes Industry Leads from Global SI’s besides Practise Leads/Partners., Leverage Customer Success Team and Presales team to align with Partners and support Partner Solutions and Market Plays., Manage and Develop Senior Relationships across the business. Enable the team to go wider and deeper across to Industry Partners to drive influence & enable., Drive Operational Cadence with Senior Management and represent partner business during QBR’s., Drive continuous improvement around operational efficiency to ensure Partner Success., Team Development, career progressions and ensuring goals are achieved., Lead and support diversity in every aspect of our organization, Demonstrate leadership qualities of integrity, transparency, resilience and humility., Bringing Team as ONE SaaS ANZ A&C team with defined new Mission and Focus., Alignment and relevance to Applications business and leadership. With transparency across nominated accounts by sales and partners, with regular reviews., Worked & steered the team through a challenging time with our Implementation partners when there was mis-alignment with Oracle Consulting., Getting Key Advisory/SI’s to invest in CX and HCM. – Achieved 100% in getting 2 critical SIs to invest and start practices. Additional got significant SI to acquire specialized Partner to boost their capacity and capability around HCM., Overall, 24% YOY Growth and 100% increase in SaaS Partner attach ARR despite our obvious challenges with Oracle Consulting GTM., 76% partner attach rate. 90% of team delivered Budget and key KPIs., +15% improvement in the health of our partner Projects
• 2011 to 2018, Sales Director, Oracle Financial Services, Australia, Drive creation of market opportunities for Core Banking, revenue management and billing application for financial services industry. Laser focus on business outcomes and driving aggressive revenue growth that propel customer satisfaction built around Digital Transformation Oversee Project Planning, delivery, and governance for critical customer projects. Manage Stakeholders and resource capability. Align Oracle’s Industry Priority and solutions for Financial Services. (across Retail, Institutional, Wealth) Develop coverage model via direct sales and through effective partner ecosystem with focus on service delivery to ensure predictable business. Responsible to drive net new license revenue target.(ensuring services stream and customer health & Executive Relationships are reviewed and maintained), Consistent, repeatable achievement of revenue targets through disciplined pipeline, forecast management., Leverage and usage of key business insights to elevate customer conversation and action., Ensure team provides high level of customer service through alignment of customer objectives and plan to achieve., Deliver tangible solutions to customers solving for greater efficiencies, cost savings, and deep regard for Oracle partnership., Manage opportunities in region, responsible for working with cross line of business teams, resources to provide Customers business outcome led solutions., Executive lead with our clients at C-level, develop relationships to resolve commercial and business issues with integrity and trust., Drive significant market demand and create pipe for the new financial services cloud initiative. Increasing pipe and revenue by 100% for specific product segment., Create net new market proposition for tier 2 and 3 banks based on SaaS and Managed service model focusing on origination and digital experience., Develop go-to-market plan based on customer segment., Work with Senior management to get local investments to develop market. Work on growth projections, territory alignment, quota setting and ensuring consistency in Forecast Accuracy., Effectively leverage cross line of business teams to drive outcomes for customers., Develop buying vision based on value creation and realization on how the proposed solution can increase market value for customers and has a cost impact., Drive sales team to achieve revenue targets with focus on building pipeline., Hire and retain effective sales team across the region and ensure the team is coached with development plan., Ensure team continuously upskilled on Oracle solution and how the solutions addresses customers business requirement., Demonstrate pragmatic empathetic leadership to coach the team to highest performance., Create an environment of shared learning and collaboration., Bringing Team as ONE SaaS ANZ A&C team with defined new Mission and Focus., Alignment and relevance to Applications business and leadership. With transparency across nominated accounts by sales and partners, with regular reviews., Worked & steered the team through a challenging time with our Implementation partners when there was mis-alignment with Oracle Consulting., Getting Key Advisory/SI’s to invest in CX and HCM. – Achieved 100% in getting 2 critical SIs to invest and start practices. Additional got significant SI to acquire specialized Partner to boost their capacity and capability around HCM., Overall, 24% YOY Growth and 100% increase in SaaS Partner attach ARR despite our obvious challenges with Oracle Consulting GTM., 76% partner attach rate. 90% of team delivered Budget and key KPIs., +15% improvement in the health of our partner Projects
• 2007 to 2011, Director Key Account Financial Services, APAC, The focus was on creating transformational core banking opportunities across identified Accounts across ANZ, ASEAN and India. Creating a sustainable business model that took into account service delivery, leading to increased satisfaction, referenceability leading to larger deals and winning against competition., Create three year operating plan, taking into account market segment based on total addressable market and our existing wallet share., Create strategic plans and initiatives to increase Share of Wallet within Key Account by leveraging and offering Advisory boards and product councils to key customers., Develop and execute collaborative account plan with Key Accounts ensuring the customer executives are part of the planning process., Build and Develop account plans and joint execution plans taking a strategic view (short and long term) so as to identify customer initiatives, investments., Ensure Governance plans are in place to ensure service delivery and execution is consistent for all accounts across APAC., Overall leadership and management of sales planning and sales quota for the team with an objective to deliver on time, actionable and accurate key account performance in line with growth and targets., Hire and retain Sales team & ensure their growth and success, through consistent training and development programs (Objective setting, Training and Coaching), Drive license target of USD 50 Mil Per Year, across FS Accounts., Bringing Team as ONE SaaS ANZ A&C team with defined new Mission and Focus., Alignment and relevance to Applications business and leadership. With transparency across nominated accounts by sales and partners, with regular reviews., Worked & steered the team through a challenging time with our Implementation partners when there was mis-alignment with Oracle Consulting., Getting Key Advisory/SI’s to invest in CX and HCM. – Achieved 100% in getting 2 critical SIs to invest and start practices. Additional got significant SI to acquire specialized Partner to boost their capacity and capability around HCM., Overall, 24% YOY Growth and 100% increase in SaaS Partner attach ARR despite our obvious challenges with Oracle Consulting GTM., 76% partner attach rate. 90% of team delivered Budget and key KPIs., +15% improvement in the health of our partner Projects
