1. Raman Dua
| ramandua1@ gmail.com / 416-890-0967 -Cell / ca.linkedin.com/in/ramandua/
PROFESSIONAL PROFILE
Sales / Territory / Accounts / Channels Management/ Virtualization/ Cloud Sales Leader
• Result oriented highly experienced IT sales leader with Microsoft Canada, responsible for managing Inside Sales TSS reps,
SAM Managers. During my tenure at IBM Canada of over 14 + yrs as an account manager, business development executive
managed partners coast to coast, customer in various industry verticals, build long term “outside the box” relationships,
managed multiple high focus, strategic, competitive accounts at any given time, made sure customer satisfaction score is at 100
% or over by providing team leadership, account management, sales management, marketing strategy. Industry vertical(s)
managed: Finance, Insurance, Public Sector – Ontario & across Canada. Seasoned and well versed in managing channel
alliance partnerships, business development, strategic account planning, staff training. Specialize in developing and executing
strategies that increase market share. New business development and capitalizing on growth opportunities lead to my successful
track record as a top contributor and achiever year after year. Technically well versed in Microsoft Azure, Cloud Infrastructure,
Productivity suites, IBM’s/ HP, NetApp/HDS/ Intel architecture, storage networking – FC, iSCSI, FCOE, etc., Storage &
Server Virtualization tools –VMware, Hyper-V, Citrix, IBM Power servers, Blades Converged systems, IBM Pure Flex,
Enterprise software, Soft Layer Cloud, Mobile Security, Tivoli Software. Well versed with Microsoft CRM Dynamics MSX,
Salesforce.com, Oracle Applications, Siebel, SAP, Hoover, Hyperion, etc.
EXPERIENCE:
National Inside Sales Manager, Microsoft Canada (Invenio) March 2015 – Present
• Responsible for managing a large team of over 20 inside sales reps which includes TSS, SAM Managers, etc. TSS -Technical
Sales Specialist reps on my team provide technical expertise to customers and Field sales teams. Besides technical expertise,
our core mission is focused on creating net new opportunities / business development.
• Responsible for managing, maintaining external /internal stakeholders.
• 1st
half result – 100 % attainment as a team. QTD: over 175% for Jan 2016
• As a sales leader, increased collaboration among various sales programs, sales teams, marketing team by strategizing weekly
hurdles, weekly sync’s. Leveraging this time to share workload success stories and brain storm new tactical opportunities,
discuss upsell, cross sell opportunities in a direct sales motion.
• Strategize on how to uncover net new opportunities, increase consumption % in high important growth workload areas –
Microsoft Azure, Office365, CRM, SQL Server, Virtualization tools, etc.
• Responsible for motivating sales reps on an ongoing basis, maintaining positive team environment focusing on driving net new
opportunities by leveraging multiple sales tools – LinkedIn- Social media, Microsoft Dynamics, cold calling, email, Inmail.
• Responsible for coaching reps either in a group or 1x 1 on account management, customer service, how to leverage case studies
and success stories, mentoring and motivating direct reports.
National Sales Manager – Open Decisions April 2014 – March 2015
Business Development Executive - IBM Field Channels – Storage / Software Jan 2012- March 2014
• Responsible for executing and implementing IBM Storage, Enterprise software strategy, managing IBM strategic alliance,
building, maintaining relationship with Canada’s Elite and Specialty channel partners (CDW, Metafore, Compugen, Insight,
MicroAge, SoftChoice, etc.) distributors (Ingram Micro, Arrow, Avnet and involved with Financial sector customers –
TD, CIBC, BMO, RBC, etc. Responsible for managing QBR (in depth approach on growth strategy and current state). Helping
partners across Canada achieve growth by helping make joint four legged calls either in person or over the phone. Responsible
for developing a creative winning solutions for IBM by scheduling quarterly customer lunch meetings, scheduling strategic IT
planning sessions for customer’s, product transition meetings, scheduling/ hosting new IBM IT initiative announcement
conference calls or onsite meetings. Hosting competitive accounts, decision makers and C- level executives. Gather feedback
from Partners on challenges, issues and activities to IBM Senior Sales and Marketing management teams in order to build
promotions and incentives. Responsible for driving IBM Storage Software, Tivoli Cloud and IT Optimization software.
