Ajay Todkar

About Ajay Todkar

I am, a seasoned Sales Leader with over 25 years of experience in Sales and BusinessDevelopment within the IT, ITES, and Software industries. My career has been marked by a commitment to driving new logo acquisition and strategic account expansion, primarily across the US and global enterprise markets. I pride myself on being a trusted partner to C-suite executives, leveraging my expertise to influence customer strategies and transformation roadmaps.Throughout my career, I have successfully established and scaled sales operations, defined sales processes, and created targeted marketing campaigns. My approach is solution-led, focusing on identifying enterprise-wide opportunities that unlock multi-year deal potential. I thrive in cross-functional environments, collaborating with delivery, inside sales, and marketing teams to ensure execution excellence and long-term partnerships with clients.Key Achievements- Spearheaded the establishment of end-to-end sales processes for the US market at Monocept Consulting,significantly enhancing market entry strategies- Successfully led US sales initiatives at Harbinger Systems, closing new enterprise accounts and drivingaccount expansion across various sectors- Drove sustained revenue growth through strategic account management and customer success initiatives,ensuring seamless transitions from new logo acquisition to long-term partnerships.

Experience

1. Vice President of Sales

   Monocept

   Apr 2025 — Present · Pune, IN

   In my current role, I am responsible for establishing comprehensive sales processes for the USmarket, defining operating models, and creating governance frameworks to facilitate scalable market entry. I focus on solution positioning and sales enablement by developing differentiated solution collaterals and value narratives that enhance enterprise-level storytelling. Additionally, I leverage executive networks to introduce my organization in the US market and collaborate with marketing to execute targeted account-based campaigns. My role also involves preparing delivery teams for US enterprise engagements through structured training and expectation mapping, ensuring alignment with customer standards and outcomes.Achievements- Successfully established end-to-end sales processes for the US geography, enhancingoperational efficiency and market entry strategies- Strengthened brand presence and senior stakeholder relationships by representing the organization at key US conferences and industry events- Owned strategic client relationships, ensuring alignment across sales, delivery, and customer success, which led to improved client satisfaction and retention rates.

Education

• Department of Management Sciences (PUMBA), Savitribai Phule Pune University

  Master of Business Administration (M.B.A.), Marketing

  1996 — 1998

• Sant Gadge Baba Amravati University, Amravati

  Bachelor in Engineering, Electronics

  1992 — 1996

Skills

• New Business Development
• Business Strategy
• Account Management
• Business Alliances
• Pre-Sales
• Business Development
• Team Management