shiva kapahi

Own end-to-end global enterprise account management and sales across prospecting, solution positioning, commercial negotiation, closure, onboarding and account growth. Drive strategic engagements with C-level executives and provide deep solution expertise across Layer 3 IP Transit, IP VPN, and Dedicated Internet Access.

Owned quota-carrying enterprise sales, strategic account growth and new-logo acquisition across India, with focus on CX consulting and solution selling. Led C-level sales conversations and closed high-value enterprise opportunities.

Managed healthcare accounts across India and APAC, driving business development, lead generation, account growth, monthly billing and revenue ownership. Directed international Inside Sales operations across EMEA and Middle East.

Managed the full B2B sales cycle from prospecting and qualification through proposal, negotiation and deal closure, delivering monthly revenue and quarterly forecast targets. Used Salesforce, Cognos, QlikView and SQL for CRM, pipeline management, account analysis and forecasting.

Led a team of 18 inside sales representatives against appointment-setting and revenue targets. Delivered training on consultative selling and communication; managed market research and executive reporting.

Conducted market research and analysis for new products and regions; supported product launches and business growth initiatives. Trained team members and managed client negotiations and relationship activities.

Managed sales, business development and key accounts with leading Telecom Service Providers. Generated USD 1M revenue in a single year through repeaters and in-building solutions.

Completed PGDM in Marketing and International Business in December 2010.

Completed Bachelor of Biotechnology in December 2007.