You are on page 1of 6

Hanumanth Hawaldar

: + 91 9945645559 :

Professional Summary:

MBA graduate in International Sales & Marketing with 12+ years of experience in Sales, Marketing
& Operations with senior level experience in all aspects of Sales strategy, planning, People &
Partner Management and effective Global Channel sales program management.

Core Competencies:

Managing Technology Business Development Personal

Sales Administration Microsoft Office Account mapping MBA Graduate

Partner Programs Cloud technology Competitor Intelligence Negotiating skills
Partner management Document cloud Proposal writing Career orientated
Developing new
Account management Mobility, BI , Analytics Quick Learner
Channel management CRM's - SFDC , Oracle, SAP Lead management Networking skills
Operations Management Digital Marketing & Media Up sell & Cross sell Highly motivated
People management Security Products Value selling Hard Worker

Professional Experience:

McAfee Software India Pvt Ltd May 2017 – Till Date

Role: National Channel Manager – India & SAARC.

 Responsible for driving revenue through partners to Build and leverages successful executive-
level relationships with resellers (VARs), distributors, and large customers within the

 Responsible for development of reseller partner ecosystem, channel sales strategies, goals and

 Coordinate the involvement of field sales engineering, support, service, and management
resources, to meet partner requirements.

 Working closely with McAfee account managers and channel partners on closing large
enterprise deals.
 Proactively lead a joint partner planning process that develops mutual performance
objectives, financial targets, and critical milestones with partners.

 Ensures partner compliance with partner agreements.


 Achieved target 140% of my target $ 4.8 million vs $ 3.4 million revenue.

 Spear headed migration project and migrated 600K licenses vs 500K licenses to ENS platform
in 3 quarters across India.

 Promoted as National Channel Manager.

Adobe Systems India Pvt Ltd March 2012 – Sept 2016

Role: Assistant- Manager Partner Operations.

 Managed demand generation for enterprise business segment which contributes $1 billion
revenue annually.

 Launched & Managed Adobe Partner Connection Channel Sales Program for APAC which
generated revenue of $ 300 million.

 Managed all sales & operational aspects of rolling out the Adobe Partner Connection program
in region. Conduct internal trainings for local Channel Team.

 Managed the lead generation team & Deal Registration Program including deal approvals,
payment status, payment calculation & review, and sales management reporting.

 Worked with Channel Sales team in development of Flexible Rebate Target KPIs and
measurement of results.

 Work with Channel Marketing team to manage Marketing Funding program approvals from
an administrative perspective. Provide systems access to partners and review/approval all
partner claims.

 Work with Channel Marketing team to develop and ensure current materials on the Partner
Portal and Partner Sales Center. Manage future version controls and release cycle of any
updates to the Regional Adobe Partner Connection Program Guide.

 Responsible for transition the existing customer base to cloud. Moved 45% of existing account
to adopt the cloud technology over the traditional perpetual model.


 Launched Adobe Partner Connection Channel Partner Program in APAC in Q4 FY-12 & Greater
China in Q1 FY13.

 Generated $ 350 million vs $ 300 million revenue though APC channel program.
 Transitioned existing customers to could by 45% vs 50%.

 Closed biggest deal for creative cloud deal (600 seats) with NHN entertainment in FY13

 Awarded Performance Excellence-Award for Q1 FY13.

 Awarded Outstanding Performance Award for FY13.

 Awarded Leading By Example- Award for Q3 FY14.

SAP India Pvt Ltd July 2011 - March 2012

Role: Maintenance Go To Market -Executive – India

 Grow and retain Maintenance business in the SME segment & Partner Edge Program for SAP
A1 & B1 products in India & entire APJ region.

 Enable & develop the SMB channel across India & APJ.

 Managing distributors like LSI (E-Sys), HP & KLG for B1 business.

 Liaison between SAP (internal/external) Distributor and Partner.

 Conduct Self Declaration programs (B1 Product) for License Compliance.

 Create MAR cases & terminate contracts & block support.

