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Summary

  • Experienced sales and account management professional with a ~17 years track record of success in retaining and growing existing client base while developing new business.
  • Managed accounts of $~18M+ revenue, managed client relationships, built new business, and delivered desired results.
  • Exceeded quota the last two years (2016 - 125%, 2015 - 114%) by selling technology solutions/services and building strong customer relationships at all levels.
  • Increased the Gross Margin of the portfolio by 30-35% in the last 2 successive years. 
  • 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.
  • Increased customer satisfaction and net promoter score by 20-25%.
  • 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.
    Experienced in consistently achieving sales targets on a monthly, quarterly, half-yearly and annual basis.
  • Developed relationships with existing as well as acquisition accounts to achieve greater sales volume as well as built customer loyalty.
  • Experienced managing multiple enterprise level programs; aligning business goals with technology solutions to drive process improvements, managing project resources and delivery teams, optimizations, competitive advantage and bottom-line gains to align strategic goal of an engagement.
  • Motivated Client Engagement Manager; applied knowledge of software development to increase client profitability. Adapt at analyzing client requirements and maintaining productive client relationships. Specialized in effective multitasking and prioritizing.
  • Excellent record in maximizing business value through consultative service solution sales with cross-selling and up-selling.

Key Skills and Competencies

Management
  • Strategic Account Development and Management
  • Client relationship management including C Level executives
  • Strong consultative/solution selling, contract negotiation, leadership and account follow up skills
  • Client service and retention skills
  • Sales and Delivery Management
  • Cross Selling and Upselling
  • Resources Management
  • Onsite/Offshore Management
  • RFP (Requests for Proposal) Management
Personal
  • Highly driven and self-motivated; eager to take ownership of responsibilities
  • A team player with an enthusiastic attitude
  • Problem Solving and Inter-personal skills
  • Comfortable working in any customer facing roles
  • Able to work under pressure
Domain
  • Capital Markets
  • Wealth Management
  • Fixed Income, FX, Global Currency, Equities, Options etc.
  • Pre-Trade, Trade, Post-Trade, Reporting & Analytics etc.
Tools
  • Sales Force
  • Microsoft Word, Excel, Power Point, Project Plan and Visio

Work experience

Jan 2014Present

Associate Director

Iris Software, Inc.

Client Partner - Royal Bank of Canada

  • Manage the global customer relationship; strategic and top performing account in the financial vertical.
    • Develop strong relationships with customer executives, managed sales pipeline, negotiate contracts, and served as primary point of escalation for account issues.
    • Discover clients’ business needs, develop sales strategies and providing end-to-end business and technology solutions covering strategy and process consulting through to analysis, architecture design, implementation and support.
    • Facilitate business reviews quarterly with key stakeholders and establish deeper relationships by discovering and solving pertinent issues to gain loyalty, referrals and repeat business.
    • Initiate efforts to improve forecasting methodology to reduce bench as well as lead times.
    • Receive bids/request for quotes, priced opportunities effectively and responded in a timely manner.
    • Consistently managed a pipeline of opportunities in Salesforce with the support of a weekly forecast.
    • Forecast and track key engagement metrics to internal and external stakeholders; represents annual forecasts, billable and non-billable deployment, IT governance status and issues, communicate the overall progress, issues and risks on a regular basis and transparency to senior management.
    • Manages deployment of resources offshore and onshore, expiration and renewal of contracts and resources.
    • Coordinates with the recruitment manager for the hiring of resources to manage the opportunities.
  • Achievements
    • Successfully sold custom application development, testing, maintenance and support of pre-trade, trade, post-trade, business intelligence (reporting and analytics) solutions with flexible engagement models with different deployment options across geographies.
    • Grew sales revenue from $7.5 million to $~12 million in three years.
    • Acquired $1 million+ revenue with new business lines/stakeholders; expansion to FX, Wealth Management, Corporate Systems and Risk etc.
    • Consistently met and exceeded executive satisfaction levels as measured through detailed feedback surveys; Increased customer satisfaction on average of over 11%.
    • Identified a cross-selling opportunity in a Global Sales Technology; explored the customer's needs and engaged a UX and proprietary framework team who followed through with development of a new sales blotter. Efforts resulted in $1.2M+ in revenue within a 1-year period.
    • Identified a upselling and cross selling opportunity in a RTB space; engaged a Predictive Analytics opportunity along with implementation of Metrics Dashboard system using proprietary framework. Efforts resulted in approx. $~1M in new revenue within a 1-year period.
Jun 2008Jan 2014

Assistant Vice President

Genpact Headstrong Capital Markets

Senior Engagement Manager - Morgan Stanley Wealth Management

  • Managed the growth of the assigned portfolio and global engagements in the Wealth Management from development to delivery
    • Focused on Joint Venture integration which involved migrating 17,000+ Financial Advisors to an integrated platform.
    • Managed a portfolio of mandatory and strategic $15M-$18M joint venture initiatives: implementation of Fixed Income Offerings and trading platforms for Fixed Income, FX, Equity/Options etc.
    • Managed the life cycle of engagements including: following through with the solution sales cycle; creating proposals, margin analyses, and statements of work; working through the Deal Management Process; securing resources; managing the engagement; achievement of required business outcomes; managing customer expectations; tracking revenue through internal forecasting tool; tracking customer satisfaction.
    • Built client relationship building, executive level communications, presentations, reviewing and monitoring quality of client deliverables, supervising engagement teams, and scoping and estimating new engagements, listening to client needs and executing on consistent communications framework.
    • Recognized opportunities for account growth, then actualized the value proposition and ensured implementation across the platform.
    • Participated in Business Development activities including proposal planning and preparation; design of development methodologies, budget formulation and analysis, research and analysis, and organizational management.
    • 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.
  • Achievements
    • Drove new sales opportunities from inception to closure with deals in the $500k - $3.0m range.
    • Increased the overall sales from ~11.5M to ~18M+ in 5 years by selling customized solutions and different offerings to the various stakeholders. 
    • Improved the overall NPS (Net Promoter Score) by 15-20% and hence the overall client satisfaction.
    • Slashed annual costs ~$150K by providing value additions and optimizations to reduce headcount and improve efficiency across different programs.
    • Exceeded all business targets: revenue, contribution, utilization and client satisfaction.
Sep 2005May 2008

Technical Manager

Genpact Headstrong Capital Markets

Senior Project Manager - Morgan Stanley

  • 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; tracked performance, managed schedule, budget, and quality of deliverables.
  • Reported project governance status and issues; dashboard provided metrics and transparency for senior management.
Jan 2005Sep 2005

Application Developer

IBM Global Services

Application Developer, India

  • Designed, developed and tested various modules in the "Account Dossier" system for Airtel.
  • Implemented various process related activities; created design documents, Requirements Traceability Matrix, Unit and Integration Test cases.
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 assigned by the Project Lead using Microsoft Technologies.
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 and with no defect.
  • Won a Gold Stars award in 2008 for achieving appraisal Rating of "Significantly Exceeds Expectations" in consecutive 2 years.
  • Won a Start 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

Symbiosis University

Major in Marketing awarded with grade of "A"

Jun 1997Jun 2000

Bachelor of Engineering - Computer Science

Punjab Technical University

Awarded Computer Science degree in First Division with Honors

Jun 1995 Jun 1997

Diploma in Computer Science

Sant Longowal Institute of Engineering & Technology

Awarded Computer Science Diploma in First Division