DIGVIJAY PEDNEKAR
Regional Cybersecurity Sales Leader
Nairobi
Summary
Performance-oriented Cybersecurity Sales Leader offering exceptional record of achievement in different roles over 12+ years.
Motivated individual with experience in Channel and Account Management.
Excellent exposure in IT Infra, Security and Analytics portfolio within East Africa, West Africa, South Africa, IOI & SADC.
Overview
14
14
years of professional experience
8
8
years of post-secondary education
1
1
Certification
Work History
Territory Account Manager
Forcepoint
Nairobi, Nairobi Province
06.2022 - Current
- Led new account development and/or expanding existing accounts through business to business sales of Forcepoint software licensing, appliances and services to accounts.
- Worked with the Regional Director, develop and implement specific territory account plans and opportunity plans in support of company goals and quota objectives.
- Effectively engaged sales resources: SE, Channel, Solutions Sales teams and Executives on the development and implementation of customer account plans.
- Used the CRM system effectively, responsible for the development, management and closure of forecasted opportunities.
- Managed and drive revenue through complex, multiple go-to-market strategies.
- Executed complex sales and effectively manage the sales process and activities.
- Exceeded sales quota.
Channel Sales Manager
Redington Gulf
02.2018 - 11.2021
- Owned & successfully managed a very large portfolio of multiple security & analytics OEMs covering more than 10 countries, over 50 strategic partners and achieving target of $12Million + in revenue.
- Played pivotal role in establishing analytics practice in region which I took as challenge and additional responsibility to my security portfolio.
- Identified, developed & enabled new channel partners and end customers in the region.
- Played key role in vendors GTM strategy by providing first hand information on ground.
- Participated in partner planning process based on GTM that develops mutual performance objectives, financial targets, and critical milestones associated with productive partner relationship.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Ensured partner is enabled enough to drive business objectives.
- Ensured partner compliance with Channel Partner programs and agreements.
- Managed direct/channel conflict by fostering excellent communication between channel and direct teams.
- Managed accounts to retain existing relationships and grow share of business.
- Built relationships with customers and community to establish long-term business growth.
- Set weekly goals for 2 inside sales representatives.
- 3 presales & 2 inside sales were reporting to me
Manager IT Projects
Avents Impex Private Limited
Nairobi, Nairobi Province
04.2016 - 12.2017
- Helped the organization to get an entry into African market and delivered 3 key projects within a short span.
- Played a crucial role in building IT services practice within the organization. Responsible for selling companies services into the African market and meet the revenue targets.
- Maintain organization's effectiveness and efficiency by defining, delivering, and supporting strategic plans for implementing information technologies. Recommend information technology strategies, policies, and procedures by evaluating organization outcomes; identifying problems; evaluating trends; anticipating requirements.
- Complete projects within the stipulated timeframe by coordinating resources.
- Verify application results by conducting system audits of technologies implemented.
- Sign-off the projects as per the project plan and submit relevant documentations.
Presales Consultant - Checkpoint
Virtual Works Africa Ltd
Nairobi, Nairobi Province
01.2014 - 04.2015
- Presales and technical support covering all sales and marketing efforts, including understanding of Medium to Large enterprise security networks, drafting an optimized solution, budgeting/presenting it to the C level and converting it to a sale. Conducted Security checks, Network audits or Demos with the help of Vendors technical tools.
- Presenting the solution to the customer and make them understand the same, clarifying any doubts further.
- Prepared BOMs as well as bidding documents using vendor's commercial tools.
- Implementation/support to major clients in the region along with Project management and reporting.
- Acted as a primary technical and conceptual sales support contact for customers.
- Attended various trainings by the Vendors across the region.
- Trained the sales and technical team keeping them up to the competitive information and guiding them on how to pitch specific solution in the market.
- Provided training updates, seminars and workshop for main partners and prospects as well.
- Worked closely with all Account managers, channel manager, marketing manager on achieving the common goal of “Sales”.
Network Specialist
Vitage Systems
Bengaluru
06.2011 - 12.2013
- To understand the requirement of prospective clients and propose a solution.
- This includes providing Presales presentation, conducting POC as per the interest shown by the client.
- Providing on-site installation, configuration, licensing of the devices.
- Prepare a project report and hand it over to client.
- Providing technical training to the customer, enabling him to manage the same.
- Providing post-sales remote support and troubleshoot the issues.
- Contact TAC, raise SR, escalate the issues and get the solution.
- Attend various seminars arranged by principle or disti understand the technology.
- Convey the same tech update to our team and if needed arrange a technical session with principle or distributor. Supervising team of 3 members.
Education
MBA - Operations Management
Assam Downtown University
India 06.2012 - 06.2017
Bachelor of Engineering - Electronics
Pune University
Pune 06.2008 - 06.2011
Skills
Territory Management & Expansion
Account Planning, Penetration & Development
Sales Presentations & Sales Strategy
MEDDPIC & Clari
Territory Management- Channels Building
- Business Planning
- Product positioning
- Sales Forecasting
- Price Structuring
- Decision Making
- Sales Projections
- Networking Events
- Negotiation
- Issue Resolution
Accomplishments
"President Club Award" winner for FY2024 at Forcepoint
"META Hall of Fame Award" for outstanding achievement in annual plan 2024 at Forcepoint
Awarded as "Outstanding Sales Contributor - Redington" for MEA region in 2020
Awarded as "Outstanding Sales Contributor - Redington" for Africa region in 2019
Certification
Forcepoint, Automation Anywhere, Tableau, Gigamon, Palo Alto Networks, Imperva, Digital Guardian, Symantec, Fortinet & various other vendors - Multiple Sales & Presales Certs
Timeline
Territory Account Manager
Forcepoint
06.2022 - Current
Channel Sales Manager
Redington Gulf
02.2018 - 11.2021
Manager IT Projects
Avents Impex Private Limited
04.2016 - 12.2017
Presales Consultant - Checkpoint
Virtual Works Africa Ltd
01.2014 - 04.2015
MBA - Operations Management
Assam Downtown University
06.2012 - 06.2017
Network Specialist
Vitage Systems
06.2011 - 12.2013
Bachelor of Engineering - Electronics
Pune University
06.2008 - 06.2011