Summary

  • Over 10+ years of Solution Selling experience with IT Software & Services
  • Proven track record to sell into segments like Banking, Capital Markets & Insurance 
  • Skilled at Customer Relationship Management with the C level executives
  • Ability to successfully craft, package and position solutions to meet business challenges 
  • Experience of acquiring, managing & growing multi-million relationships with Fortune 50 Enterprises
  • Driven by value creation and innovation
  • Excels in the challenges acquiring of New Business & Net New clients
  • Academic background of MBA\B.Tech, with firm footing in IT & Telecom

Experience Summary

Jun ’10 – Till date

HCL Technologies

Area Sales Director

Jul ’07 –April’10

 

i-flex Solutions

(Now known as Oracle Financial Services Software)

Sales Manager

Sep ’06 – Jul ‘07

 

Polaris Software  Lab, Mumbai

Pre-Sales Consultant

May ‘05 – Sep ’06

 

Oracle Corporation, Bangalore

Business Development Consultant

Work History

Work History

Area Sales Director

Oct 2014 - Present
HCL Technologies

Target Market: South East Asia

Job Responsibilities:

  • Retain & grow existing client base of strategic accounts
  • Focus on New Business with a regional mandate
  • Create new Go to Market initiatives and run them across the region
  • Focus on Propositions in Banking around Digital Banking like CRM, Customer Experience Management, Multi-Channel Integration & in Wholesale Management, Cash Management, Payments and Supply Chain Management
  • Work closely with ISV’s and partners driven by joint account planning

Achievements

  • 3 new logos signed with the largest deal of 12mn TCV

Global Strategic Account Manager

Jul 2012 - Jul 2015
HCL Technologies


Job Responsibilities:

  • Sole  owner of relationship with a Fortune 10 organization
  • Mapping and maintaining the relationships from C level downwards
  • Incubating organizational capabilities to service the account
  • Growing existing relationships for large outsourcing & offshoring deals and responding to RFP’s
  • Managing delivery of services by closing loop with existing stakeholders.
  • Up-selling & cross-selling in the account to leverage the organization capabilities

Achievements

  • CEO club for the top 20 performers across the organization
  • Grew the portfolio from zero to 15 million in two years

Business Development Manager

Jun 2010 - Jun 2012
HCL Technologies

Target Market: Singapore and ASEAN Countries

Role: Business Development Manager (Jun ’10 to Jun ‘12)

Job Responsibilities:

  • New Business acquisition in the Banking, Capital Markets and Insurance segments.
  • Working as a lead system Integrator to position multi functional solutions
  • Positioning additional multi layered solutions, Consulting, Infrastructure, Platform based BPO’s
  • Dealing with a variety of horizontal solutions like CRM, BI, Document management, SOA
  • Identifying new initiatives as Go to Market initiatives for targeted business acquisition
  • Creating new partner channels for direct business acquisition
  • Working with ISV’s as principals for closing business directly and indirectly
  • Engaging with customers in different cycles for RFP/RFI’s

Achievements

  • Acquisition of 6 Net New customers
  • Anchored a large multi-year multi-service outsourcing deal worth 25mn

Sales Manager, Strategic Account

Apr 2009 - Apr 2010
i-flex Solutions pte ltd (now Oracle Financial Services Software)

Target Market: Singapore

Role: Sales Manager, Strategic Account Manager (Apr ’09 to April ‘10)

Job Responsibilities:

  • Strategic Account Mining for IT services Business with a Top 5 Global Bank & the biggest customer.
  • Effective Customer Relationship Management by mapping key decision makers.
  • Entry into newer segments, strategic units and Business LoB’s
  • Growing existing relationships for large outsourcing & offshoring deals.
  • Managing delivery of services by closing loop with existing stakeholders.
  • Work with partners and external agencies for successful engagements
  • Up-selling & cross-selling in the account to leverage the organization capabilities

Achievements

  • Account Portfolio worth $3mil of existing base revenue from Key Accounts.
  • Grew account at 30% through mining in new Divisions and cross selling in existing divisions

Sales Manager, Key Accounts

Jul 2007 - Mar 2009
i-flex Solutions pte ltd (now Oracle Financial Services Software)

Role: Sales Manager, Key Accounts (Jul ’07 to March 09)

Job Responsibilities:

  • Account Mining for outsourcing of IT services in major relationship with large banks.
  • New Account Acquisition and growth of the smaller accounts.
  • Business development activities to build relationships with new customer.
  • Mapping the customer pain points to organizational capabilities.

