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Summary

  • Sales and Account Management professional with a 17+ years of experience, which includes: a proven track record of increasing revenues and ability to effectively manage all aspects of sale, successful in retaining and growing existing client base while developing new business.
  • Managed accounts of $~18 million+ revenue, client relationships, expanded and built new business.
  • Created loyal client relations within all accounts—from end-user client to executive teams—through natural rapport and a sincere commitment to understanding and satisfying customer needs.
  • Generated net new revenue of ~$5 million+ in a period of 3-4 years.
  • Increased overall customer satisfaction and net promoter score by 20-25%.
  • Consistently stay ahead of the competition by keeping current on industry standards and market factors that successfully translated company value to clients.
  • Experienced selling solutions in the banking or financial services industries.
  • Exceptional interpersonal, time management and negotiation skills.
  • Experienced in consistently achieving sales targets on a monthly, quarterly, half-yearly and annual basis.
  • Experienced managing multiple enterprise level client engagements; aligning business goals with technology solutions to drive process improvements,
  • Experienced managing project resources and delivery teams, optimizations, competitive advantage and bottom-line gains to align strategic goal of an engagement.

Key Skills and Competencies

Management
  • Executive Account Management
  • Key Account Retention
  • Client Relationship Management - C Level 
  • Client Service/Satisfaction
  • Cross Selling, Upselling  and consultative selling
  • Negotiation and Leadership skills
  • Sales and Delivery Management
  • Program and Project Management
  • Onsite and Offshore Management
Personal
  • Self-Starter, highly driven and self-motivated
  • A team player with an enthusiastic attitude
  • Problem Solving and Inter-personal skills
  • Comfortable working in any customer facing roles
Domain
  • Wealth Management
  • Capital Markets
  • Fixed Income, FX, Global Currency, Equities, Options etc.
  • Pre-Trade, Post-Trade, Business Intelligence & Reporting, Analytics,
  • Automation, DevOps and Cloud etc.
Tools
  • Sales Force,
  • Microsoft Word, Excel, Power Point, Project Plan and Visio

Work Experience

Jan 2014Mar 2017

Client Partner 

IRIS Software, Inc.

Managed P&L for the strategic financial client "Royal Bank of Canada" - developed strategy, managed client relationships, built new business, and delivered desired results.

  • Devised strategic sales plan to meet $~12 million annual sales quota through full sales cycle management from client presentations, through account capturing, to long-term account retention.
  • Developed strong relationships with customer executives, managed sales pipeline in Salesforce, negotiated contracts, and served as primary point of escalation for account issues.
  • Discovered clients’ business needs, develop sales strategies and providing end-to-end business and technology solutions covering strategy and process consulting.
  • Successfully sold custom application development, testing, maintenance and support of pre-trade, post-trade, business intelligence (reporting and analytics) solutions with flexible engagement models across geographies.
  • Managed, planned, and coordinated activities of multiple projects to ensure that objectives are accomplished within prescribed time frames, budgets, and funding parameters. Established work plans and multidisciplinary staffing for project phases and arrange for recruitment or assignment of team personnel.
  • Facilitated business reviews quarterly with key stakeholders and established deeper relationships by discovering and solving pertinent issues to gain loyalty, referrals and repeat business.
  • Forecasted and tracked key engagement metrics to internal and external stakeholders; represented annual forecasts, billable and non-billable deployment, IT governance status and issues, communicated the overall progress, issues and risks on a regular basis and transparency to senior management.
  • Initiated efforts to improve forecasting methodology to reduce bench as well as lead times.
  • Managed the deployment of resources offshore and onshore, expiration and renewal of contracts and resources.

Selective Accomplishments

  • Grew sales revenue from $7.5 million to $~12 million in three years. Exceeded quota the last two years (2016 - 125%, 2015 - 114%).
  • Acquired $3.5 million+ net new revenue with new business lines; FX, Wealth Management, Corporate Systems and Risk etc.
  • Increased the Gross Margin by 30-35% in the last 2 successive years. 
  • Consistently met and exceeded executive satisfaction levels as measured through detailed feedback surveys; increased customer satisfaction on average of over 15%.
  • Restricted the days outstanding of the invoices less than 60 days; managed and rigorously followed up on all the client billing and monthly invoices with the internal and external financials team.
  • Decreased the resource(s) onboarding time from ~3 weeks to ~1 or ~2 weeks by streamlining the internal and external processes and hence resulted in timely billing and increased productivity.
Jun 2008Jan 2014

Senior Engagement Manager 

Genpact Headstrong Capital Markets

Managed the growth of the portfolio and global engagements in the "Morgan Stanley Wealth Management" from business development to success implementation of the projects with the support of global delivery team.

