Pankaj Kumar

Experience

• 

  HGS - Hinduja Global Solutions

  Feb 2007 - Aug 2009

  Client Tech Support Associate

  Networking based troubleshootCovad networks and Earthlink networks (pilot project)Ticket management Initial/First level US based telephone carrier issue identificationTesting lines with Field techniciansCritical Incident Management

• 

  Dell Technologies

  Oct 2009 - Sept 2016

  Dell AustraliaEnterprise and SMB Account relationsComputing recommendationsSpare Parts upgrade/upsellAnalyzing the location based computing/networking/storage necessity for Australian firm and educating the clients about business prosperity-entertainedWork with Inside /Outside Sales Representatives at Dell AustraliaEND to END Order managementOrder infrastructure issues resolutionSpare parts planning and forecasting relationsPromoting Dell customers and solutions and services. Show less

  • Inside Sales Product Specialist

    Aug 2013 - Sept 2016

  • Technical Support Specialist

    Oct 2009 - Aug 2013
• 

  Dell Technologies

  Nov 2016 - Aug 2023

  • Understand GCC & Distribution specific programs such as Partner Direct, deal registration, etc. and be able to articulate the benefit that the organization brings to the channel. Know our competitors programs to be able to position and differentiate the value of Partner Direct. Comply with all rules around account engagement and overlay booking processes for reseller teams. This includes proactive contact with direct teams, identifying end users, ensuring export compliance satisfied, etc. Attend all quarterly training sessions and team meetings. Attain or exceed Champions Level requirements.• Acquire and build out new accounts with contacts within your territory. Depending on the type of partner (Fulfillment, Solution Oriented, or Value Oriented) will require different approaches. Identifying the right resources to engage that will help the partner maximize their potential revenue spend with Dell. Know all aspects of customers, the channel sales market place, knowledge of the technology industry, and competitive posture of the companies you serve. Strive to be seen as part of customer’s total technology solution and trusted advisor. Be able to apply the Direct Model as it applies to Partners and position the wide array of products/services to offer.• Provide sales, technical, and administrative information to existing partner base. Receive bids/request for quotes, price opportunities effectively, and respond in a timely manner. Obtain special pricing authorization in POET, respond in a timely manner to requests (be it on the phone, e-mail or voicemail), and proactive follow-up on all opportunities. Understanding & execution of purchase order, credit/collections, tax and customer care forms. Enable customers through online and self services tools like Partner portal.Penetrate net new accounts or existing zero to low spend accounts that have high potential spend by utilizing all necessary tools such as RAD data, Hoovers, customer’s website, etc. Show less

  • Inside Distribution Account Manager

    Apr 2018 - Aug 2023

  • Sales Operations Specialist

    Nov 2016 - Mar 2018