Summary
Overview
Work history
Education
Skills
Certification
Affiliations
References
Timeline
Generic

Abhishek Naroia

Summary

Accomplished professional with extensive expertise in client relationship management, strategic planning, and customer retention strategies. Proven track record in upselling techniques and cross-functional collaboration, with significant experience in project management and stakeholder engagement. Adept at analysing key performance indicators and utilising SaaS platforms to drive business growth. Skilled in change management, GDPR compliance, and proficient in Microsoft Office. Demonstrated success in sales and marketing strategy, contract negotiation, profit and loss analysis, new business acquisition, B2B sales, and business development. Familiar with the tender submission process and effective customer onboarding. Committed to fostering efficient teamwork and communication within diverse environments.


I have completed my MBA from Newcastle University Business School (Russell Group and triple accredited) with a specialization in Finance and Investment. During my MBA, I learned fundamental business skills and acted as a consultant for prominent organizations such as Northumbrian Water, Bazaar Group, Greggs, Sage, Brewin Dolphin, Lloyds Bank, and HSBC. This academic and professional journey has equipped me with comprehensive knowledge in business management, strategic thinking, and leadership.

Overview

13
13
years of professional experience
6
6
years of post-secondary education
1
1
Certification

Work history

Corporate Consultancy Project - MBA

Sage
Newcastle, Newcastle upon Tyne
04.2024 - 09.2024
  • Spearheaded a consultancy project focused on how AI and digital technologies are transforming the accounting profession in the UK.
  • Analysed how AI enables accountants to shift from traditional bookkeeping and compliance roles to strategic advisory positions, providing real-time insights and personalised financial advice to clients.
  • Identified opportunities for accountants to use AI to improve client relationships through data-driven decision-making, financial forecasting, and risk management.
  • Developed actionable recommendations for Sage’s leadership, including the integration of AI tools in the accounting curriculum, and the importance of forming strategic partnerships with ACCA and AAT to establish industry-wide AI standards.
  • Recommended structured training programmes and the use of the Technology Acceptance Model (TAM) to promote AI acceptance among accountants, and ensure smooth integration of AI tools across different accounting functions.
  • Proposed a phased rollout of AI training for faculty and students, enhancing the employability of graduates, and ensuring Sage’s AI software becomes a standard within the accounting education ecosystem.
  • Addressed the regulatory and ethical implications of AI in accounting, including the need for transparent, accountable, and fair use of AI technologies.

Assistant General Manager- Enterprise Accounts (PAN India)

A P Securitas Pvt Ltd
New Delhi
10.2021 - 08.2023
  • Lead the sales strategy for electronic security products (such as surveillance systems, access control, and intrusion detection), and software-as-a-service (SaaS) solutions.
  • Identify and target potential enterprise customers, developing strategic relationships with decision-makers across industries (e.g. manufacturing, technology, healthcare). telecom, logistics and warehouse, manufacturing, banking, logistics, and retail.
  • As a managed service provider (MSP), tailored solutions to meet client needs, offering integrated hardware (such as cameras and sensors), and cloud-based video management platforms, or other SaaS-based services.
  • Present product features, benefits, and unique selling points to enterprise customers, emphasising the advantages of cloud-based systems, real-time data access, and security compliance.
  • Develop proposals, respond to RFPs, and lead product demonstrations or workshops to showcase the value of SaaS solutions.
  • Manage billing of more than £2 million, renewals, and upsell opportunities by identifying gaps or new needs in the client’s security infrastructure.
  • Provide consultative expertise by understanding the technical aspects of electronic security systems, and how they integrate with clients’ IT environments.
  • Maintain a thorough knowledge of industry standards (e.g. guidelines). GDPR for data protection, ISO standards for security management, and how security SaaS solutions ensure compliance.
  • Engage with C-suite executives and key decision-makers in enterprise organisations to present the ROI and business value of security and service offerings.
  • Monitor industry trends, competitors, and emerging technologies in the electronic security and SaaS sectors, using insights to guide sales strategies.
  • Manage pricing models, and service level agreements (SLAs) in the context of enterprise deals involving both hardware and service offerings.

Senior Manager- Enterprise Accounts (North India)

KocharTech Pvt Ltd
Gurugram
09.2020 - 09.2021
  • Identify new business opportunities in AI-driven automation, IoT-connected devices, and managed service offerings to address enterprise customers' specific needs within the electronic security industry.
  • Work closely with clients to understand their digital transformation goals, offering scalable, cloud-based managed services that optimise their operations, reduce downtime, and enhance operational efficiencies.
  • Present tailored AI-enabled e-surveillance solutions (such as predictive analytics, machine learning models, and intelligent automation) alongside IoT-based systems (connected sensors, smart devices, and cloud-integrated networks) as a comprehensive managed service.
  • Demonstrate expertise in emerging technologies, guiding clients through the adoption of AI and IoT solutions for applications such as predictive maintenance, smart buildings, and asset monitoring.
  • Drive customer success by focusing on long-term service level agreements (SLAs), and providing ongoing support and consultation post-sale, resulting in high customer satisfaction and retention rates.
  • Lead and manage a sales team distributed across North and South India, setting clear objectives, performance targets, and growth plans.
  • Coordinate cross-functional collaboration with marketing, pre-sales, and technical support teams to deliver seamless client experiences and ensure alignment with business goals.
  • Cultivate relationships with AI and IoT solution providers, technology vendors, and cloud infrastructure partners to deliver integrated solutions.
  • Provide regular sales forecasts, market intelligence reports, and strategic plans to senior leadership.