  • Led and managed a portfolio of strategic $18+ million engagement in the Capital Markets and Data Services vertical in the Wealth Management.
  • Sold and led service delivery teams for a wide range of client-facing technology services including solution architecture and technology integration, .NET, Java, Mainframe and Web custom development, QA Services, enterprise business intelligence and reporting using Business Objects and QlikView etc.
  • Established a delivery strategy focused on maximizing customer satisfaction, retention and growth throughout the customer life cycle by building and maintaining strong customer relationships, driving value re-enforcement and adoption of services, and aligning differentiating account services and support based on specific customer needs.
  • Managed the entire sales cycle from opening the door, identifying opportunities, defining the scope of work with delivery team, pricing and contract negotiation, to providing project resources and overseeing the project teams and progress of project and communicating those results back to the client.
  • Engaged senior leaders and introduced project management best practices and agility; worked as a Scrum Master, coached/trained development and QA teams etc. on the Agile-Scrum methodology to drive the early business benefits.
  • Accountable to Executive sponsor; managed and coordinated governance structure and chaired Executive Steering Committee meetings on a regular basis, represented IT governance status and issues, dashboard provided metrics and transparency to senior management to show the overall health  of the program.

Selective Accomplishments

    • Increased the overall sales from ~11.5M to ~18M+ in 5 years by selling customized solutions and different offerings to the various stakeholders. 
    • Identified and sold $4.5M, 2 year co-sourced project for the core development of the FX Retail Trading platform as a result of integration of Morgan Stanley Wealth Management and Smith Barney.
    • Closed many significant deals; a $1.5M application development project of FI Trading and Operations Support platform.
    • Improved the overall NPS (Net Promoter Score) by 15-20% and hence the overall client satisfaction.
    • Slashed annual costs ~$250K by providing value additions and optimizations to reduce headcount and improve efficiency across different programs.
Sep 2005May 2008

Senior Project Manager

Genpact Headstrong Capital Markets
  • Managed MOOSE (Mortgage Online Origination system for Europe) platform in Morgan Stanley SPG, a strategic $5M initiative; automated loan origination system including underwriting, valuation, disbursement and servicing of mortgage and hence reduced the manual effort and save cost.
  • Led systems analysis and solution design: analyzed the business requirements, defined the workflow from mortgage origination to the disbursement.
  • Designed and developed a scalable authorization system; Entitlements framework for Mortgage Underwriters at different levels to approve the client mortgage according to their levels of authority and the loan amounts.
  • Managed a development team including tech leads in India and London to deliver the project using SDLC-waterfall model.
  • Supported the QA and UAT team at onsite to support the pre-production and post-production release of the system.
  • Accountable to Executive sponsor; reported project governance status and issues; reported program metrics and transparency for senior management.
Jan 2005Sep 2005

Application Developer

IBM Global Services, India

Implemented various modules in the "Account Dossier" system using SDLC

Aug 2003Dec 2004

Senior Software Engineer

Exinex, India
  • Led the team to build the Help Desk system
Jul 2001Jul 2003

Software Developer

Basic Chaos Systems , India
  • Developed and tested various modules for the Library Management system
Jun 2000Jun 2001

Software Engineer

IMT Labs(India) Pvt Ltd, India
  • Developed and tested various modules for the Hospital Management System.

Awards

  • Won a Bravo award in 2005 for the exemplary performance in the implementation of "Account Dossier" project before the timelines with no defect.
  • Won a Gold Star award in 2008 for achieving appraisal Rating of "Significantly Exceeds Expectations" in consecutive 2 years.
  • Won a Star Club award for achieving an Annual Performance Plan and Review (APPR) rating of Significantly Exceeds Expectations in 2009.

Education

May 2002Jun 2004

Post Graduate Diploma in Business Administration - Marketing

Symbiosis Center for Distance Learning (SCDL), India
Jun 1997Jun 2000

Bachelor of Engineering - Computer Science

Punjab Technical University, India
Jun 1995 May 1997

Diploma in Computer Science

SLIET, India