Sep 2019 – Jun 2020 · 9 mos · Bengaluru Area, India

• Digital is driving and differentiating automotive of tomorrow . Electric Vehicles (read Technology) is disrupting the century old automotive industry and the supply/value chain. Supply Chain Management is therefore the forefront of the connected and intelligent EV . On a mission to enable superior product experience, build consensus on why, what and how of build / buy , develop the partner ecosystem , ensure scalability (to incredible degrees of "X") and future proof the value chain.

May 2017 – Sep 2019 · 2 yrs 4 mos · Bengaluru Area, India

• About the Market
• GCC (Global Capability Centers)/ GIC ( Global In House Centers)/ Captives based out of India.
• GCC have moved way beyond being providing cost transformation to spearheading Digital transformations. There is a strong reason why 1200 companies have opened up their offices here in India generation close to $ 40 Billion revenues. This, thanks to talent pool available.
• My Role
• Indoctrinated as one of the first individual contributors (IC) for this division. I was responsible for Sales (Both existing accounts and new logos) measured through revenues (till collection) and EBITDA. The "one office philosophy" meant ownership for revenues + profitability began and ended with me (IC).
• TechM provided the autonomy to bring in house solutions and partner / alliance solutions to make this happen across offerings like RPA, Analytics, vRAN, IIoT, Smart Cities, Cloud, SDN, Engineering and Consulting. Apart from TechM solutions , I also drive Alliances and leverage them for wins.
• Achievements
• Consistently met and exceeded my targets and heavily incentivized for same (made record sales incentives)
• Brought new logos across industries like Automotive, Telco, BFSI, Digital native
• Cerebral selling like carve outs identified and pitched
• Won managed services deal through account mapping, building relationships, identifying problems and opportunities in new business units with persistence
• Stepped on to role of thought leader for RPA , Analytics , Blockchain , Cyber Security than commodity sales
• Established and introduced suppliers / partners / channels for up sell / cross sell. Drove profitability by owning the decision of build versus buy
• Established brand of the unit (GCC) in TechM and outside through conferences / blogs / executive meetings

Oct 2015 – Apr 2017 · 1 yr 6 mos · Bengaluru Area, India

• About the Market
• Telecom and Media sector in India, Sri Lanka and Bangladesh.
• My Role and Achievements
• (A) Account Management
• Increase the funnel of Sales for existing accounts
• Co-think with customers in addressing the core challenges
• Enabling customers to maintain leadership position in market by leveraging Wipro's services
• Be the face of Wipro at the customer
• (B) Hunting for New Logos
• Get new customers in the region in OTT, Cable, Telecom operator, Network Equipment, Handset market
• Identify and Qualify the customers
• Proud to have got us market entry in Sri Lanka Smart Cities(Megapolis and Port City). Collaborated with Sri Lanka Telecom and provide services for Lotus Towers (the iconic tower of South Asia).
• (C) Customer Relationship Management
• Maintain key connects with CXO's
• Responsible for Customer Success
• The internal facet is tapping Wipro's huge array of services and functions to enable a win-win.
• #SmartCity #IoT #Analytics #Digital #Design #Applications #Infra #BigData #BOTS #SMAC

May 2014 – Oct 2015 · 1 yr 5 mos · Bengaluru Area, India

• Recovered from a hard stumble in career. Moved to a new industry , a new market and totally new function / role .
• About the Market and Industry
• Healthcare Industry of North Americas including payers and Public Sector. Life Sciences and Pharma were excluded.
• My Role
• A. Bid Management/ Pre Sales (North American Public Sector Customers)
•  Responsible for proactive Account planning for Core States in USA. Determine the Competitors, the opportunity areas, the probable partnerships, the challenges and formulate our execution plan for the year.
•  Providing timely responses to RFI / RFP ensuring a high standard of the response reflecting Industry knowledge, identifying and linking win themes for the requirement
• B. Go to Market Strategy for Canada Health Care Market
•  Own the responsibility of market research, identifying competitors, channels and formulating “Go to Market” Strategy for Canada
•  Review the Strategy with top management and translate them into action points for relevant teams.
• My Achievement
• Was part of winning proposal for a public sector win (HIX)
• Demonstrated my appetite for learning, and fast, through series of healthcare certifications