Team Leader- Business Development Consultant (NCR)

SIS India Ltd
Gurugram
10.2016 - 09.2020
  • Identify new sales opportunities, generate leads, and target MSMEs (Micro, Small, and Medium Enterprises) and B2C, contributing to significant growth in the sales pipeline and niche market reach during the launch of Alarm Monitoring and response services in India.
  • Oversee and manage a team of 25 sales and CRM professionals, ensuring alignment with business goals, and driving them to exceed sales targets. Achieved a 30% increase in overall sales revenue.
  • Developed KPIs, monitored performance, and provided regular feedback and coaching to help team members exceed sales targets, and deliver outstanding customer service.
  • Nurture and maintain strong relationships with key stakeholders and decision-makers to ensure high client satisfaction and loyalty, resulting in a notable increase in client retention, and leveraging client referrals.
  • Conducted regular client surveys and meetings to gather insights, design tailored solutions that meet client needs, and address issues proactively.
  • Provided consultative guidance to clients, helping them understand the benefits of additional products or services that align with their business needs.
  • Leveraged CRM tools to track client interactions, sales activities, and performance metrics, ensuring data accuracy and driving informed decision-making.

Technical Team Lead

Jindal Intellicom Limited
New Delhi
04.2016 - 09.2016
  • Manage and lead a team of technical support professionals, providing guidance, mentoring, and coaching to ensure they meet performance goals.
  • Conduct regular team meetings, performance reviews, and feedback sessions to foster development and teamwork.

    Oversee the handling of software and hardware troubleshooting for desktop, laptop, and peripheral devices, ensuring timely and accurate resolution of technical issues.
  • Ensure the team provides a high level of customer service, in line with service level agreements (SLAs).
  • Ensure the technical support team provides personalised, customer-focused support for clients across different time zones (UK, USA, Canada, and Australia).
  • Implement action plans to improve team performance where necessary, and identify areas for training and development.
  • Stay updated on the latest technologies and tools to enhance troubleshooting efficiency and team technical knowledge.
  • Maintain accurate records of support activities, including ticket logs, performance reports, and technical documentation.
  • Prepare regular reports for management on team performance, customer feedback, and key operational insights.

Solutions Engineer

Quatrro Global Services Pvt Ltd
Gurugram
10.2011 - 11.2012
  • Provided remote technical support via online platforms including chat, email, and video calls, diagnosing, troubleshooting, and resolving software, hardware, and network issues
  • Maintained high customer satisfaction by efficiently and effectively resolving client technical issues
  • Implemented and configured software solutions as per client requirements, guiding clients through the installation and setup processes
  • Documented and tracked support requests and resolutions using the company's ticketing system and created knowledge base articles for common issues
  • Collaborated with technical teams including development, QA, and operations to resolve complex issues and provided feedback to product development teams
  • Stayed updated with industry trends, technologies, and best practices through continuous learning and participation in training sessions and workshops
  • Communicated effectively with clients and team members, showcasing excellent interpersonal skills and strong analytical and problem-solving abilities.

Education

MBA in Business Administration (Finance & Investments) -

Newcastle University Business School
09.2023 - 09.2024

Licentiate degree in Leadership Development & Change Management - undefined

XLRI - VIL Programs
01.2020 - 12.2020

Bachelor of Computer Applications - undefined

The Global Open University
01.2011 - 12.2014

Skills

  • Client relationship management
  • Strategic planning
  • Customer retention strategies
  • Upselling techniques
  • Cross-Functional collaboration
  • Project management
  • Stakeholder engagement techniques
  • Key performance indicators analysis
  • SaaS platforms
  • Change management
  • Understanding of GDPR
  • Microsoft Office proficiency
  • Sales and marketing strategy
  • Contract negotiation
  • Profit and loss analysis
  • New business acquisition
  • B2B sales experience
  • Business development
  • Compliance awareness
  • Tender submission process familiarity
  • Customer onboarding expertise
  • Effective team work
  • Efficient communication

Certification

  • PMI Agile Certified Practitioner (PMI-ACP) LinkedIn
  • Project Management Foundations: Lessons Learned LinkedIn
  • Innovation Process in Small and Large Firms Kedge Business School (Paris, France)
  • Level 4 Diploma in Applied Finance from AmplifyME.

Affiliations

  • I love to be explore new AI technologies, enjoy travelling and like playing cricket and snooker.

References

References available upon request.

Timeline

Corporate Consultancy Project - MBA

Sage
04.2024 - 09.2024

MBA in Business Administration (Finance & Investments) -

Newcastle University Business School
09.2023 - 09.2024

Assistant General Manager- Enterprise Accounts (PAN India)

A P Securitas Pvt Ltd
10.2021 - 08.2023

Senior Manager- Enterprise Accounts (North India)

KocharTech Pvt Ltd
09.2020 - 09.2021

Licentiate degree in Leadership Development & Change Management - undefined

XLRI - VIL Programs
01.2020 - 12.2020

Team Leader- Business Development Consultant (NCR)

SIS India Ltd
10.2016 - 09.2020

Technical Team Lead

Jindal Intellicom Limited
04.2016 - 09.2016

Solutions Engineer

Quatrro Global Services Pvt Ltd
10.2011 - 11.2012

Bachelor of Computer Applications - undefined

The Global Open University
01.2011 - 12.2014

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Abhishek Naroia