Nikhil Kelkar
Paris
Summary
Dynamic Sales, Strategy & Partnership Development Leader with a proven track record of forging technology & strategic alliances that drive significant revenue growth. Expertise in innovative partnership management and go-to-market strategies, consistently exceeding annual growth targets by over 100%. Known for strong change management capabilities and effective cross-functional collaboration, committed to fostering sustainable organizational success.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Sr. Partnership Leader
ESI Group
Greater Paris Metropolitan Region
04.2023 - Current
- As a Technology Partnerships and Strategic Alliances Leader I play a pivotal role in shaping the future of our organization by identifying, developing, and nurturing strategic alliances and key technology partnerships
- Collaborate with key stakeholders to drive growth, create value-added solutions, and unlock new opportunities for the company
- Create and implement an alliance strategy aligned with the company's business objectives
- Identify and prioritize partners that align with target markets and growth goals, such as Technology Partners and Go-to-Market Partners
- Develop joint Go-to-Market (GTM) strategies with partners to enhance market reach
- Identify, recruit, and onboard strategic partners across 'Sell to,' 'Sell with,' and 'Sell through' models
- Build and maintain strong relationships with key partners
- Design and manage partner programs and initiatives to support joint success and drive revenue growth
- Set performance metrics for partners & conduct regular business reviews to assess performance and identify improvement areas
- Lead cross-functional teams to implement partnership initiatives and projects
- Stay ahead of industry trends, competitive Landscape and identify emerging opportunities to inform partnership strategies
- Oversee the legal and financial aspects, negotiate and manage partnership agreements, creating a win-win framework and compliance with company policies
- Explore Merger & Acquisition opportunities
Global Channel Sales Enablement Manager
ANSYS, Inc.
Paris Area
01.2019 - 04.2023
- 4+ yrs experience in to Channel & Alliance development and Sales enablement
- Lead and coach global channel partner teams of quota carrying software sales professionals for new acquisition products
- Sales & Technical enablement specialist for software products
- Strategic mindset: identifies future possibilities and translating them into actionable strategies
- Achieved 95%, 100% & 110% of yearly objectives in 2021, 2020 & 2019 respectively
International Inside Sales Manager
ANSYS, Inc.
Paris Area
04.2015 - 12.2018
- 3+yrs experience as Inside Sales Manager & global process owner leading 7 inside sales (IS) executives
- Hired, motivate, mentor, and provided training to IS reps to increase efficiency, productivity, and skillset
- Achieved 125%, 130%, 110%,125% of yearly objectives in 2018, 2017, 2016 & 2015 respectively
Sr. Inside Sales Specialist
ANSYS, Inc.
Paris Area
03.2014 - 03.2015
- Sr
- Inside sales expert in development of Sales, pre sales & inside sales activity for international regions - India, South East Asia, Russia, Japan & South Korea
- Achieved 125% of yearly objectives in 2014
Responsable Commercial International
Reed Midem
Paris Area
08.2012 - 03.2014
- Successfully over-achieved (175%) yearly revenue targets for Mipim & Mapic Customers in Asia, Oceania, Northern & Central Europe, UK, Africa
Business Development
DOZ
Lyon Area
08.2011 - 07.2012
- 1+ yrs experience in kick starting SEO crowdsourcing business in Europe & Americas
- SEO Google Analytics & Online Marketing Sales expertise
- Won 3 deals to achieve total business $200K
Territory Manager
Avotus Corporation
Mumbai Metropolitan Region
09.2010 - 06.2011
- Drove Account Management to build Customer Relationship for upselling & Cross Selling direct & with new channel partner acquisition
- Achieve 100% of yearly objectives in 2011
- Built 2.0M $ opportunity pipe in 4months
Business Development Manager
Xoriant Corporation
Mumbai Metropolitan Region
05.2009 - 09.2010
- Business Development of Sales, pre sales & inside sales activity for Software Solution & US Staffing
- Achieved 100% yearly revenue targets with 8 new customer logos
Business Development - Sales & Marketing
MAIA Intelligence
Mumbai Metropolitan Region
09.2007 - 05.2009
- Business Development Executive for Business Intelligence Software Tool in PAN India region
- Achieved 75% yearly objectives
- Won first ever deal in Medical & Automotive for the company
Business Development Executive-Global Marketing
3i Infotech
Mumbai Metropolitan Region
06.2006 - 08.2007
- Worked as part of the Global Business Development team
- 26 New leads Qualified for Insurance Management Portal Product in Americas
Education
Executive MBA - Leadership, Strategy, Innovation and General Management
ESSEC Business School
05.2023
Executive MBA - Business Administration and Management, General
Mannheim Business School
05.2023
Bachelor of Engineering - Electronics
University of Mumbai
Mumbai07-2006
Executive Eductaion - Global Business and Public Policymaking
Georgetown University McDonough School of Business
Georgetown06.2022
Executive Education - International Business
HEC Paris
12.2018
Executive Education - Business Deals in ASIA
Essec Business School - APAC
Singapore12-2022
Executive Education - Digital Transformation and Big Data
SDA Bocconi
04.2023
Skills
- Strategic Partnerships Development
- Technology Partnership Relationship Management
- Go-to-market strategies
- Mergers and Acquisitions (M&A)
- International Business Development
- Cross-Functional Collaboration
- Contract Management
- Automotive and Aerospace Expertise
- Skilled in Multilingual Communication
- Proficient Leadership
- Effective Change Management
Certification
- Global Business and Policy Making
- Asian Economics and Global Politics
- Developing an A&D Digital Twin/Digital Thread Position - a Lesson in Consensus Building
- International Business Development
- Innovation and Digital Transformation Journey
Languages
English
First Language
French
Proficient (C2)
C2
Hindi
Proficient (C2)
C2
References
References available upon request.
Timeline
Sr. Partnership Leader
ESI Group
04.2023 - Current
Global Channel Sales Enablement Manager
ANSYS, Inc.
01.2019 - 04.2023
International Inside Sales Manager
ANSYS, Inc.
04.2015 - 12.2018
Sr. Inside Sales Specialist
ANSYS, Inc.
03.2014 - 03.2015
Responsable Commercial International
Reed Midem
08.2012 - 03.2014
Business Development
DOZ
08.2011 - 07.2012
Territory Manager
Avotus Corporation
09.2010 - 06.2011
Business Development Manager
Xoriant Corporation
05.2009 - 09.2010
Business Development - Sales & Marketing
MAIA Intelligence
09.2007 - 05.2009
Business Development Executive-Global Marketing
3i Infotech
06.2006 - 08.2007
Executive MBA - Leadership, Strategy, Innovation and General Management
ESSEC Business School
Executive MBA - Business Administration and Management, General
Mannheim Business School
Bachelor of Engineering - Electronics
University of Mumbai
Executive Eductaion - Global Business and Public Policymaking
Georgetown University McDonough School of Business
Executive Education - International Business
HEC Paris
Executive Education - Business Deals in ASIA
Essec Business School - APAC
Executive Education - Digital Transformation and Big Data
SDA Bocconi
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