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Summary

Hands-on and experienced professional with demonstrated track record of growing business through Sales, Customer Engagement and Delivery operations. Recently, I ran a boutique business (specializing in Salesforce.com implementation) which was acquired by a large IT organization and currently I am helping my investor firm to transform its loss making consulting business into a solution centric, profitable business with clients in Healthcare and Financial Services.  

In past, I worked as Client Partner/Director for HCL's Retail & CPG clients.  I have over 18 years of experience in Sales, Business Development, Client Relationship Management, Contract Negotiations, Applications Development/Implementation Services and Team Management across IT Services including Consulting, Applications, Products, Enterprise Applications, BPO, Services, and Outsourcing industry.

My work focus revolves around strategic planning, new business acquisition, campaign planning, developing & executing sales strategy, developing relationship with internal and external partners, top-line growth, and P&L management. I have led solution construct and technical delivery in collaboration with globally distributed and culturally diverse teams for spectrum of clients from under billion $ to Fortune 100 organizations.

I have proven experience in running large deals, crafting integrated IT services bid response, contracts negotiation. and working on sourcing advisers led deals. 

Specialties: New Business Acquisition, Full Service IT Contract Negotiation, Engagement Models, Offshore/ On-sourcing mix, P&L Management, Executive Relationship Management, and Strategic Account Management.

Work experience

January 2018Present

EVP, Sales & Operation

CompuGain

CompuGain (an investor in my previous company) has engaged me to help transform the business. I am Responsible for all aspects of the business including sales, strategy, marketing, pre-sales, alliances, solution and delivery . Focused on overall success by leading the go-to-market and delivery teams while driving the execution of CompuGain’s strategy primarily in Financial Services and Healthcare. Followings have been my key achievements in this role:

  1. Restructured, hired and mentored a winning team of 6 sales professionals which helped me grow top-line by 15%

  2. Identified focused cloud native solution areas and built partnership ecosystem with product groups such as Lightbend, AWS and IBM microsservices (reactive and fast data platform) to transform CompuGain into a solution focus organization and Grew solution business by 2.7 times in 1 year

  3. Reduced OPEX, pushed and negotiated negotiated better billing rate which along with better conversation rates, helped turn staffing business into a profitable operations - Increased net profit from 2% in FY 17 to 5% in FY 18 of top line 
  4. Developed strategy for public sector business and hired a dedicated business development firm to acquire govt business - which resulted in recent win of $2.5b/7years IDIQ (1 of 12 partners selected)
  5. Developed and led an inside sales organization to build leads pipeline

Overall, the company has gone through a significant transformation over this year and is poised to grow higher so I believe my job as a transformation agent is over hence exploring other challenging opportunities.  

September 2017September 2018

Chief Executive Officer

SaaSfocus America Inc (SaaSfocus worldwide is now acquired by Cognizant)

Responsible for establishing the North American business, building team, establishing Salesforce.com ecosystem and driving sales and delivery across North America in Financial Services and Healthcare sector:

  • Setup entity and required infrastructure to be a recognized salesforce.com global platinum partner focused on USA and Canada
  • Established working relations with Salesforce.com sales and solutions teams to drive leads/opportunities, built cash flow positive business in less than a year
  • Responsible for building sales pipeline and overseeing delivery organization 
  • Facilitated Cognizant Acquisition of SaaSFocus worldwide with Cognizant's America's stakeholders 

Nov 2010September 2017

Client Partner | Sales Director

HCL America Inc

Responsible for Sales, Business Development, and Driving new strategic relationships / customer acquisition for HCL's Retail & CPG Vertical:

  • Multiple Large Scale ($100M+) Outsourcing Deals | Multi-Service Line Sales | Digital Services | Global Delivery

  • FY 16~17, Significantly exceeded targets in booking and billing. 240% growth in revenues from Digital Services – Design Think, Data Sciences, Automation, and Cloud Services in FY 15 and 16