 Calling customers and explaining them the value of being under maintenance support.

 Making sales & support presentations to customers through webinars.

 Generating revenue to company by getting maximum partners / customers under support.

 Actively follow up with customer’s reseller & disti’s for pending AR.


 Achieved 116% of target INR 3.5 crore revenue vs $ 3.0 crore on maintenance business.

McAfee India Software Pvt. Ltd July 2007- July 2011

Role: Senior Inside Channel Account Representative.

 Responsible for professionally representing McAfee. Conduct candid discussions with the
customers about McAfee and its products, converting potential customers to qualified sales

 Managed & assisted the CAM’s to achieve a target of $50 million from the named partners.

 Competitive positioning in existing renewal accounts against the likes of Symantec, Trend
Micro, Kaspersky and Microsoft among others.
 Drive towards improving risk posture on partner recruitment, compliance and termination
processes, in turn providing a stable platform to channel integration.

 Assist CAM in delivering necessary monthly management reports, including sell-through

analysis and partner sales training reports.

 Focused and responsible in Account management for Small and Medium Enterprise Accounts,
like Account renewal, Up selling and Lead Generation for respective partner account.

 POC for the newly acquired channel partner sales rep on McAfee channel business model,
product, services and programs.

 Manage promotions, campaigns & offerings for the customer and partner community through
all the routes to market.

 Manage available Market Development funds (MDF) budgets for campaign execution or other
relevant partner marketing activities.

 Work closely with partners & drive marketing promotions, and successful campaigns.

 Conduct regular meetings with partner team management to discuss sales figures, Business
pipeline, targets, current and potential forecast.

 Generate weekly partner success Report.

 Connect with internal teams to ensure timely resolution for partner related issues


 Received Award for being the Best New Business Rep in Nov & December 2007.
 Received Award for being the Best Inside Channel Account Rep 6 times from 2008-2009.
 Achieved $ 46 million Vs $ 45 million annual quota for Dell for the FY 2008-09.
 Achieved $ 43million Vs $ 50 million annual quota for Dell for the FY 2009-10.
 Maintain consistency in Performance always achieved targets & many times over achieved.

Partners Managed:

1. Dell USA & Canada

3. Insight UK
4. RMS Managed ICT Security Ltd (Redstone)
5. Trustmarque Solutions
6. PSS (Partner Security Service) Saas Partners

Nous Infosystems Sept 2006 – May 2007

Role: Senior Executive- Customer Support

 Job Profile includes calling the customers and selling mobile connections.
 Verified all the team sales & performed Credit Check.
 Uploaded all the sales data to client’s software.
 Maintained all sales & attendance report. Assisted team in sales escalations & also oversaw
team in the Team Leaders absence.

 Received Award for being the highest number of sales converter.

 Was promoted as verifying officer & Acting Team Lead.

Hinduja TMT (Immaculate Interactions) Jan 2004- Feb 2006

Role: Senior Executive- Customer Support.

 Job Profile includes calling the customers and selling mobile connections.
 Performed credit check on all the sales done by team.
 Assisted team in sales escalations.
 Responsible for training the new Reps on products.


 Received Award for being the Best performer.


 MBA (International Sales & Marketing) from Indian School of Business & Management.
 Bachelor of Commerce from, Gulbarga University, Sindhanur.

Certifications :

 PMP PDU's completed.

 Wilson Learning for Inside Sales Excellence
 New manager orientation
 Security Market Overview
 Prospecting to Top Officers & Blue , Green Belt for Sales

Computer Skills :

 Proficient in Microsoft Office, such as Word, Excel and Power Point.

 SFDC, Oracle SIBEL & SAP.

Personal Details

 Date of Birth : 03: 07: 1981

 Gender : Male
 Nationality : Indian
 Linguistic Capabilities : English, Hindi, Kannada, Telugu.
 Passport # : Z3496673.
 Marital Status : Married

I hereby declare that all the information provided above are true to my knowledge.
P.S. References would be provided if required.

Place: - Bangalore Hanumanth Hawaldar.