Sanket Pathak

SANKET PATHAK Mobile: - E-Mail:- – Mid-Senior Level Professional– BUSINESS DEVELOPMENT, PARTNER ACCOUNT MANAGEMENT, SALES, PRESALES Industry Preference: IIoT/IT / ITES/ Manufacturing/ Power/Oil & Gas / ~ Location Preference: Pune “Business Development Professional, with more than 11 years’ experience in building responsive top-notch organizations that enhances the customer/ user experience through Plant Level Digitalization; driving business development efforts, facilitating and directing the use of resources, assessing sales pipelines in area of control to ensure appropriate utilization of presales” PROFILE SUMMARY • • • • • • • • • • • • Consultative Solutions Professional with rich experience in IIoT Solution & Platform/Software Sales, Global Business Engagements, Social Selling Project Management, New Business Strategies & Vendor Evaluation Worked closely with B2B clients across domains such as Manufacturing, Automotive, Oil & Gas, Power, Chemical, Pharmaceutical and Electronics sector to understand technical requirements and deliver key solutions to meet their needs Represented organization at National and International (USA, UK, Germany, Norway, Belgium, Netherlands, Austria) industry events in; led enterprise-level sales opportunities and coordinated with project teams for large accounts Steered digital research & selling with the research tools and techniques for lead generation and development of well-informed strategy; targeted key decision-makers and captured vital information for the CRM Proficiency in mapping business processes and studying requirements and customising processes, solutions, and products in line with the guidelines specified by clients Adopting new strategies & ideas, process optimization, cost control as well as revenue maximization Gained insightful experience in working with IIoT, M2M connectivity, AI, ML and software products and services. Deployed social intelligence to monitor online interactions, read digital behavior and discover commonalities to later personalize engagement Recipient of Super Star Sales Man Award for meeting Sales Goal for 2017 Led teams to define & execute technology initiatives as well as ensured pro-active management of the enterprise technology platforms Ensured quality of business practices, optimum organizational performance and a highly motivated pre-sales force; coached teams to advance opportunities that resulted in ongoing profitable revenue growth Possess excellent interpersonal & organizational skills with expertise in team management and client relationship management SKILL SET | Market Analysis, Partner Account Management, Key Account Management, Team Building & Leadership, Stakeholder Management, International Business Expansion, Turnaround / Change Management, Social Media, Negotiations, Solution Design, IT Operations / Service Management, Business Continuity Planning | WORK EXPERIENCE Since Aug’19 with Ascent Intellimation Pvt. Ltd., Pune as Senior Business Development Manager Reporting to CEO Ascent Intellimation is focused on leveraging Industrial IoT (IIoT) based solution specifically for Smart Manufacturing and Remote Asset Monitoring using IIoT platforms and M2M platforms. Ascent Intellimation has solution offering in this space and has client base in India, USA, Germany, Saudi Arabia, South Korea, etc. Key Result Areas: • Working closely with Pre-Sales/Solution team to develop market for Industrial IoT (IIoT) solution for manufacturing/process industry in India • Partner Account Management (PAM) o Develop partnership strategy and GTM plan for partners. o Identify partnership opportunities by identifying prospects and evaluating the benefits of association o Define mutually agreed outcomes/ metrics and obtain partner commitments in areas ranging from marketing, sales and vertical solution development. 1 Develop/monitor business performance reviews to assess operational metrics/effectiveness on a recurring (quarterly) basis with partner leads. Create and be accountable for all client proposals, contracts and any further documentation as per procedure. Further develop multi- tier relationships to organically grow the clients’ accounts. Build referral and lead generation network. Follow up all leads generated from website, networking sessions, trade fairs and other events/ contacts. Develop and implement strategies for new services. Determine new opportunities by analysing business needs Organizing sales visits. o • • • • • Highlights: • Working with strategic partners (Cisco, Accenture, Capgemini etc.) and channel partners for market