  • Multi-disciplinary background with Sales, Management, and Technology Consulting experience. Recognized as go-to person for complex deals/solutions.
  • Broad experience spread over 13+ years in Retail and CPG industries with expertise in proposals for initiatives related to Business Transformation, Digital Transformation, Operational Excellence, Customer Experience, Omni-channel, Ecommerce, and Supply Chain Solutions
  • Responsible for developing account specific sales strategy, revenue growth and overall client relationship until account transition to farming team
  • Trained in Challenger Sales and Revenue Storm (Solution led Sales)
Jan 2005Oct 2010

Solution & Client Engagement Manager

HCL Great Britain Ltd

As a Client Engagement Manager for HCL's Europe wide Retail and Consumer vertical, leveraged strong background in building and managing large consulting and implementation teams. I managed a portfolio of approximate GBP40M (peak revenue) and my key responsibilities were:

  • Service Delivery Management and C-SAT (Customer Satisfaction Index)
  • Client Relationship Management
  • Escalation Management
  • Team Management

In the role of Solution Manager, played the role of technology strategist and solution adviser for multiple bids. I was responsible for: 

  • Architecting Solution on customer engagements, RFI, RFP and other opportunities
  • Determining business systems requirements with full implementation of hardware and software
  • Leading Global Solution team, pre-sales and post sales consultancy
Jun 2002Dec 2004

Project Lead, Business Analyst

HCL Technologies Ltd.

As a Business Analyst, i was responsible for understanding business requirements and converting it to Software system. This included followings:

  • Collect Business Requirements by discussions, interviews, meetings and facilitated sessions
  • Design a future state business model and Prepare Business Case (ROI model)
  • Draft and take approval on Software Requirement Specification
  • Help implementation and test team

As Project Lead, my primary responsibilities included:

  • Managing Application Development Team
  • Coordinating with Customer 
  • Leading Technical Design and Review Team
  • Implementing Quality Process (CMM Lvl 5) in Projects and operations
Sep 2000Jun 2002

Senior Consultant

Aithent Technologies (formerly SSI) 

As Technical member of the team, my responsibilities were to develop technical design from requirement specifications and implementing (program) those designs using J2EE.

I also developed a J2EE framework (JConnect) which was used across organization for all projects received accolades as ahead of its time in terms of technical design and performance.

Jan 2000Jun 2000

Software Engineer

Kale Consultants

As a technical team member, i was responsible for programming using C++ and MFC (VC++). I worked on banking projects and coded software routers and data processors to transfer funds between regional cooperative banks.

Education

Jan 2009Oct 2010

MBA

London Business School

Executive MBA

Dec 1998Aug 1999

Diploma in Advanced Computing

Center for Advanced Computing (C-DAC, ACTS)
Jul 1995Jun 1998

Bachelor of Engineering

KITS

Mechanical Engineering

Certifications

20072007

Enterprise Architect

The Open Group

www.opengroup.org - An Enterprise Architecture Certification by clearing Open Group certification exam

20002000

Certified Java Developer

Sun Microsystems

Advanced Java technical skills

Additional Information:

  • Recognized as a star performer in HCL, one of the very few employees awarded with company’s face-value equities
  • Held position of co-chairman for London Business School’s India Business Forum in 2009~2010, responsible for organizing senior executive conferences including one in New Delhi attended by Delhi CM, federal ministers and multiple CEOs
  • Permanent Residence (GC), USA

Skills

Contract Negotiation

Years of experience in contract negotiations from simple proposals to complex multi-year, multi-service contracts

IT & Use of Technologies

Deep understanding of underlying technology which enables me to position its usage effectively to technical, economic and executive buyers 

Working under pressure, timeline management

Never missed a deadline!  

Team Management

Motivating, directing and holding accountable direct and indirect reports. Remote, global and co-located. Skill used in past, currently don't have direct reports

Sales

Getting better everyday with the art and science of sales :)