Jan 2014 – May 2015 · 1 yr 4 mos

• Following are the services and achievements
• 1. Augmenting a Captive / GIC / GCC in India
• Leverage the talent pool in India to set up economical and robust development centers. Help clients with legal formalities and talent scouting to set up the captive offices.
• a. Assist in Setting up Captive office for an IT Company (number of employees: 25-40) HQd in Europe. Consulting Services
• 2. Business Development Advisor for Healthcare IT services Company : Not just crafting but also executing the Go To Market for Healthcare IT services company, bringing qualified leads $1 m
• 3. Fundraise for a Startup in IoT ($1.5 m). Leveraged my network to create pitch deck, evaluate, craft pitch deck, lead discussion with investors to signing up.
• 4. Consulted and opened up Retail Channel for a Taiwanese electronics player in India
• 5. Providing Startup advise and strategy
• Advised Startups on Growth Hacking and Operations. Also help them prepare their elevator scripts, product pitches, collaborate to identify the USP
• a. Helped an aggregator of online ordering and delivery of snacks for the regional market - identify their positioning (USP) , competitor analysis and Go to Market Strategy
• 6. POINT 25 initiative : Advisory of a board at startup into Healthcare supply chain to bring 4x growth through BD / partnership and bringing strategic partners / investors
• (References provided on request)

Jan 2012 – Jan 2014 · 2 yrs · India and S.W.Asia

• Responsible for Synchronica- Middle East and APAC , later merged with Myriad India and S.W.Asia. My responsibilities over these period has been
• New Business Acquisition - Hunting -
• Direct and monitor sales campaign
• Develop business case, feasibility study, draw up proposals, responses to RFP, effectively present solution and company’s capabilities and set up negotiate contract/agreement wherever necessary .
• Participate in customer meetings to create and push new opportunities into sales pipeline
• Generate leads ( through network and trade shows ) and process them
• Key Account Management -
• Create new business opportunities from global sites of key accounts while ensuring delivery of service on existing programs.
• Responsible to build and maintain relationships with decision makers C-level people in the client's organization, while applying knowledge of the client's industry, business and opportunities
• Responsible for recurring revenue and penetration of service.
• Ensuring customer satisfaction on services
• Customer facing role to collect recognized and unrecognized needs, leverage the breadth of Myriad , its partners and channels to implement a solution that creates client value from technology and investment purpose.
• Up to date with market / environment study, doing competitor analysis, finding out who could be potential complementors and in look for business opportunities
• Performance management
• Maintain a balanced team to oversee the health of service , raise alarms , handle them , by interacting with clients, partners so that customers can enjoy uninterrupted, smooth service
• Sales process
• Sales pipeline management
• Lead management
• PO and Agreements management
• Reporting – Sales Force
• Value Proposition Definition
• Feed market sense to R&D
• Revenue/ Financial Targets -
• Draw up Sales strategy
• Acquire new business for Synchronica
• Grow existing accounts
• Commercial evaluation/ Pricing

Nov 2009 – Dec 2011 · 2 yrs 1 mo

• At Tata had the opportunity to shape up my learning and experience across the different horizontals within telecom sector
• A.Corporate Strategy
• (i) Orchestrated the launch of industry first Pre MNP strategy (called Customer Charter)
• (ii) creation of subsidiary out of TTSL to serve international VAS markets.
• (iii) Corporate Alignment between CDMA, GSM divisions , between a public listed and private company
• (iv) climate change policy formulation, and roll out of green telecom measures
• (v) Process Excellence
• (vi) Orchestrated the activities to put the carbon footprint figure for TTL , across CDMA / GSM divisions across its towers, retail and office units. It was the first of kind exercise not only at TTL but across the telcos in India , and am proud to have led this and be part of team in crafting the Climate Change policy.
• B.Marketing
• (i) Was responsible to set up operations, awareness and penetration of products in future and emerging markets like mobile tv
• (ii) Responsible to introduce customer touch points and use them for VAS marcom
• C.Product manger (innovation and alliance management )
• (i) Launched one click access product which addresses the issue of "discovery of services" for customer and thus increasing mobile data consumption
• (ii) mobile security
• (iii) mobile learning

Jun 2008 – Nov 2009 · 1 yr 5 mos · Mumbai Area, India

• Strategic Initiatives - New Age Technologies (IT Products & Solutions)
• roles and responsibilities
• (a) Craft and nurture product portfolio (B) Study competitors for the product (C) Industry analysis (D) who could be the possible channel partners or alliances (e) who could be substitutes and new competitors (f) new Product /business idea (g) market sizing for that product (h) what could be the hurdles in terms of regulations, competiton, product positioning ,branding and so on (h) feasibility of the idea , should we go for buy versus make (i) converting business requirement to technicalities (j) product launch (k) IP around the product (l) collect statistics of the product (m) Customer Satisfaction and inputs related to product

Jun 2008 – Sep 2008 · 3 mos · Mumbai Area, India

• functional consulting. Worked with OPEX of Rcom to analyse revenue leakages and provide solutions for them
• Achievement: Developed Revised monitoring, reporting and accounting system of OPEX, for Reliance Communication. The conservative Buisness Value proposition for this project is calculated to be around 63.6 million INR.

Sep 2003 – Jun 2007 · 3 yrs 9 mos

• Invested myself at Telecom sector. Learnt and Led for client, including NORTEL networks at offsite and onsite.