Rakesh Jain Ph: +91 99452 78316 jainrakesh22@yahoo.

com
P R O ! " #
Seven + years of experience in Solutions Sales, Client relationship management and multiple
principal relationship/alliance management
Managing multiple product lines as National Business Manager
Deep understanding of IS,I!/ I!eS " B#$, Manufacturing % Insurance domain
&nderstanding for dealing 'ith multiple partners
(xperience in pre sales )*+I/*+#/Contract,, Sales )client interaction, price/contract
negotiation/principal relationship, account management ) issue resolution, cross selling,,
principal management
$%R##R P%&'
Sonata Info Technology, Bangalore National Business Manager (June 06 - till now)
Sonata Software, Atlanta SalesAccount Manager (!e" #0$ % May #06)
Sonata Software, Bangalore &S 're-sales (onsultant (Jun #0) % Jan #0$)
(#&%!"#( )OR* #+P#R!#,$#
-ona.a !n/orma.ion &echno0o1y ".2.3 4an1a0ore ,a.iona0 45siness 6ana1er
7J5ne 86 9 .i00 no:;
-or.ing 'ith Sonata Information !echnology /td )SI!/,, a 0112 su3sidiary of Sonata Soft'are /td4 as
National Business Manager handling
IBM5 including license sales and solution implementation4
6ronos " 'or.force management solution
MS C*M " 3uilding partner net'or. and end customer
Responsibilities 7
!he role involves handling the 3usiness from a national perspective, driving sales through regional sales
teams8 managing #rincipal relationships8 leverage alliance to 3uild pipeline and drive sales engagement
through inside sales and through partner ecosystem 3y identifying, planning and executing mar.eting
activities4
Brief of past work experience
-ona.a -o/.:are3 %.0an.a -a0es< %cco5n. 6an1er 7Jan =85 > &i00 (a.e;
*esponsi3ility for the gro'th % profita3ility of Sonata9s mar.ets in the South (ast region ):;, +/, !N,
!<, NC, SC, ;/, 6S, in &S;, overseeing the day5to5day operations4 I also lead .ey client relationships
and 3usiness development activities 'ith a focus on accounts in the Commercial Soft'are #roducts
segment4
$on/i2en.ia0 Pa1e ,o: 1
Rakesh Jain Ph: +91 99452 78316 jainrakesh22@yahoo.com
Sales Management
Three fold GO to Market approach:
Independent software Vendor ;ctively involved in targeting ISs in the S( region for the
offshore/onsite engineering services4
!rincipal "Microsoft# relationship In vie' of Sonata9s alignment 'ith Microsoft on Microsoft
BI ) S=/ reporting services, , it is very important for us to maintain a very sound relation 'ith
Microsoft field rep, account managers, MCS % #artner managers4 ;ctively involved 'ith the
Microsoft representatives in relationship 3uilding4
B$siness !artner 5 #ursue relationships 'ith Business #artners in the target mar.ets ) primarily
in Microsoft BI, to generate revenue from strategic alliances4 !he partnership 'as a t'o fold
approach "
o $ffshore development center for the partner9s s.ill need ) customi>ation/ DB
migration/vertical solution set offering etc,
o $nsite resource augmentation
%chie&ement:
Successfully ac?uired @ ne' clients for Sonata in +A 1@51B
I 'as instrumental in ac?uiring one of the largest deals ever for Sonata4 I 'as nominated as
Cemployee of the ?uarterD for my contri3ution in this particular ac?uisition4
%cco$nt Management
*esponsi3le for managing % gro'ing client relationships 3y 3uilding a Etrusted advisor9 status
'ith clients through a high5touch, consultative approach % ensuring the highest degree of client
satisfaction4
#roactively participate in client meetings 5 see. inputs/ feed3ac. and actively engage proFect
sta.eholders, including users, client management and Sonata9s #roFect Delivery team)s, to
successfully incorporate rapidly changing re?uirements4
;ct as the local contact point for all clients in the &4S48 resolve proFect delivery issues that arise
during proFect implementation 3y coordinating 'ith the proFect delivery teams in India4
%chie&ement:
Successfully managed accounts ranging from G011 6 to G@Million deal si>e4
*esponsi3le for H fold gro'th in the existing account9s 3usiness4
'ompan( Sonata Soft'are /td, Bangalore
)epartment International marketing Gro$p "Business Development :roup,4
!eriod *$ne +,,- to *an +,,. "// Months#
$on/i2en.ia0 Pa1e ,o: 2
Rakesh Jain Ph: +91 99452 78316 jainrakesh22@yahoo.com
;s a Senior (xecutive for offshore sales and mar.eting support, I 'as responsi3le for $ffshore I!
Services 3usiness development activities handling the follo'ing responsi3ilities7
#re5Sales support in ne' client ac?uisition for Sonata9s &S % &6 Sales offices4
;ccount Mapping7 Building detailed account profiles for all target accounts )across industry verticals,
and creating specific value proposition, mar.eting plan for the events/conference4
/ead :eneration7 &ncovering prospect re?uirements through research % discussions 'ith C5level I!
(xecutives and driving the sales process through a com3ination of e5mail mar.eting % telesales4
#roposals7 #reparation of responses to *+#/ *+I and proposals for #ilot #roFects4
Contract +ormation7 ;s a pre sales support, Fo3 responsi3ility also include 'or.ing on the Contract
'ith the help of Sonata9s legal department4
%chie&ement7
*esponsi3le for I ISs and 0 partner 'in4
# ( ? $ % & ! O ,
0d$cation
Master in Business ;dministration, Sydenham Institute of Management, Mum3ai &niversity5I1104
$on/i2en.ia0 Pa1e ,o: 3