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Dhanraj (Madhukar) Lele

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Enterprise Sales & Delivery Leader with 19+ years of experience in Business Development, Strategic Alliances, Partner Account Management, Key Account Management, Program Delivery Management, System Integrator Sales, P&L Management, Stakeholder Management. Adept at understanding emerging technologies i.e. Data Analytics, Artificial Intelligence, Internet of Things, and Machine Learning technologies. Key Highlights 15+ Years of Sales Leadership Experience (30 direct reporting account managers) with a proven track record of creating high-performance teams with a strong focus on pipeline management, revenue forecasting, performance management, and P&L management. Multi-Industry Sector Experience – IT, ITeS, Hospitality with an understanding of key business drivers. Executive Level Engagement – Experience in engaging with and selling the value proposition to C Levels across verticals (CFO, CMO, CIO, CHRO). System Integrator Sales – Worked with SI partners like HP, Wipro, TCS to drive sell-through opportunities Strategic Alliances – Experience in working with leading Cloud Providers, System Integrators, Technology Partners, and OEMs to build Strategic Alliances. EdTech – Established the EdTech divisions & successfully executed the GTM strategy nationally across segments – Strategic Accounts, Mid-Market, SME, Academy, Innovation & Incubation and in Government Sector Core strengths and Skillsets: Building a robust sales pipeline that forecasts two - three quarters in the future at all times. Generate partner prospect meetings via cold calls, trade shows, association participation, conferences, and creativity through established relationships in the relevant industry eco-system. Gathering high-level requirements to provide a solution selling model to clients. Own request for proposals, the creation of mock-ups, RFP response, business cases, proof of concepts of proposed solutions, and other support materials. Demonstrating financial, efficiency, and brand value of the Various solutions in technical and non-technical communication to a wide variety of stakeholders in the buying decision (CEO, CFO, CTO, CISO, VP Information Systems, Director Fraud Detection, CMO, CSO, and others). Addressing concerns/questions related to competitors, pricing model, post-sales support, system performance /configuration in cooperation with pre and post-sales team. Closing and contracting deal with accuracy and effective risk management. Effectively tracking and reporting sales cycle status, sales strategy, and industry trends.

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