Weekly forecast that includes pipeline review and activities to drive net new opportunities. Educate IBM’s Resellers on a
quarterly basis on all new announcements and promotions. Build and maintain all relationship within multi-vendor resellers.
Help solidify strong relationship with end users by working with resellers through events, conference and meetings. Achieved
and grew IBM channel Storage and IBM Storage software revenue by over 14%.

2. Achievements:
Over achieved attainment for both primary and secondary elements in year 2012, 2013. Attained 131 % in year 2012 and 107 %
in year 2013. 100 % CSAT score. Passed Audit with 100% accuracy 2012, 2013, 100 % Partner Survey Satisfaction Score.
IBM Certified Server / Storage, Enterprise Software (End User) Sales Spec Jan 2003 - Dec 2012
• Efficiently managed strategic IBM Large Strategic / Tactical Enterprise - Finance, Retail, Insurance, Public, Health Care Mid-
Market sales verticals in Canada and US. Proactively engaged and managed and collaborated with major partners, providing
tactical sales leadership to CDW, SoftChoice, Compugen, Metafore, Canada Computers, Tiger Direct, etc., Ingram Micro, Tech
Data, Arrow, Avnet. software teams to identify and progress opportunities in net new accounts and convert them into IBM
accounts. Negotiated at multiple accounts purchase of VMWare from IBM (rather than directly from VMWare) resulting in
200k USD incremental revenue. Collaborated with cross-brand teams, in turn this resulted in $800k USD of incremental
revenue. Responsible for providing business direction to IBM bid desk and pricing team. Strategize new growth initiatives to
exploit new promotions and incentives to help drive and progress new and current sales opportunities. Create and develop sales
plays with Partners, IBM Technical Reps to help Partners leverage. Provide leadership with cross-functional teams to drive
channel results. Achievements:
• 211 % revenue attainment in 4th quarter of year 2009 and overall 165 % revenue attainment for year 2009. Over achieved
revenue plan for straight 6 quarters. Over achieved 1st half of 2010 for primary sales target and secondary sales target.
Achieved 145 %, 135% in 1st half and 139 % and 134 % in the 2nd half of 2011. Responsible for signing up 13 key Large
Enterprise strategic systemX, blades, VMware customer references in the last 18 months at IBM Canada. Only rep. Recognized
by Canadian GM Dan Fortain in 2010 and IBM GM Bruce Ross in 2011-2012. Awarded rep of the quarter twice (Q2 2009 and
Q3-2009), awarded MVP twice in 2009 and rep of the year for 2009.Achieved quarterly challenges in 2009 and 2010 and 1st
quarter 2011. Underwater IBM Blade Converged Systems Test.
Instructor- Computer Science Program George Brown College, St. James Campus, (Part Time) 2007- 2009
IBM Inside Sales Rep (Personal Computing Division) 2000-2003
Awards:
• IBM Sales Eminence Award – 2011, 2012
• IBM 100 % achievement club 8 times. IBM Global Sales School Expert Mentor for sellers.
• Certificate of Excellence for Lead Pass Pilot. 4 IBM quarterly awards in 2009 and rep of the year 2009. Member of IBM
North HEAT (high energy action team). 8 high performance monthly sales awards. IBM HIT (High Impact Sales
Training). Recognized and Rewarded for consultative selling techniques
• CRM Siebel IBM Blue Belt Certified. Awarded with Vice President’s / Director’s award for consistent high
performance. Universal Verification and Test System Execution team member for Blue Horizon 2.3 release. Junior
Achievement volunteer. Experience in global fulfillment & pricing strategies. Detailed knowledge of IBM sales routes and
channels.
EDUCATION:
Masters / Post Baccalaureate Graduation - Information Technology 2000
DeVry University, Toronto, ON, Canada / Graduated with High Honor’s with average GPA 3.5
Delhi University Bachelors of Arts 1996
NetApp Sales Storage Certified 2014, NetApp Flash Storage Sub Systems Technical Certification 2014
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3. IBM Total Storage TOP GUN certification 2009, VSP – VMware Sales Professional Certified -2009, IBM Storage Sales
Certification – 2013, IBM sales and technical systemX / Intel / AMD / IBM Director Certification – 2005, 2007 IBM trained on
Planning & Implementation of Storage Area Network (SAN) – 2005. Microsoft Licensing – 2015.
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