Tulsi Bala

• Heading Bentley Infrastructure Software Solution Business in West & North India SMB Market.

• Established high energy team to exceed E-Commerce Business Quotas consistently to grow as per company visions.

• Fostering robust Subscription business plans to expand use of Bentley technology within assigned accounts.

• Pocketing new business opportunities and driving sales in assigned territory to exceed quota.

• Developing strong relationships at various levels including C-Level, VPs, and Directors within assigned accounts through use of direct sales techniques and conducting on-site meetings. Develop and manage Strong 3X sales pipeline opportunities and accurately forecast business weekly, monthly and quarterly.

• Work in sync with VAR (Channel Partners) and educate them on vertical vise solutions to penetrate better & maximize the funnel.

• Effectively engage technical colleagues to undertake solution proof and technical briefing needs to drive the close of a sale to meet revenue and quota goals.

• Host and co-present web presentations and demonstrations with Application Engineers.

• Promote best value proposition to designers, engineers, architects, contractors, and owner operators by providing technical solutions to help the customer's meet or exceed business objectives.

• Utilize Social Selling Skills such as LinkedIn, Twitter, industry community forums.

• Steered the New Business Growth (NBG) for Bentley Transportation Solutions for PAN India.
• Preparing a robust plan as per the Current Infrastructure Projects like Samruddhi Express & Coastal Road Mumbai, MCGM Projects.
• Prepared Bentley Transportation Solutions Presentation to Authorities & Decision Makers to showcase best ROI.
• Leveraged my previous connections with Indian Railways & PWDs to position Bentley Solutions.
• Promote Bentley best value proposition to designers, engineers, architects, contractors and Owner Operators by engaging Bentey technical team providing solutions to help the customer's meet or exceed business objectives across the region.
• Develop and manage sales pipeline opportunities and accurately forecast business weekly, monthly and quarterly to Management.
• Worked closely with VAR (Channel Partners) to expand exponential Business in the Region. Helped Partners to Present Bentley Transportation Solution Suit to Govt. bodies like PWDs & Railways.

• Established Government as new Business Verticals for MIDAS.
• Worked very hard to Implemented robust strategic engagement with Indian Railways like RDSO Lucknow, IRISEN Pune which helped on getting recommendations to Zonal Railway Bodies on implementing Midas Solutions.
• Till date my hard work is generating continuous incremental business for MIDAS from organizations like Western Railways, Central Railways, North Frontier Railways, and other Zonal Railway Bodies.
• Achieved significant 3X Govt. Business growth (325k to Million Dollar) by 2017.
• Develop and manage strong sales pipeline opportunities and accurately forecast business weekly, monthly and quarterly to Management.
• Hired and sustained high-performing sales teams. Worked along with them, Coach/mentor them to work in Govt. accounts secure incremental Government Business & exceed 3X Revenue year on year.
• Proper team alignment as per their expertise for better execution & implementation.
• Cracked 1.85Cr from a single deal from NFR Guwahati.
• Developed & established Channel Partner ecosystem business across India. Worked with them on detailed sales plan to grow together.
• Propelled new Business areas from Govt Organizations like PWDs, Central Water Bodies Like CWPRS Pune. Secured Multiple Orders from these organizations.
• Advised Govt. Executive Officers to prepare Tender Technical Specifications. Took control of complete cycle of bidding tenders from scratch to purchase order followed by payments.
• Built strong client relationships with proper liaising with engineers & "C" level professionals.

• Steered Midas Structural Solutions & Education Business across PAN India region.
• Worked with Engineering Associations/Communities of Structural & Geo tech associations to create awareness & product adoptions.
• Worked on Centre of Excellence (COE) Projects to establish High value deals in Education Business from
• Govt. College of Engineering segments.
• Develop and manage sales pipeline opportunities and accurately forecast business weekly, monthly and quarterly to Management.
• Achieved significant 2X Business growth (125k to 450k) in 2015.

• Responsible for growing Structural software business in the SMB and Academic segments in the Western Region.
• Managed New Business Growth within the assigned region, exceed budgeted sales and increased the revenue by 2X. (550k NBG) in 2012.
• Worked closely with VAR (Channel Partners) to expand exponential Business in the Region. Helped Channel Partners to submit Govt. Tender Technical Specifications to safely qualify Bentley Products.
• Closely worked with VAR to conduct CSF Events & Educational Business.
• Worked in sync with Technical Team for conducting Roadshows, Events.
• Secured maximum slabs of monthly incentives by NBG, Cross Sell, Up-Sell & Renewals to maintain ARR growth.
• Conduct Product awareness by executing Webinars on Latest Industry trending topics.
• Worked closely with Structural Associations and executed promotional OFFERs to convert Volume sales.

• Responsible for PTC (Parametric Technology Corporation) sales SMB Sectors in Mumbai & Western Region.
• Manage the existing account base within the assigned portfolio, exceed budgeted sales and increase market share.
• Conduct customer meetings, identifying business issues and ‘pain points', manage the client relationship and close business opportunities.
• Primary responsibility for accurate forecasts inside Management and with the OEMs.
• Build a pipeline and forecast new business including maintenance of a weekly forecast that is available for discussion by the team.
• Understand and educate the use of the PTC consulting tool to the prospects.

• I managed engineering product sales with Autodesk and Bentley across the region, guiding the sales team with effective go-to-market strategies and aligning them according to their expertise for optimal execution.
• I successfully mapped all Ministries, Municipalities, Semi-Government, Public, Oil & Gas, and Private Organizations in Oman.
• I developed and managed a robust sales pipeline, providing accurate weekly, monthly, and quarterly forecasts to managements, OEMs.
• I established five strong Value-Added Resellers (VARs) across the Middle East, generated leads, and assigned partners to significantly increase business.
• Additionally, I collaborated with marketing teams to execute events and roadshows during new product releases and launches.

• Managed Autodesk software sales and distribution in the West India region,
• Starting with 20 VARs (Channel Partners) and expanding to 35, significantly increasing our client base.
• I was pivotal in restructuring the Channel Sales Network for AutoCAD, achieving 100% growth.
• By meeting SMB customers and understanding their requirements, I maximized monthly incentives.
• Effectively communicated Autodesk account sales strategies to VARs.
• Developed new promotional schemes to boost sales and address pricing issues.
• Worked with VARs to conduct events and roadshows for new product launches.
• Managed accurate forecasts and software inventory plans.
• Collaborated with the Anti-piracy team to secure significant BIG sales.

• Handled PTC software product and technical engagements with clients, ensuring comprehensive training on the software's modules.
• This included conducting high-level technical discussions and deep interactions with customer teams to identify their pain points and provide tailored solutions.
• Performed benchmarks and demonstrated relevant solutions to prospects and users, leading techno-commercial negotiations for CAD Manufacturing, IT Projects, and Technical & Training Support for PTC products.
• Additionally, I provided CAD/CAM training and programming for CNC machines using Pro sheet metal and introduced CAD/CAM concepts to the local market through events, roadshows, and webinars.