Achievements

  • Net New business acquisition of $1 mil for services business in New Accounts & Acquisition
  • Net New Account acquisition of and signing 2 New client(s) and signed an MSA
  • Driving business worth $2.5 mil of existing revenue base for 3 Key Accounts.
  • Growth in New Divisions in the existing accounts in Singapore, Hong Kong & Japan
  • Participation in RFP’s in multiple new accounts through direct prospecting

Pre-Sales Consultant

Sep 2006 - Jul 2007
Polaris Software Lab

Role: Pre-Sales Consultant, Integration Tools (Sep ’06 to Jul ’07)

Target Market: Global Pre-sales SPC for Product Portfolio

Job Responsibilities:

  • Handle all techno commercial aspects for BPM, Portal, Workflow, Imaging & SSO offerings.
  • Focus on Wholesale & Corporate Banking Solution like Supply Chain Finance, Liquidity Management, Cheque Truncation & Payments etc
  • Respond to functional and technical elements of RFI’s/RFP’s.
  • Closely align with sales to aid the selling process.
  • Delivering presentations and demonstrations to customers.
  • Coordination amongst development and delivery teams to meet customer expectations
  • Responsible for Product Management for product offerings for the BFSI Vertical.
  • Interfacing between customer requirements and organizational product & services.
  • Closely align with the sales function through transactional interaction & imparting trainings
  • Also handled Pre-sales activities for Infrastructure Management Services of Polaris.

Achievements

  • Drove Business worth 1.1 mil$ through new product and service offerings.
  • Instrumental in re-positioning product offering in the market.

Business Development Consultant

May 2005 - Sep 2006
Oracle Corporation

Target Market: California, North America

Job Responsibilities:

  • Identify new customers for Oracle’s Database & Middleware (Portal, BI, DW and Collaboration)
  • Achievement of Quota by meeting revenue targets under different product lines.
  • Up Selling & Cross-selling by account mining in existing set of accounts.
  • Positioning solution to key decision makers through presentations and demonstrations.
  • Recruiting & Partner and channel management for ISV’s, VAR’s and VAD’s.
  • Solution design, proposaling & pricing negotiations
  • Responsible for demand generation & overall account penetration.
  • Close looping with Stakeholders on performance in Extended and Virtual teams.

Achievements

  • 300% of target achievement of revenue 1.7 mil$ in the first fiscal year
  • Awarded for outstanding performance’s in FY06 at Oracle, for Q3 & Q4 and the “Best Newcomer”
  • Identified for Management Development Program” as a valuable resource by Oracle Management.

Education

Education

Bachelor of Technology (Engineering)

Jul 1999 - Jun 2003
Punjab Technical University

Bachelor of Technology awarded from Punjab Technical University

Major in Electronics & Communication

Top ranked in class for the sixth semester for Industrial Training & Major project

Internships

Sify Ltd. (As part of MBA)

Project Title: Market research and perception analysis of Sify’s consumer services.

Brief Description:  Projects handled helped position Sify’s services in the marketplace. The first project explored nuances the pricing issues Sify experienced with I-way (cyber café chain). Second project was aimed to help position Way2Talk (VoIP based telephony service) in the marketplace.

 

Siemens Public Communications Network Ltd.  (For fulfillment of B.Tech)

Project:  Competitive analysis of the Indian Equipment Vendor Market.

Brief Description:  Delivered extensive Comparative & Competitive Analysis of the Equipment Manufacturer market Landscape for various product lines like RF, SDH, VoIP Gateways and TDM Switches. Helped design & develop collaterals and market messaging centered on the analysis.

Personal Information:

Date of Birth: - 14th July 1981

Marital Status: Married

Current Location: Singapore

Work Permit Status: Employment Pass

Permanent Address:    70 Houganag Avenue 7, #06-05, The Florida, Singapore 538804