• 2000 to 2007, Sr. Sales Manager, ANZ, Drive and deliver incremental license business for core technology products via sales team across ANZ/SG and India. Hire, Develop and retain highly effective sale team to deliver net new license revenue from Install base and Greenfield accounts. Ensure Partner alignment and relationships to drive sales for the territory. Responsible for driving 30 Mil per year in net new license revenue across the region. Achieved regional growth target for 5 consecutive years. Constantly manage our talent base, by recruiting, leading, and developing the best people at Oracle. Manage talent that is not a fit at Sales to the right place where the individuals can develop and thrive., Conduct Market Assessment to develop and build a comprehensive regional sales business plan for accounts/customers., Drive execution of business plan, delivering on revenue targets. Pipeline building, have optimal coverage and ensure we achieve targets & build sustainable business over long term., Hire, retain and manage a high-performance sales team. Instill a sense of common purpose, joint mission, and mutual accountability to create and support an effective team environment., Proactively communicate Oracle's Technology strategy, value proposition and competitive positioning to customers, partners, and prospects., Create and implement process to measure sales productivity for the Inside Sales Team – Focusing on talk time, pipe creation, qualification, and closure., Drive creation of an effective Sales ecosystem within the territory., Drive for customer referencability across the Technology installed base., Perform sales forecasting, territory planning, expense management and other related sales tasks needed to grow the business profitability., Conducts weekly forecast reviews and present accurate revenue expectations. Forecasts regularly, accurately and consistently., Risk Mitigation Strategy when managing larger complex customers., Work with Oracle to foster the development, training, and skills for the team Systems management and data accuracy., Responsible for accurate pipeline management & pipeline development Co-ordinate activities with Business Development, Presales and Demand Generation team. Holding the team responsible to drive cadence in managing business and pipeline., Conceptualize plans/campaigns that make an impact at the territory level. Optimally utilize resources & manage relationship with various departments to develop business., Develop Account Plan based on a strategic analysis of designated accounts to assist the team., Understand and position Oracle Technology products and service offerings Develop initiatives/plans to increase Oracle's market penetration within install and Greenfield accounts., Build an active Partner Ecosystem for the business unit. Manage Partner sensitivity in opportunity engagement., Bringing Team as ONE SaaS ANZ A&C team with defined new Mission and Focus., Alignment and relevance to Applications business and leadership. With transparency across nominated accounts by sales and partners, with regular reviews., Worked & steered the team through a challenging time with our Implementation partners when there was mis-alignment with Oracle Consulting., Getting Key Advisory/SI’s to invest in CX and HCM. – Achieved 100% in getting 2 critical SIs to invest and start practices. Additional got significant SI to acquire specialized Partner to boost their capacity and capability around HCM., Overall, 24% YOY Growth and 100% increase in SaaS Partner attach ARR despite our obvious challenges with Oracle Consulting GTM., 76% partner attach rate. 90% of team delivered Budget and key KPIs., +15% improvement in the health of our partner Projects
• 1993 to 1999, Territory Development Manager, PepsiCo, Joined PepsiCo after post graduating from Management School as a Management Trainee. Went on to perform various roles within PepsiCo which included managing Sales & Distribution, Franchise Management and Marketing. Increased cola market share from 30% to 60% in one year., Develop profitable business and grow existing base by selecting, coaching & training the area team., Motivate & manage a team, through on the job coaching/training, using methodologies from Territory University (TU) using coaching log and One on One., Set clear and deliverable objective that are consistent with company’s goal with the territory team., Develop new growth opportunities with individual accounts. Support the team in growing the account base by selling new distribution programs., Develop channel specific promotional plans and programs. Develop & implement in area trade-marketing plans, that meets the objectives of company’s trade marketing plan., Increase share and drinkage in key accounts, solicit opportunities in increasing product penetration levels through various schemes, advertising & on-premise promotion., Assist the team in identifying & appointing distributors, in a direct and in-direct operation (C&F and Distribution territory), Analyse the business performance, Channel wise/account wise, pack wise and flavour wise and take corrective actions., Work out the AOP (annual operating plan) for the entire territory., Bringing Team as ONE SaaS ANZ A&C team with defined new Mission and Focus., Alignment and relevance to Applications business and leadership. With transparency across nominated accounts by sales and partners, with regular reviews., Worked & steered the team through a challenging time with our Implementation partners when there was mis-alignment with Oracle Consulting., Getting Key Advisory/SI’s to invest in CX and HCM. – Achieved 100% in getting 2 critical SIs to invest and start practices. Additional got significant SI to acquire specialized Partner to boost their capacity and capability around HCM., Overall, 24% YOY Growth and 100% increase in SaaS Partner attach ARR despite our obvious challenges with Oracle Consulting GTM., 76% partner attach rate. 90% of team delivered Budget and key KPIs., +15% improvement in the health of our partner Projects