penetration • Active participation and represented in industry events (Automation Expo, Imtex etc.) and conferences organized by CII, NASSCOM etc. PREVIOUS EXPERIENCE Aug’12 – Aug’19 with Tridiagonal Solutions Pvt. Ltd., Pune as Manager – Business Development Reported to Head of North American Operations; leaded a team of 3 Business Associates/ Lead Generation Key Result Areas: • Directing pre-sales consulting by providing business strategy & technical expertise to sales in USA & European region for: o Plant Level Digitalization (including engineering IT, IoT, IIoT, AI) o Workflows like fault-detection, asset health management, troubleshooting, plant operations business intelligence to multi-sector (Oil & Gas, Power, Chemical, Pharmaceutical and Electronics) • Working with Head of Consulting Services and Software Development, Project Managers, Engineers and Software Developers based in USA and India to develop business in USA and Europe market • Implementing and leading a global unit to provide pre-sales services and sales support to business verticals for Solutions, Proposal Management, Sales Operations, Knowledge Management, Business Support and Marketing activities • Determining and implemented a structured way of managing opportunities involving client meeting / solution pitch / Request For Proposal (RFP) response; conceptualizing & designing solutions as per RFP document • Preparing collaterals & case studies for content management; defining To-be Operating Models to deliver operational efficiency and transformational effectiveness using technology & business levers • Advising partners on the technical implications and potential solutions relative to each business units’ project portfolio; representing value proposition specific to business goals and process improvement • Adapting business models & services to align with local client / consumer requirements; integrating sales team with existing business to increase brand strength and leverage cross-sell opportunities • Streamlining sales operations support functions including market research, technical marketing, sales engineering to identify & target the companies and key decision-makers • Steering development & maintenance of key account plans to identify opportunities Highlights: • Visited USA, UK, Germany, Norway, Belgium, Netherlands, Austria region since Dec’15 to attend conferences, exhibiting at trade shows, networking, business meetings and project discussions • Conferred with Super Star Sales Man Award for meeting Sales Goal for 2017-18 • Drove sales and marketing efforts with new business-oriented projects for the company and new market development activities to contribute to an annual sale of US$ 350 Thousand Jun’08 – Aug’12 with Mech-well Industries Ltd., Nashik as Sr. Marketing Officer Reported to Managing Director Key Result Areas: • Worked closely with CAE Team Manager and Project Managers to develop market for CAE consulting services in process industry and market penetration for turnkey solutions for power plants in India • Steered preparation of proposals & marketing collaterals, trade show management, event promotion and management • Visited various thermal power plants, cement plants and process plants in India with Ex-MSEB Technical Director and ExNPTI Director • Spearheaded B2B sales, lead generation & business development; managed purchase activities, budgeting, internal & external communications as well as Human Resource activities Highlights: • Travelled extensively and visited many thermal power plants, cement plants and process plants • Gained experience in managing and actively participating in trade shows and conferences 2 • Led end-to-end company booth management from deciding the event, location, booth design, banner, promotions, leading the company's trade show INTERNSHIP Organisation: Project Title: Crompton Greaves Ltd., Switchgear Division, Nashik After-Sales Services Necessities and Effectiveness TRAININGS • • • Effective Business Communication Cultural Transformation and Change Management Online Course on IoT Foundations: Fundamentals by Bruce Sinclair EDUCATION • • MBA (Marketing) from IBMRD, Ahmednagar, Maharashtra in 2008 B.Sc. (Electronics) from RYK Science College, Nashik, Pune University in 2006 IT SKILLS • • Microsoft Office (Word, Excel, PowerPoint, Outlook, Access and Publisher) CRM (Salesforce, Hubspot, PartnerTap, Bitrix & Zoho), AutoCAD and A+ Certification PERSONAL DETAILS Date of Birth: Languages Known: Present Address: 15th August 1985 English, Marathi and Hindi K-801, Madhuvanti, Nanded City, Sinhagad Road, Pune - 411041 3